How does your sales team uncover buyer intent. And why does it matter?

The #1 discovery question most salespeople aren’t asking isn't “What is your budget?” but “How did you come up with it?” This question uncovers buyer intent, giving your salespeople insight into where your prospect is in their internal buying process and how they can best help them.

The answers usually fall into one of these two categories:

1️⃣ The money is already allocated, and they must work within that budget, -or-

2️⃣ They still need to secure the budget internally.

Each answer requires a different sales approach.

Understanding this can help your sales team evolve from order-takers to strategic consultants who can assist prospects in securing investment internally.

More importantly, your team needs to be able to quantify what your solution means to a client’s bottom line. That's where the real value lies.

Are you ready to change the way your team talks about budget? Join us for our latest video.