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Show Me the Money! Three types of money in business.

Companies live and die with money.


And if you’re asking for a company’s money, you must understand that not all money is created equal.


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The Three Types of Money in Business


  1. Investment Money – measured by ROI. If you can show returns, this money flows.

  2. Cost Money – measured by savings. Nobody wants to pay more than necessary.

  3. Budget Money – measured by spending discipline. If it isn’t spent, budgets shrink next year. That’s why Q3 and Q4 often see a surge in spending.


If you sell, your mission is to capture one of these flows.



The Three Reasons Companies Spend


  1. To make more money.

  2. To save money, directly or indirectly.

  3. To avoid risks (which always translate to… money).


Action for This Week


Don’t wait until late in the process to bring up money.


Start the money conversation on the first call. That’s why your prospect is talking to you in the first place — to help them with types money in business


3 NLP-Influenced Questions to Uncover the Money Issue


  1. Future Pace – Investment Lens

    “If you found a solution that could really move the needle for you this year — where would the money come from to make it happen?”


  1. Reframe – Cost vs. Value

    “When you’ve invested in similar initiatives before, what mattered more internally — the price you paid or the results you gained?”


  1. Contrast – Budget Logic

    “If you choose not to solve this, what’s the financial impact compared to setting aside budget to address it now?”


Your Sales Edge


When you connect your solution directly to ROI, savings, or risk reduction, you’re not just selling a product. You’re positioning yourself as the best place to put their money.


Want More?


If you found this useful, share it with your sales team — and if you’re ready to go deeper into MEDDICC and winning deals faster, book a strategy session with me.



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Need more info? Check out our FAQ Page https://www.meddicc.se/faq we’ve compiled everything you need to know in one place.


Jens Edgren

Founder & Lead MEDICC/MEDDPICC Trainer.


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