What a time saver!
I received an inquiry from Florida, via my web site. From the info on the email inquiry, I am looking at a potential 250,000 to $500,000 deal. I am excited!
I call the contact. Nice bonding and rapport; I get pain; I ask “Do you have a budget?” She laughs and says “We are the YMCA; we want it donated!”
I say nothing…. loooong silence. Finally, she says, ”I am looking to get delivery/set up and 1 year of rent for about $25,000 to $35,000.”
I respond: “Last time I did something like this I was over $150,000.”
We spent the next two minutes discussing the quotes she had received, me stripping line, pushing away, using negative led questions. Nothing shakes loose. We parted with no hard feelings and no work on my part. I spent more time writing this email than I did disqualifying her.
Before Sandler, I would have spent two or three hours working up a proposal, only to be blown out of the water by being 10 times her budget!
-John Moosbrugger, President
Sales Concepts’ Client
One of the reason’s John is successful in sales, is he is comfortable talking about money. It’s not rude to talk about money when you’re qualifying a prospect. In fact, it would be rude not to! Dealing with the money issue up front is one way to qualify your prospect. If the prospect doesn’t qualify, you can decide not to deliver the presentation, and spare yourself pressure and most importantly your time!
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