"Show me the money!"
Unlike Jerry Maguire, as sellers, this should be a well-placed, tactical question, not a desperate statement being screamed into a phone to save our last client.
Now granted, in the movie Tom Cruise wasn't really asking a question at all but trying to appease his quirky client. For sales professionals in the qualifying phase of the sales cycle, however, "Show me the money" is a critical question and translates into "Do you have the budget for this solution?"
Unfortunately, questions about budget seem to be among the most difficult to ask, but they are essential selling skills if we're going to work efficiently, bring value to our prospects, and qualify opportunities faster.