If they say: “We want it – but we can’t afford it now…”
1. Consider they haven’t seen the value. You haven’t understood what they value and built alignment.
2. If you believe it’s important for them to have it now – use some ‘motivation’ techniques to help them see the value.
3. If your solution saves them money, explain how! e.g. “This XYZ investment will make you money – by X month you will increase your margin by $X.
The real issue is we aren’t aligned with what they need and we haven’t adapted to how they operate.
Still in with a chance – no agreements with another supplier have been signed?
Step back in and ask more questions!
Don’t jump into the money vortex with them again.
Reframe the client over to a focus on value – make sure you are truly aligned.
If the competitor is offering a solution for less there is a reason – focus on what YOU, your company and your solution offer that is different – and better.
My question to you: What do you do when the client says ‘love it but can’t afford it’?
What to do
Help your team by being positive about remote selling, see it as the future and not as the poor cousin
Learn more
- Sales Leadership program: for leaders covering 22 units (series of 4 at a time) guiding you through everything you need to know to run a proactive, driven, highly successful team> learn a great deal about personality types! >> chat to us
- Watch the Sales Leadership webinar recording:
Piece written by Charmaine Keegan, author of over 20 eBooks, is a sought-after guest speaker, panellist, and keynote. She is a Certified Trainer Extended Disc System, of Situational Leadership, of NLP (how we operate), Hypnotherapy (unconscious communication) and Timeline Therapy (recognising your beliefs about sales and money – and recognising that of your customer). She has studied the psychology of human behaviour and is considered an absolute authority and true expert on sales techniques. She has ‘walked the walk‘ so her content, programs and key notes are highly practical and focused on results.
