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3.1 How to Disqualify
3.2 Avoid the Word “No”?
3.3 The Doctor’s Mindset
3.4 Why Hurt Matters
3.5 Disqualification Checklist
3.6 Challenges You Can Solve
3.7 Are the Problems Fixed?
3.8 Challenge Cost Money?
3.9 Is the Prospect Affected?
3.10 Willing to Invest?
3.11 Make a Decision?
3.12 Best Questions to Ask
3.13 Action: Put It Together
3.14 The Swim Move
3.15 How the Swim Move Works
3.16 Using the Swim Move
3.17 Action: Swim Move
3.18 Ending the Process

3.10 Willing to Invest?

Watch the entire training video then answer the brief questions in order to move onto the next unit.

Which of the following statements is NOT true about sales?

Most salespeople are uncomfortable asking for a budget
You have a right to know the budget
Asking for a budget is rude
Asking for a budget will help you close more sales

Correct!

Incorrect.

Which of the following is NOT a question to ask your prospect?

“Do you have a budget to solve these issues?”
“What’s your budget for solving these challenges?”
“At what budget is my offering most attractive?”
“What could you see investing to fix these problems?”

Correct!

Incorrect.

When prospects say they don’t have a budget, you should:

Just throw out your price
Take their word for it
Use the range question
Move on to the next prospect

Correct!

Incorrect.

Retake Quiz

Your unit objectives will automatically check off as they’re completed:

1

Answer all quiz questions

Great work! You completed the unit. Let’s head over to the next unit

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