When it comes to sales proposals, one of the most critical segments you should prepare for is the budget talk. Make it a goal to ask questions that will lead to the much-awaited financial conversation. And when the opportunity comes, frame the subject in a way that will make the client open up how much they believe they will profit, not how much they have to spend.
Typically, people love talking about their goals and where they see their business in a few years or so. Your role as a salesperson is to understand that. The client has every reason to open up about their business' growth potential and its effect on their financial situation.
To help you reach the budget conversation, ask open-ended questions related to their goals, and the possible impact of it on their budget. You can also start giving them insights about the potential costs of services or products they need to propel their business to success.
Imagine asking the client the standard question, "What's your budget?" The answer would possibly be "very little" or worse, "nothing." But businesses don't skimp on reaching their goals.
Care to know what kind of questions can help open up this financial subject? Order a copy of my Book, “Sell More. Faster.” to see which questions I would ask a client. I also included an example there to help you understand why it's a better technique than the traditional blunt question. Visit the link to grab one and learn more!