By Cal Thomas, Sandler Training
​A critical part of the Sandler qualification process is finding out what the available budget is. One of the things we’ve found consistently is that most salespeople are deeply uncomfortable with the idea of coming right out and asking a decision-maker how much money is available to solve a problem.  Most of them skip the discussion entirely, then try to sneak in their pricing at the end of their presentation. Does that work? No.  The big question is: Why are so many salespeople so resistant to initiating this discussion?  And the answer is: there is a monster under their bed.