Help customers buy - ways to find the money.
How can you help prospects who badly need what you sell find the money?
Answer the question to exercise your thinking before reading on. Then ask your preferred AI the same question and compare the answers you get with ours, below.
Here are six solutions that offer ways forward that you may not have thought of. Did you think of or discover others not listed here?
If so, post them in the comments and contribute to the course.
- Risk reversal. Devise a plan for the customer to pay on results, out of the increased profits generated.
- Defer payment. Arrange for the prospect to pay at a future date, after the solution has delivered the expected benefits.
- Spread the payments. This can be achieved through leasing, a loan, or a staged payment schedule.
- Barter. Accept part of the payment in goods or services.
- Revisit the business case. Have the prospect recalculate the fiscal value of the benefits so that there is a better case for financing the purchase.
- Combine ideas. Combine one or more of these approaches.
If there is still no way forward, make the prospect a friend by referring them to vendors who offer lower-cost solutions.
So, today’s practical workplace action is to discuss the ideas above with your manager and CFO. For each suggestion ask, “What would have to be true for it to be a possibility?”
Post questions and observations in the comments.
Next 1.6 - Capex and Opex.
Free B2B Sales Training Course Index
Tips for Teaching Yourself
Set clear goals: Start by defining specific and achievable learning goals. Clearly articulate what you want to learn or accomplish through self-teaching. This helps you stay focused and motivated throughout the learning process.
Design a structured plan: Create a structured learning plan that outlines the topics or skills you need to cover, along with a timeline for each. Break down the material into manageable chunks and set milestones to track your progress.
Gather learning resources: Identify and gather high-quality learning resources that align with your goals. These can include books, online courses, tutorials, videos, podcasts, or reputable websites. Utilize a mix of resources to get different perspectives and approaches to the subject matter.
Establish a learning routine: Consistency is key to self-teaching. Set aside dedicated time in your schedule for learning, and stick to it. Whether it's a few minutes each day or longer sessions a few times a week, establish a routine that works for you.
Practice active learning: Engage in active learning techniques to enhance comprehension and retention. Take notes, summarize key concepts in your own words, and create flashcards or mind maps. Actively apply what you learn through practical exercises, projects, or real-life scenarios.
Seek out feedback and evaluation: Look for opportunities to receive feedback on your progress and performance. This can be from peers, mentors, or online communities related to the subject you're learning. Feedback helps you identify areas for improvement and refine your understanding.
Stay motivated and disciplined: Self-teaching requires self-discipline and motivation. Find ways to stay inspired, such as connecting with others who share your interests, joining online forums or study groups, or tracking your progress visually. Celebrate milestones and achievements to keep your motivation levels high.
Embrace a growth mindset: Adopt a growth mindset that embraces challenges, setbacks, and mistakes as opportunities for learning and growth. Embrace the process of self-teaching as a journey of continuous improvement and embrace the learning curve.
Reflect and iterate: Regularly reflect on your learning experience. Assess what strategies or resources have been most effective for you and make adjustments as needed. Be open to trying different approaches or seeking additional resources if you encounter difficulties.
Stay curious and never stop learning: Cultivate a lifelong love of learning. Embrace curiosity and seek out new topics or skills to explore. The process of teaching yourself can extend beyond a specific goal and become a lifelong pursuit of personal and professional development.
Have us help you achieve learning momentum. Join our new scheduled one-hour-a-week professional sales career training course.
If you have the discipline of an autodidact, use our free B2B sales training course, indexed here. This page presents 1.5 of section one - how to help customers with finding the money. If you need more, have any of our B2B sales training courses or any element or any combination of elements delivered for groups or individuals through online sales training sessions or one-to-one coaching. Call +44 (0)1392 851500 or email jimm@salessense.co.uk for details.
