Do you fail to get the prospect to reveal their budget up front? It’s time to stop beating around the bush and get the facts straight.

How can the salesperson propose a solution without knowing what monetary resources the client has available? Knowing whether money has been allocated for a project can help distinguish someone who is ready to solve a problem from someone whom is merely “shopping around.” The amount of money the prospect is willing to invest to solve a problem will help determine whether a solution is feasible, and if so, which approach will be best.

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