Overcoming "the budget" objection

We often hear "We'd like to advertise but its not in the budget." Sometimes this is true but more often this is a "nice no," a way to get rid of a sales person without having to argue. If the budget is gone they think you have nowhere to go. I like to counter this with questions. I ask the customer when they set their budget and how they determine how much to spend. I also ask how it is allocated. You may find that they don't really have a defined budget process and they just don't want to spend on your product. If they really have a budget, can they reallocate funds to cover your program by cutting back somewhere else. In the worst case scenario you learn when they set the budget so you can get in on the next cycle. By asking good questions you will uncover the real objection and force the customer to really consider your paper.

Keep Smiling, Keep Selling!

Thanks Jim
Busch