Captain’s log, stardate 20170411
Sent by Jonathan Stark on April 11th, 2017
Have you ever been on a sales call with a prospect that seemed to be going well... until the prospect revealed what seemed to be an absurdly low budget for the project?
Even if it seems obvious to you that your assistance would be worth far more than their budget, trying to directly convince them of this doesn’t usually work very well.
Instead, invite the prospect into a conversation in which they voluntarily share what they believe the value of the project to be. (NOTE: The value, not the budget)
The way to do this is with questions like:
Once they start answering, keep asking questions until every assumption is removed. At that point you will either:
Either way, you’re better off.