David Sandler, the founder of our business once said, “Imagine a millionaire, making your sales call. Would there be any delay in getting to the point of money? Not likely. So why not adopt the same habit for yourself?”
We feel that the most important step of the selling process is to uncover the customer’s budget. Sales reps are so uncomfortable talking about money that they will prolong their sales cycle, blow the sale by not addressing the money side early or waste their time. After all, if the customer doesn’t have the budget, why would you still be in the sales call?