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Fundamentally there is a difference between how much money people have and how much they are willing to let go. If a prospect cannot (or will not) make the necessary investment to buy your product or service, it’s better to know sooner rather than later. The way you were brought up does have an influence on you on how you will deal with the prospects money issue.
In this session, you will learn how to overcome the discomfort many salespeople experience when discussing money matters with prospects. You will learn specific questioning techniques to uncover the prospect’s willingness to divulge and ability to release the funds to move forward with the sale.
Key Learning Points:
- Learn techniques on how to get the prospect to reveal how much money they really intend to spend
- Learn the psychological reasons people deal with money the way they do
- Learn the relationship between value, time, distress and intent as it relates to peoples willingness to release money