Money Talk

In a polite society, it's considered rude to talk about money. But, in sales, you need to discuss budgets, pricing, and fees to qualify prospects and make the sale. How do you get comfortable discussing these taboo topics? "When you clearly understand the value of your product and can communicate it with ease, the fear of presenting your fees disappears," says sales expert Rochelle Togo-Figa.

Here are some of Togo-Figa's tips to help you more easily discuss money with prospects.

Ask money qualifying questions before or early on in the meeting. Serious prospects don't mind hearing money questions. They expect to be asked these questions. Unqualified prospects run when they hear these questions because they're not serious about buying. Try saying, "So I know we're in the same ball park, approximately how much were you looking to spend?"

Make a list of the benefits. Create a list of all the ways the product will benefit the client AND a list of benefits your clients get from working with you. Here's an example: "All clients I work with receive personalized service from the start of the job, to the end of the job."

Share the results clients have received from working with you. Think in terms of measurable results clients have achieved. This will instill more confidence as you become clear on the value you bring to your clients. Here's an example: "My client had no idea where to start with decorating her home. After working with me, she selected a window treatment that suits her living style, and a fabric within her budget."

Create several pricing packages your clients can choose from. Start to think of different price ranges and programs you can offer. Creating different pricing options gives the prospect a choice and helps make the selection affordable. They're more apt to buy if you offer low, medium, and high-end products.

Give these tips a try and watch your fears abate and your sales rise!

Rochelle Togo-Figa, The Sales Breakthrough Expert, is the creator of the Sales Breakthrough System. Visit her website at www.SalesBreakthroughs.com.