Share the budget
Everyone has been conditioned to never share what we are “willing to spend”. This might be a gift from used car dealers or some other negative experiences. Truth be told, this really is a trust issue. As consultative professionals who sell, we have failed in creating enough trust with our clients to provide open and honest conversations – making everyone’s performance rise to the top.
In the exhibit, event and display industry there are “solutions” that are cheap and expensive; each addresses a specific purpose. Qualified partners will hear what the actual need might be and provide several options and benefits to each. However, the true consultant might surprise you and present something more cost effective then you thought possible.
What's your positive “share the budget” story?