In sales one of the hardest to find (and scariest to approach) pieces of information is a potential customers budget. Because we shy away from it we end up with an awkward point in our sales conversation that can trip up the smooth progress towards a sale. How do we escape the ‘are you the cheapest’ conversation and add quality to the equation and how do we get a good indicator of what the budget may be?

Do you leave ‘Objections’ to the end of your client conversation? Objections are a pain point in a client conversation. Our suggestion to you is that each and every one of you will know what the two to four common objections are almost every time you go and see somebody. They are the same ones, the ones that always come up and we are crazy not to have something prepared for that. I’m amazed at the number of people I talk to who say “Oh yes that objection comes up all the time and..

We don’t like other people wasting our time but what about wasting it ourselves? – and I’m not talking about time management. If we focus on the right things in our sales process we have to end up with better results. We discuss this problem within this issue’s videos – When Is Hearing NO as Important as getting a Yes? (Sales) – Prospecting and how to know which clients you should or should not pursue.