A tough sales question is tough only because your belief system has made it tough. A high school boy believes he is not attractive to girls. It will be a very tough question for him to ask a girl out on a date. Similarly, if you believe you should not talk about money with a sales prospect, asking a prospect what they are willing to spend will be a very tough question indeed. The secret to asking a tough sales question is to make a question easy to ask and you do that by changing your belief systems. Your product will solve the client’s problems and is worth the price you are asking for it. You have a right to be paid for the great solution you offer. If the prospect doesn’t have the budget, why waste your valuable time? Change your belief system so that it becomes right and appropriate for you to ask the money question. The money question will no longer be tough at all. Go ask that girl out on a date because you are worth it! It’s easy.
Asking the Tough Questions
December 9, 2015 by
