The Budget Step and The Monsters Under The Bed

“A critical part of the Sandler qualification process is determining the available budget – the investment.
We’ve worked with hundreds of thousands of salespeople over the years. One of the things we’ve found consistently is that, at first, most are deeply uncomfortable with the idea of coming right out and asking a decision-maker how much money is available to solve a problem…”

 Read more in this quick article from Sandler Training.