Boston Ballet and Money Tolerance - What it Means to Your Sales Force

Posted by Dave Kurlan on Mon, Nov 19, 2012 @ 08:11 AM

sales force evaluation,sales assessment,dave kurlan,money weaknessesLast week I received a call from the Boston Ballet - part of their annual fundraising drive.  I hate these calls as much as you do, but the lady who called, engaged me by asking if I was looking forward to this year's new production of The Nutcracker Ballet.  

When she got to the part when she was asking for money, she screwed up (at least with me).  She only asked for a $35 donation.

If she had asked for $1000 or $5000, it would have been too much for most people to part with over the phone.  But $35 wasn't worth the time which I would have to spend giving her my credit card information.  I said "no" to $35, but asked myself, 'To what amount would I have said "yes"?'

It turns out that a "yes" would have been a no-brainer for any request between $100 and $250 and she could have pushed me to say "yes" to any amount between $250-$500, but $35 just wasn't worth my time.

So, what is the lesson here?

It's two-fold.  Everybody has a comfort zone with money - businesses, non-profits, salespeople, clients, customers, donors and prospects.  The key is to be aware of it and manage it.

If you have salespeople asking for more than is comfortable for them, you need to replace your salespeople.

If you have salespeople asking for amounts that are comfortable for them, but uncomfortable for your prospects, you need to question your target audience and do a better job training your salespeople to sell value.

If the discomfort with money stretches to both salespeople and prospects, you won't be able to sell anything!

And if both sides are comfortable with the amounts being asked, money won't ever be a problem.

The money issue is a bigger problem than most people realize.  Get it right and selling gets much easier!  Do you need a way to figure out whether your sales force can handle the money which you need them to get?  A Sales Force Evaluation will accomplish that.

Topics: sales assessment, Dave Kurlan, sales force evaluation, money weaknesses

Subscribe via Email

View All 1,850 Articles

About Dave

Best-Selling Author, Keynote Speaker and Sales Thought Leader,  Dave Kurlan's Understanding the Sales Force Blog has earned medals for the Top Sales & Marketing Blog award for nine consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016, this one earned a Silver medal for 2017, and this article earned Silver for 2018. Read more about Dave

Email Dave

View Dave Kurlan's LinkedIn profile View Dave Kurlan's profile


Receive new articles via email
 to the Blog on your Kindle 



Most Recent Articles


Top 50 Sales & Marketing Blogs 2021

Sales & Marketing Hall of Fame Inductee





Top 50 most innovative sales bloggers


Hubspot Top 25 Blogs





Free Tools

Sales Process Grader

Sales Candidate Assessment Free Trial

Sales Ghost Calculator

Sales Force Grader

Sales Hiring Mistake Calculator

FREE Recruiting Process Grader