The salesperson must understand the financial impact of the buyer's goals and challenges on their business or personal situation. Once the seller understands this, he can discuss all the money related issues with the other party. It is important for the salesperson to identify the needs of the potential buyer and make them understand the negative consequences of not solving the problem. This means that if the seller does not solve the problem, he should clearly understand how much it will cost in the future.
Considerations: Investment vs. Cost Comparison
In the budgeting step, it's important to understand what a potential customer can afford, not necessarily the cost of your product. To understand the scope of a project or to see if your product is a good fit, you need to take a step back.
Мөнгөний сэтгэлгээ болон тодорхойлолтыг хэлэлцэх арга техник
Хаалт
- “Билл, Намайг иймэрхүү төсөлд ажиллах болгонд ихэвчлэн хөрөнгө оруулалт 25000-30000$ хооронд байдаг. Та энэ хэмжээний хөрөнгө оруулалт хийх боломжтой гэж бодож байна уу?”
Гуравдагч талын түүх
“Жоан, Би хэдэн сарын өмнө танд тулгарч байгаа асуудалтай яг адилхан асуудалтай харилцагчтай ажиллаж байсан. Тантай адилхан нь тэд үйлвэрлэлийн дараах хяналт шалгалтын өндөр өртөгтэй саатлыг арилгах үүрэг хүлээсэн. Тэдэнд зориулсан программ дээр хамтрахын тулд тэд бидэнд ойролцоогоор 15000$ хөрөнгө оруулалт хийсэн. Хэрэв бид танд ч бас туслаж чадна гэдэгт итгэлтэй байвал та 15000$ хөрөнгө оруулалт хийх байсан уу?”
Хосолсон(хаалт болон гуравдагч талын түүх)
- “Karen, I'm glad you can't tell me the budget. Maybe we can help you avoid wasting your time. For us, when working on a project like this, the user budget was $7,000-$11,000. Will you continue to work to determine exactly how much? Or will it end like this?"
Historical/Future Expectations
- “Tom, what budget were you looking for when you last upgraded your system? This time, do you think it will be more or less than this budget?”
An analogy
“Bill, when you think about the budget for this project, think first about the minor leagues, the college leagues, and the major leagues. What do you think of the minor league budget?"
Silence
Whoever rings first loses.
Monkey paw
Make a small offer and make a big sale