The Impact of the Money Issues Weakness

Explanation: When a candidate has Money Issues it indicates that the salesperson could be uncomfortable talking about money, unable to uncover an actual budget or has an unreasonably low concept of how much money constitutes 'a lot'.

Impact: This candidate will often inappropriately propose; either high or low because of a lack of awareness over how much money the prospect will actually spend.  This can also happen when the salesperson isn't comfortable with the amount of money being talked about.

The Money Issue is the fourth most powerful 
weakness we find in salespeople.  This weakness
alone will not cause a 'do not hire' recommendation.