Episode Details

Are you tired of sending out proposals only to be ghosted? Are you frustrated because youre spending hours on presentations and quotations for people who don't even have the budget to buy from you?

Today in the Oracles Chamber, we are talking about a senior-level shift in how you qualify prospects.

I was speaking with a top-tier sales professional, lets call her Cinderella (not her real name) who was exhausted from chasing the wrong leads. My advice to her, and to you, is simple but bold: Move the money conversation to the front!

Most of us start with a "Need Analysis" asking what the customer wants and how bad their problem is. 

Thats fine for beginners, but if you want to protect your time, you need to use the BANT framework (Budget, Authority, Need, Timeline) and lead with money and urgency.

Here is the secret to doing it without scaring everyone away:

 Price Anchoring: Instead of saying "4.5 to 6 million," say "6 million to about 4.5 million on the low end." When you start with the higher number, the lower one sounds like a relief, not a burden.

 Urgency Questions: Soften the blow by asking about their timeline in the middle of the price talk. Ask, "Is this a project you're looking to start this quarter, or are you just doing research?".

 Get Feedback: Dont just drop a price and stay silent. Ask, "Is that beyond your budget?" or "How does that compare to the research you've done?" Their reaction tells you everything you need to know.

Remember, everyone is worthy of respect, but your time is a resource that must be invested where it brings revenue.

If they (potential customers) are just "browsing," its better to find out today so you don't have to chase them next week.

If your "mouth is shaking" because youre new to the game, stick to the fundamentals. But if you're ready to stop the ghosting and start closing, its time to change your order. 

Change your pattern!