Tim Healey

During a recent coaching session with one of my clients, a tile installer, we were talking about how a particular sale went off the rails. He said he lost control of the sale by trying to make the customer happy. I agreed that part of his job is to make his customers happy, but pointed out that in order to do that, he must ask questions that may make them unhappy or at least uneasy. The toughest of these is about money. Everyone is reluctant to talk about it.

Whether you’ve been in business for two years or 20, there has been at least one time when it was difficult to convince prospective clients to communicate how much money they wanted to invest in a project. The difficulty, however, isn’t in asking the question, “What do you want to spend?”

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