Posted: August 07, 2013
A quick trick for talking money
What if you didn't need the business?Gary Harvey
Most salespeople I know have self-limiting beliefs around having discussions about money, a condition I call “money head trash”.
When salespeople have money head trash, it indicates several possible underlying factors: They are uncomfortable talking about money; they are unable to uncover an actual budget; or they have an unreasonably low concept of how much money constitutes “a lot”.
This salesperson will often inappropriately propose a figure that is either too high or too low because of a lack of awareness over how much money the prospect will actually spend. This can also happen when the salesperson isn't comfortable with the amount of money being talked about. In fact, if their product or service is near or above an amount they consider a pile of money, they might be unable to ask a prospect to write a check for that amount.
Another money issue can be salesperson “head trash” around asking a prospect about their budget. Salespeople with this head trash won’t ask whether the prospect has a budget or is willing to have one. Why? Odds are, they have been raised with some beliefs (programming) from authority figures in their life, like mom and dad, that other people's money is none of their business, and asking about it is rude.
So the salesperson doesn't ask, then gets hit later with the proverbial, “We don’t have that in our budget,” after quoting a price. Wouldn’t you want to know before you quote if the prospect is willing to get a budget or has it now to buy what you offer?
What to do if money is difficult for you to deal with? Here's a quick trick: Imagine written in bright, neon lights the words, “I’m financially independent, and I don’t need the business.” That’s meant to be not an arrogant phrase but a liberating one.
If you could imagine yourself being financially independent and you didn’t need anyone’s business, it’s very easy to talk about money. There would be no pressure, and your prospects would sense that ease.
Gary Harvey is the founder and president of Achievement Dynamics, LLC, a high performance sales training, coaching and development company for sales professionals, managers and business owners. His firm is consistently rated by the Sandler Training as one of the top 10 training centers in the world. He can be reached at 303-741-5200, or firstname.lastname@example.org.