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Because most times “Money is not a problem” gets ignored. A client’s sales team got told by their customer that money is not a problem, and that the solution required can be whatever it needs to be (aka no budget constraints). The reply? “You’ll have this, and this, and this. But I think the price is too high… here’s a 25% discount.“ My eyes couldn’t believe what they were hearing (yup, even my brain made short circuit 🙃). There was this disconnect between a blank cheque for their expertise, and what they believed their own expertise was worth. And that the seller decided in behalf of the customer “what was an acceptable price” for them. When you’re in a state of grabbing whatever comes your way, when you have the ideal customer you were expecting all this time, you ignore the signals. And go to your default. A way out: Pause. And listen. Truly listen. |