Google+

WHEN SHOULD YOU DISCUSS MONEY ON A SALES CALL?

WHEN SHOULD YOU DISCUSS MONEY ON A SALES CALL?

By Dan Caramanico

 

This is always a touchy subject and there is always pushback when I suggest what you should do.  In this article I will give you the answer right away; I will explain why you should do it; then I will explain why you will feel resistance to doing it.
You should discuss money with some level of specificity early in the sales cycle and almost without exception on the first call. This is obviously true in a one call close situation, but it is just as true for long cycle complex sales as well. I had a client last week who was finally converted to amending his sales process to talking money on the first call. He had a two call situation and he did not discuss money at the first meeting. He had a prospect with a seemingly compelling reason to move forward and he was excited to set a second meeting with him to explain the service he was selling, go over the price, and close the deal. It seemed like a sure sale. You probably guessed by now that when he got to the second meeting went through the presentation and got to the close, the prospect had no money at all. He was just starting out as a realtor and had gone through all of his start up capital and was living hand to mouth hoping for his next client to come along and keep him in the business for another month or two. Watch the video that goes with this article for a similar example in a long cycle high dollar deal. Prospects have problems and they like looking at new exciting ways to solve them. It is for that very reason that you must talk about money to make sure they are qualified for you to spend your precious time and corporate resources on. If you don’t, your pipeline will be bloated with unqualified prospects and your forecasts will be extremely unreliable and your closing rate will be low.

If you are feeling resistance to doing it, it might be because you are one of the 65% of salespeople who have a money weakness meaning that they are uncomfortable talking about money. It might also be that since discussing money early seems a little aggressive you are afraid of upsetting the prospect. If that is true then you are one of the 42% of salespeople who have too much need for approval. Need for approval means you are more worried about whether the prospect likes you than whether or not they do business with you. These are two of the five hidden obstacles to sales success. If you are feeling any pushback at all buy my book Attributes of The Optimal Salesperson® How to master the mindset of Sales Superstars and Overachievers  wherein I discuss these weaknesses in more depth and tell you how to overcome them.

 

 

To get more sales tips click here to sign up for the free OPTMAL SELLING™ weekly video sales tip.

 

Dan Caramanico is a salesforce development expert and he is the author of Attributes of The Optimal Salesperson® One of Selling power’s top ten books for 2010 and Optimal Selling, Sales Conversations of the Optimal Salesperson.

REQUEST INFORMATION

Entertainment

For movies opening August 18, 2017

  OPENING THIS WEEK Kam's Kapsules Weekly Previews That Make Choosing a Film Fun by Kam Williams For movies opening August 18, 2017 BIG BUDGET FILMS The Hitman's Bodyguard (R for graphic violence and pervasive profanity) Unlikely-buddies comedy about an ace bodyguard (Ryan Reynolds) who grudgingly helps a notorious assassin (Samuel L. Jackson) negotiate a dangerous gauntlet en route to the Hague where he's set to testify in 24 … [Read More its Good for You.....]

Lifestyle

The “King” Will Take Center Stage at the 2017 Wildlife Conservation Expo

  The “King” Will Take Center Stage at the 2017 Wildlife Conservation Expo by Amy Lignor   Each and every year the Wildlife Conservation Expo is held to address situations out there that are harming our world and its animal inhabitants. This time around, WCN’s annual Fall Wildlife Conservation Expo in October, will be focusing on various issues, but it is the King of the Jungle who will be taking center stage. For those who are … [Read More its Good for You...]

Outdoors

How Bassmaster Pro Edwin Evers Adjusts the Auto Settings on His Sonar

  How Bassmaster Pro Edwin Evers Adjusts the Auto Settings on His Sonar  by Edwin Evers When it comes to electronics, a question I get asked a lot is, “How do you customize your fish finder settings at the beginning of a day on the water?” The short answer is, “I don’t.”   You might think that a guy who makes his living with a rod and reel and who’s always looking for ways to tweak a lure or find a stronger knot would spend a … [Read More its Good for You...]

Sports

College Football Arriving Soon!

  College Football Arriving Soon! by Amy Lignor   Ask any college football fan and they will tell you that it seems like an eternity waiting for the season to begin. But, have no fear, the kick-off to the college season is almost here, with Colorado State and Oregon State hitting the field on Saturday, August 26th at 2:30 p.m. ET. On the same day, fans of Oregon State and Colorado State will see an active match-up, and Portland … [Read More its Good for You...]

Travel

Going Back in Time on the Ultimate Steamboat Vacation

  Going Back in Time on the Ultimate Steamboat Vacation by Amy Lignor   Many people love taking a cruise. But it is the river cruise on that glorious steamboat that not only offers all the benefits a big ocean liner offers, but also creates a more personalized, intimate vacation experience. It is a unique recipe: being able to witness stunning landscapes, mixed with amazing history, while dining on acclaimed regional cuisine and … [Read More its Good for You...]

Real Estate

Real Estate: Refinancing Rates on the Rise in 2017

  Real Estate: Refinancing Rates on the Rise in 2017 by Amy Lignor   The term ‘meteoric rise’ usually applies to something fun. Think: A Hollywood actor who has been ‘discovered.’) Unfortunately, when it comes to this article, ‘meteoric rise’ is something that will not bring a smile to one’s face. To put it simply, if you wish to refinance your home, you need to do it ASAP. If choosing to wait too much longer, homeowners across the … [Read More its Good for You.....]

Business

Umbrella Insurance: The Safety Net You Need

  Umbrella Insurance: The Safety Net You Need by Amy Lignor   The realm of insurance is just about the most difficult maze to get through. Each and every day it seems the financial and insurance industries are changing. What is not changing, however, is the fact that lawsuits fill up the courts more and more – lawsuits that award cash to third parties even if you don’t happen to have that cash saved. More and more, the words “umbrella … [Read More its Good for You...]

Green Living

Creating the Perfect Vegetable Garden

  Creating the Perfect Vegetable Garden by Amy Lignor   Many are still dealing with that wintery mix Mother Nature just loves to toss down from the sky this time of year. Yet, that gardener living inside the soul – the one just dreaming of the sunny skies and lazy rainy days that are must-haves in order to grow the best vegetables possible – is already jotting down the facts, tricks and tips they need to know in order to make that … [Read More its Good for You...]

Books

Book of Black Heroes

  Book of Black Heroes Political Leaders Past and Present by Gil L. Robertson, IV Foreword by Myrlie Evers-Williams Just Us Books Paperback, $12.95 80 pages ISBN: 978-1-933491-21-9 Book Review by Kam Williams “The first African-American political leaders began to serve following the Civil War...Known as Reconstruction, this period represented a window of opportunity for African-Americans... Many [Black] political leaders emerged … [Read More its Good for You...]