The Executive Sales Coach: Keith Rosen’s Sales Blog and Business Blog On Selling, Leadership, Managing Your Team, Business and Life » Mistake #9. Do you fail to get the prospect to reveal their budget up front?

The Top 10 Most Common Mistakes in Selling:

Do you wish that your selling strategy and efforts to earn more customers were more rewarding for you? It will be if you avoid falling into these top 10 common pitfalls in the New Year.

Mistake #9. Do you fail to get the prospect to reveal their budget up front?

How can the salesperson propose a solution without knowing what monetary resources the client has available? Knowing whether money has been allocated for a project can help distinguish someone who is ready to solve a problem from someone whom is merely “shopping around.” The amount of money the prospect is willing to invest to solve a problem will help determine whether a solution is feasible, and if so, which approach will be best.