Does Your Money Concept Support Your Sales Process?

We all grow up with a conceptual view of money.

Think about how money was discussed in your home.

Was it rude to talk about money? Maybe you grew up with the belief that money was scarce ("money doesn't grow on trees, you know").

If like me, you studied The Merchant of Venice in school, perhaps you'll recall the dark, money-lending character Shylock who wanted his 'pound of flesh'?

And my favorite, "The love of money is the root of all evil."

It's no wonder that many salespeople dread discussing money.

If you are uncomfortable because of these 'hidden' money messages, you will communicate your feelings to your prospect.

Your prospective customer doesn't automatically associate the discomfort he observes with your childhood messages. Instead, it's much more likely that he will interpret your discomfort as a lack of conviction and confidence.

While those childhood lessons had a positive intent to prevent rudeness and greed, it can be problematic for salespeople who now make a living at a job that requires frank discussions about money.

Rather than awkwardly trying to bring up budgets, intentionally address budgets after you've qualified a prospect's need.

After all, a sale can only move forward if the buyer has a budget so it's a natural part of the sales process.