What’s Your Budget?
Avoiding the subject of money when it comes to hopefully making a sale, will kill your sale long before you ever get to asking for it. It’s far better to explain how you work, what the benefits derived will be for your prospective client and then ask, “Does this sound good to you?” Either it does or it doesn’t, and you then know whether to move elsewhere or move forward.
Likewise, on job interviews, some hiring managers ask, “What are your salary expectations?” Research ahead of time is a requirement. Know what you are worth and ask for a reasonable sum more. You might just be surprised and be granted that amount. But the conversation needs to be insightful for both parties and the employer know you are fully capable of delivering what they need. It is after all, a sale.
Asking, what’s your budget works somewhat well with larger companies as it provides a starting point. That’s a necesity to, well, get started in the right direction. But understand, you will need to do digging around to perhaps find other sources of money within the company to provide the better solution they are seeking.
As far as selling to entrepreneurs go, they will tell you, “As little as possible because business has not been good.” Working in this situation requires a relaxed conversation filled with questions trying to discern how you can help the person while making it worth you time. Compassion, understanding, and creative thought will help you to develop a solution right for all of you.
Talking about money leads to the Smooth Sale!
Read Addtional Strategies and Techniques:
Nice Girls DO Get the Sale: Relationship Building That Gets Results, Sourcebooks
HIRED! How to Use Sales Techniques to Sell Yourself On Interviews, Career Press
