Class: How Do I Uncover the 'B' in BANT?
Classes: Work the Deal™ • 31m
Presented Live: April 25th @ 11am
Uncovering budget is one of the most challenging motions for salespeople, regardless of experience. Determining the prospect's specific ability to purchase is elusive as most customers are reluctant to share these details at even the latest stages of a deal. In this Level 2 class, we explore how customers typically assign and operate budgets, as well as creative ways that they can often spend in excess of a stated budget. Sophisticated linguistic and qualifying techniques are presented to inspire even the most hardened buyer to share.
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