Budget step dashboard - sales person's process and questions to qualify if the prospect has enough money, time & resources.

1. Budget Step
D A S H B O A R D F O R T H E
• Money
• Time
• Resources
WILLING AND ABLE
e The prospect must be willing and able to make the necessary investment.
e No money, no sale.
e Not every prospect is qualified to become a customer.
e Inspect what you expect.
e A winner has alternatives — a loser puts all his eggs in one basket.
e No mind reading.
7 Review what was covered in the Pain Step
7 Find out if the prospect has money available to
buy your product/service
7 Use various techniques when responding to
the prospect’s “yes,” “no,” or put-off responses.
7 Bracketing
7 Third-party stories
7 Subtle questioning
7 Bracketing
7 Third-party stories
7 Historical/Future expectation
7 Metaphor
7 Direct
7 Monkey’s Paw
THE BUDGET CONVERSATION DETERMINE HOW MUCH
MONEY IS AVAILABLE
BUDGET QUESTIONS TO ANSWER
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7 Is money currently available? (If it isn’t, when will it be available?)
7 What part does price and/or terms play in the final buying decision?
7 Must the prospect buy from the “cheapest”
supplier or the lowest bidder?
7 Under what circumstances would the prospect not
buy strictly on price?
7 Are there any investment limitations?
7 Does the prospect have any expectations
regarding the investment? (If so, what are they?)
7 How will the size of previous investments for the
same or similar products/services influence the
amount invested for the current purchase?
ROADBLOCKS
7 TECHNICAL – knowing what questions
to ask and how and when to ask them
7 CONCEPTUAL – selling behavior is
affected by your own ideas about
money