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How to Find Out a Client’s Budget (Without Asking for It)

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How to Find Out a Client’s Budget (Without Asking for It)I was talking to Shane Decker this week, and he shared some insightful advice with me for how salespeople should discover customers’ budgets without actually asking them. He says it’s a big no-no to ask a customer “How much were you looking to spend?” because it can turn off a millennial immediately (they think you only care about their money, not them as a person), and it can also put a person in a “price box” in front of their significant other.

Instead, it’s about asking the right questions.  Some examples are:

  • Are you looking for someone special?
  • Did he or she give you any hints?
  • What did you have in mind?
  • I can tell you’re on a mission.
  • What’s on your notes?
  • I can tell you’re in a hurry.
  • Do you know what size diamond you want? (Then you can follow up with “Do you know what shape?” “Do you know about the four C’s?” “What clarity do you want?”)

Now you know what they want and you can figure out what they want to spend. You may ask, “Do you know what she wants?” and he replies, “Yes, two carat weight studs.” Then you show him a pair that’s $3,995. He says, “I can’t spend that much.” Now you can say, “What are you comfortable with?” You’re being respectful of his buying ability, it sounds like you really care about him and not his money, and the word “comfortable” makes it easy for him to say the dollar amount.


This article was originally published in September 2015.

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Wilkerson Testimonials | Sollberger’s

Going Out of Business Is an Emotional Journey. Wilkerson Is There to Make It Easier.

Jaki Cowan, the owner of Sollberger’s in Ridgeland, MS, decided the time was right to close up shop. The experience, she says, was like going into the great unknown. There were so many questions about the way to handle the store’s going-out-of-business sale. Luckily for Cowan, Wilkerson made the transition easier and managed everything, from marketing to markdowns.

“They think of everything that you don’t have the time to think of,” she says of the Wilkerson team that was assigned to manage the sale. And it was a total success, with financial goals met by Christmas with another sale month left to go.

Wilkerson even had a plan to manage things while Covid-19 restrictions were still in place. This included limiting the number of shoppers, masking and taking temperatures upon entrance. “We did everything we could to make the staff and public feel as safe as possible.”

Does she recommend Wilkerson to other retailers thinking of retiring, liquidating or selling excess merchandise? Absolutely. “If you are considering going out of business, it’s obviously an emotional journey. But truly rest assured that you’re in good hands with Wilkerson.”

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How to Find Out a Client’s Budget (Without Asking for It)

Published

on

How to Find Out a Client’s Budget (Without Asking for It)I was talking to Shane Decker this week, and he shared some insightful advice with me for how salespeople should discover customers’ budgets without actually asking them. He says it’s a big no-no to ask a customer “How much were you looking to spend?” because it can turn off a millennial immediately (they think you only care about their money, not them as a person), and it can also put a person in a “price box” in front of their significant other.

Instead, it’s about asking the right questions.  Some examples are:

  • Are you looking for someone special?
  • Did he or she give you any hints?
  • What did you have in mind?
  • I can tell you’re on a mission.
  • What’s on your notes?
  • I can tell you’re in a hurry.
  • Do you know what size diamond you want? (Then you can follow up with “Do you know what shape?” “Do you know about the four C’s?” “What clarity do you want?”)

Now you know what they want and you can figure out what they want to spend. You may ask, “Do you know what she wants?” and he replies, “Yes, two carat weight studs.” Then you show him a pair that’s $3,995. He says, “I can’t spend that much.” Now you can say, “What are you comfortable with?” You’re being respectful of his buying ability, it sounds like you really care about him and not his money, and the word “comfortable” makes it easy for him to say the dollar amount.


This article was originally published in September 2015.

Advertisement

Advertisement

SPONSORED VIDEO

Wilkerson Testimonials | Sollberger’s

Going Out of Business Is an Emotional Journey. Wilkerson Is There to Make It Easier.

Jaki Cowan, the owner of Sollberger’s in Ridgeland, MS, decided the time was right to close up shop. The experience, she says, was like going into the great unknown. There were so many questions about the way to handle the store’s going-out-of-business sale. Luckily for Cowan, Wilkerson made the transition easier and managed everything, from marketing to markdowns.

“They think of everything that you don’t have the time to think of,” she says of the Wilkerson team that was assigned to manage the sale. And it was a total success, with financial goals met by Christmas with another sale month left to go.

Wilkerson even had a plan to manage things while Covid-19 restrictions were still in place. This included limiting the number of shoppers, masking and taking temperatures upon entrance. “We did everything we could to make the staff and public feel as safe as possible.”

Does she recommend Wilkerson to other retailers thinking of retiring, liquidating or selling excess merchandise? Absolutely. “If you are considering going out of business, it’s obviously an emotional journey. But truly rest assured that you’re in good hands with Wilkerson.”

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