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Budgeting is a Trial Close 4 th step-HL

Learn how to effectively budget in sales, including confirming scope and selection, involving the client, and addressing objections. Master the art of budget qualification for successful sales outcomes.

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Budgeting is a Trial Close 4 th step-HL

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  1. Budgeting is a Trial Close 4th step-HL • Confirm scope • Confirm selection or allowances • Confirm client involvement • Then open the budget discussion • If the budget if confirmed then you would move forward to the next step • If the budget is not acceptable go to the following steps

  2. Why Do Salespeople Fail To Qualify? • The salesperson is not comfortable talking about money issues • He/She has not performed a warm-up call • He/She has not prepared for the appointment • He/She is not familiar with the project • He/She is not in control of the sale

  3. Define Options-HL • Revisit 3 ways to adjust the budget • Client involvement • Product selection • Scope • Explain to the client that according to our process that if they cannot make a decision today to please give us a call if • If budget cannot move and all the above stay the say we please give us a call if you change your mind.

  4. Process(cont) • Discuss budget parameters for similar projects • The salesperson’s goal is to leave with a P.A. or D.A. • Do not become a professional researcher

  5. What Is a Budget Affirmation? • Getting the client to agree with the investment you have given • Getting a budget affirmation is a big challenge for the salesperson • What is a weak affirmation? • You will be more in a position of power and control. People will not contradict themselves knowingly

  6. Budgeting Bullets • If a client does not proceed because of price, it is because they cannot afford Case or they do not see the value. In most cases what the client is thinking and what the actual price of the proposal is not close

  7. Budgeting If A Salesperson Budget Qualifies on the following criteria he/she will have completed 80% of the sale • Problem- Is there a valid need or strong desire for what you are selling? • Time frame- Need is not enough. Are the clients willing to buy now or within a reasonable period of time? • Money- Is the investment affordable?Does the value exceed price?

  8. How Does a Salesperson Learn to Budget Qualify? • Practice and experience • Preparing for the appointment • Mastering the Warm-Up Call • Utilizing a coach • Personalizing the Sales Process • Mastering the Presentation Book

  9. What are Objections? • They are not statements • They are a refusal to move forward • They are either real or imagined • They are either price or product (major objections) • They are excuses or reasons not to buy (minor objections)

  10. What Are The Most Common Minor Objections? • I want to think about it • I want to talk to my spouse • I want to get other estimates • Your price is too high

  11. What Are The Reasons For Making A Return Visit? • Not sure of pricing/research • Timing • One decision maker has to leave • Any others

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