RSSMoney Objections: It Is Never About The Money
Feb 29, 2008 Buying Facilitation®, Top Posts
After having several conversations with a new prospect and his team, we all decided to move forward and get them trained in Buying Facilitation®. As per our agreement, I wrote up a contract and sent it out to “Joe”. Then I got an email from him saying he needed to put the program on hold for six months at least, so that his new hires could prove their value and start earning money.
“How can they start earning money if they won’t get their training for several months? And what skills will you offer them, given they will now be learning Buying Facilitation® after they’ve already begun selling the conventional way?”
My prospect gave me very short, almost unintelligible responses. Finally, he admitted that the COO called him in as my contract come over his desk, saying that if they were going to spend ‘that kind of money’ on sales training, they had better have a team in place that was worth it and had earned it. Joe was both angry and embarrassed: he had thought he was the decision maker, given it was his own budget, etc. and “Frank” hadn’t exhibited any interest in sales training before this.
Read the rest of this entry »
Tags: Buying Facilitation®, money, objections, presumptive summaries
