In this week’s post, I’m going to share 3 questions not to ask a prospect if you want to get better sales results. Hit play on the video or keep reading!
If you think about the last time you made a big purchase, if you had been asked what your budget was, would you have told the salesperson exactly how much money you had in your pocket? Unlikely. You haven’t yet built up trust and rapport with the person and therefore you’re unlikely to open up about how much you are looking to spend.
By asking the question in this way, you are able to see whether your price fits in with their budget plans and you can also watch for signals they are giving you to get a better sense of what they are really thinking. (Check out these buying signals you shouldn’t ignore) Asking this question also gives you the flexibility to up-sell or down-sell to your prospect later down the line, as opposed to having to stick to the price they have told you they’re looking to spend.
A better way to phrase the question would be:
These questions are all related to the BANT model (budget, authority, need and time). You’ll notice that the only one I haven’t mentioned here is Time.
Join hundreds of other ambitious sales people and sign up to receive my Saturday Sales Tips straight to your inbox AND 42 Questions to Qualify your Prospect: