If you’re dealing with high ticket products or services, it’s important that you make sure that your prospect is actually able to afford your solution. If people do not have a budget at all - why even carry on speaking? What is the benefit of you and your team spending hours and hours with prospects who simply won’t be able to pay the bills?
We aim to bring up the subject of MONEY in the first couple of minutes during our demos.
One way to do this is to ask them politely if they are able to afford a solution in a certain pricing range in case it gives them the results they are looking for. Sometimes, it gets a little awkward, but it creates transparency around the budget. For Germans, it is uncomfortable to talk about money. But not addressing this really important area of a deal will bite you in the butt later.