Review pain step with prospect
S - Do you have a budget set aside for this project?
P - No
S - That’s not unusual. How do you plan to make this investment?
(or prospects says)
P - Yes
S - Fine. Would you mind sharing that with me in round numbers?
P - I won’t share
(must have done a lousy pain step)
S - That makes sense. As you can probably imagine, we have many products that might be able to solve you problem. Some of our solutions range in price from _ to _ and others from _ to _. Now I understand that this is off the record, should we address the _ to _ range or the _ to _ range?
(Prospect picks low range)
S - That surprises me. I thought, because of the extent of your problems, that you were going to pick the higher range
- (Prospect chooses higher range)
- S - Well, that really is interesting. I thought you were going to pick the lower range.