Budget StepD 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 Step7 Find out if the prospect has money available to

buy your product/service7 Use various techniques when responding to

the prospect’s “yes,” “no,” or put-off responses.7 Bracketing7 Third-party stories

7 Subtle questioning7 Bracketing7 Third-party stories7 Historical/Future expectation7 Metaphor7 Direct7 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