By Jill Konrath, Contributing Editor
Traditional sales training tells you to make sure prospects have enough money in their budget to afford your services. But asking "what's your budget" would be the wrong thing to do when your prospect is interested but hasn't committed to taking action. That's because chances are they don't have an item in their budget for the service and they're unable to answer the question.
Consider instead this alternative to get qualified buyers—buyers with need and desire—to see the value in what you offer and allocate money for your service.
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