ACQUISITION-SALES5 MIN READ
Qualify budget without making it awkward
Ask about budget through pain, resources, and decision process.
Marcus M VP Operations 1 Open 2 Diagnose 3 Commit Marcus says, "We like what we saw, but this may need to wait until Q4." The rep must use the framework without sounding like an interrogation. buying signals clear next step Sandler Use the framework to make the buyer feel understood and the deal path visible. Pitch harder Creates resistance Mutual clarity
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