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Top 5 Reasons #5: No Clear Understanding of the Investment Process
Manage episode 359140618 series 2924659
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We are often unclear on the client’s process of investing in new products or services.
How does this show up within our opportunities?
- Claim too little budget, wrong budget cycle or release time.
- Demand pricing early to justify going up the chain.
- Customer uses words like spend vs invest.
What can I do to prevent this from happening?
- Get comfortable asking about budget early and often.
- Map out path to budget to avoid late stage hurdles.
- Leave yourself time for budget solutions.
Time Stamps:
* :54 - Head Trash around Money Concept and How it Gets In the Way
* 11:00 - Clarifying Their Investment Process 11:00
* 12:30 - Ask-Bracket-Create (Budget Step) Example
* 14:50 - Roleplaying ABC Technique (CIGAR)
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