What is the prospect’s budget?
Posted: Sat Apr 05, 2025 4:57 am
This is exactly the opening question is the key to engaging prospects on cold calls.
Forget your product for a minute and focus first on the person on the other end of the line. If they feel like you are interested in their best interests, they’ll engage and give you the information you need to turn them into a solid lead.Budget Doesn’t Cut It When Qualifying
Asking these qualifying questions to uncover potential competitors will prevent you from being blindsided at the end of your presentation.
Over the years, the most important qualifiers for any given sale have changed.
In the past, budget was the big stumbling block and the major issue that sales reps really needed to drill down on.
Budget is an important qualifier, but now that pricing is so ebay database transparent on websites and across social media, I don’t think that budget qualifies anymore as one of the “Big Two” qualifiers.
There are six main qualifying questions that you must know the answers to:
Why will a prospect buy (their buying motives)?
Why might a prospect NOT buy (potential objections)?
Who is the decision maker (or decision makers)?
What is their timeline for making a decision
Who is your competition for this sale?
For all you sales managers out there – do you want greater control over your team? Do you want them to get out more qualified leads?
Forget your product for a minute and focus first on the person on the other end of the line. If they feel like you are interested in their best interests, they’ll engage and give you the information you need to turn them into a solid lead.Budget Doesn’t Cut It When Qualifying
Asking these qualifying questions to uncover potential competitors will prevent you from being blindsided at the end of your presentation.
Over the years, the most important qualifiers for any given sale have changed.
In the past, budget was the big stumbling block and the major issue that sales reps really needed to drill down on.
Budget is an important qualifier, but now that pricing is so ebay database transparent on websites and across social media, I don’t think that budget qualifies anymore as one of the “Big Two” qualifiers.
There are six main qualifying questions that you must know the answers to:
Why will a prospect buy (their buying motives)?
Why might a prospect NOT buy (potential objections)?
Who is the decision maker (or decision makers)?
What is their timeline for making a decision
Who is your competition for this sale?
For all you sales managers out there – do you want greater control over your team? Do you want them to get out more qualified leads?