The Budget Objection

William Feather said "A budget tells us what we can't afford, but it doesn't keep us from buying it." If people truly believe something will benefit them the budget gets tossed out the window. Customer's often give you the budget objection just to end the call quickly. "Our budget is already committed" or "We've spent our budget" makes most sales people head for the door. They think "No budget= No sale. The truth is that most of our prospects don't have a formal budget and those that do can usually reallocate some of their budget if they believe your program is worthwhile. Like any objection the best way to address budget objections is to start asking questions. I usually ask about their budget setting process, how they set it, when do they plan etc. This gets the discussion going and lets you know how real the objection is. Opening the exchange of ideas and information is the 1st step to making the sale.

Keep Smiling, Keep Selling!

Thanks Jim Busch