Emerge on Purpose

Top 5 Reasons #5: No Clear Understanding of the Investment Process

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We are often unclear on the client’s process of investing in new products or services.

How does this show up within our opportunities?

  • Claim too little budget, wrong budget cycle or release time.
  • Demand pricing early to justify going up the chain.
  • Customer uses words like spend vs invest.

    • What can I do to prevent this from happening?

    • Get comfortable asking about budget early and often.
  • Map out path to budget to avoid late stage hurdles.
  • Leave yourself time for budget solutions.

    • Time Stamps:

    * :54 - Head Trash around Money Concept and How it Gets In the Way

    * 11:00 - Clarifying Their Investment Process 11:00
    * 12:30 - Ask-Bracket-Create (Budget Step) Example
    * 14:50 - Roleplaying ABC Technique (CIGAR)

    ...more
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    Emerge on PurposeBy Pete Oliver / SaleFish, LLC
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