Risk & Business Magazine Reider Insurance Fall 2015 - Page 23

Here are some examples: • Do you have a budget set aside for this purchase? • Is the project funded? • Are there budget limitations about which I should know? If your prospect’s answer to your budget question is “yes,” appropriate follow-up questions include: • In round numbers, at what amount are you looking? • Perhaps you can give me a ballpark idea of the amount with which you have to work. Using terms like “round numbers” or “ballpark” take the pressure off the prospect to commit to a specific amount. If your prospect’s answer to your budget question is “no,” or he is reluctant to share the information, you can “test the waters” using third-party stories. Reference one or two similar sized projects or sales you completed with other clients and disclose an investment range within which those transactions took place. Then, ask your prospect if he would be comfortable making a similar size investment if he