Why Asking About Your Prospect’s Budget Can be Bad for Business


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This article just went out yesterday in my newsletter. Many of you don’t even know that I publish something other than this blog. But I do. And, I share lots of sales resources and events there too.

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Should You Ask, “What’s Your Budget?”

Shortly after my last newsletter went out, I got an email from Lauren. She liked my article, but was frustrated because she couldn’t easily Tweet about it. Now that may not be one bit important to you, but check out what happened next.

Lauren’s email continued: Unless I’m missing something, you don’t have that capability enabled which I’m *very *surprised about. You are considering social networks when doing this, right? If not, we’re more than open to speak with you about how we could help you.

I was impressed. She’d spotted a potential opportunity for her business and immediately followed up on it. Plus, her message made it clear that I was lagging behind where I should have been.

The only thing she didn’t know was if it was important to me. It was. I wrote back:

Thanks for your note! And, I am guilty as charged. My email service provider does have social media capabilities, but I haven’t started using them yet. It’s time to get on it!

I also need to get my blog social media friendly. I don’t have anyone working on that right now. It’s a small project, but a necessary one. Interested?
Of course, she was. She asked, “What’s your budget for this?”

That’s exactly what traditional sales training tells you to ask. To find out if you’re dealing with a qualified buyer, you’re supposed make sure they have money in their budget for your product or service.

It was the wrong question to ask! Click here to continue reading.

Republished with author's permission from original post.


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