An End to Price Wars?
How to never get undercut again by being a "consultative seller"
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6. Ask the "B" Word
"Most people are afraid to [ask], 'What's your budget?" said Felber. "It's not easy for everybody to ask that question, and buyers sometimes don't like to answer that question because they think, 'Well, if I tell you how much I want to spend, you'll make sure I spend it,'" he remarked. "But you have to sit there, like I do with my clients, and say, 'I can't work in a vacuum.' I don't want to be working on a $5,000 dollar budget when you've got a $2,000 [budget], and on the other hand, I don't want to be working on a $2,000 budget if you've got as much as five.
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Michael Cornnell
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