Sales: No money? ... sorry, but no presentation!
Monday, 21 December 2009 19:16 | 
Written by Vanessa Lanham | 
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How many times have you wasted your time giving presentations to prospects who could not afford your product or service?
Of course, salespeople that present before discussing money and budgets are hoping that even prospects with no money, will get so excited they will magically find the money from somewhere.
Another problem is that by waiting until the end of the presentation to discuss budgets and money, the prospect won't be concentrating on what your saying but thinking, "I wonder how much this is going to cost?".As a salesperson for your business, you must qualify your prospect's pain, budget and the decision making process before giving presentations. That way you ensure you only present to decision-makers that are serious about solving their issues and can afford your product or service. This approach shortens the sales cycle and makes sure you don't waste valuable time on prospects who are not serious.
So before you jump in your car and travel hundreds of miles, or spend hours putting together a detailed propsal, it might be worth arranging a telephone call or discovery meeting to discuss these things first and remember - no money, no presentation.
If you'd like to know more about how Ian Blackshire can help you focus on a highly-effective sales process for business at one of his free two-hour directors' breifings, please This e-mail address is being protected from spambots. You need JavaScript enabled to view it with your details and we'll let you know when the next session is scheduled.
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