Cooper
Customer: "I have no budget at the moment"
How you handling this?
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Everyone has budget, it’s just tied up somewhere else. Likely in a product or service that isn’t providing value; dig into their tech or service stack and find some red hot pain!
Yeah good point, but then the next objection is.... I can't cancel it , there's a contract in place so i can't just move the capital? then what?
Then understand their renewal timeline and build back from there. If they truly cannot get out of their contract, and you cannot buy them out, then you need to understand when you can reengage and discuss replacing them on the next cycle opportunity.
Let's pretend you have a blank cheque to fix all your problems tomorrow for free. What are you fixing and why?
Find the pain
Find the pain
Smooth, I like it. it diverts us away from the cash conversation temporarily as well so the next time you go back on to the budget it's not as harsh rolling off the tongue.
Very nice
Find the person who makes the budget. Nothing is pre-budgeted for unless it’s already been purchased in the past. Finding what pain point the customer has and drilling into that pain point to implicate it and make them live the pain will get the money flowing.
It's looking like the pain is the driving force to open the cheque book! Thanks for the response. There's no motivation like fear!
In the healthcare field there are often very strict budgets that people have that are frequently set once a year. Anything outside of that often needs to be a serious, pressing need. Not just a "make things better" but a "shit won't work" type thing.
So sometimes this is a legitimate objection in healthcare, but since the budgets are set in advance ask when the next time they will be set is and then talk about what needs to be done to be included in that budget next time. You can do all your selling beforehand and then when the bosses sign off on the budget, you're included, boom, done.
So sometimes this is a legitimate objection in healthcare, but since the budgets are set in advance ask when the next time they will be set is and then talk about what needs to be done to be included in that budget next time. You can do all your selling beforehand and then when the bosses sign off on the budget, you're included, boom, done.
So this is defo handy for addressing customers on a budget cycle like enterprises and public sector where they may not be as agile when it comes to moving things quickly.
I guess you could say there are more hoops you have to jump through and a longer sales cycle but if you get all the hardwork done prior to the budget allocation you can make sure that the project you're working on is not only backed internally but also top of the agenda when it comes to the budget sign off.
smart move!
I guess you could say there are more hoops you have to jump through and a longer sales cycle but if you get all the hardwork done prior to the budget allocation you can make sure that the project you're working on is not only backed internally but also top of the agenda when it comes to the budget sign off.
smart move!
You got it! If you kick the budget piece down the road, now you can talk about all the other stuff without the money pressure on things. If you can really get some converts in the company now, they will work to get this solution they have spent time on in the budget.
"What's the cost of doing nothing?"
Just tell them to stop being poor
Defo gonna try this on my next c suite meeting if it comes up, i'm sure nothing will leave a dent in the ego of a business CEO more than telling him to stop being poor haha
"I know where you live, Jimmy... your license plate is 12ABC3, Jimmy"
Jimmys on that competition commission, Don't do it Jimmy!
Budget is a made up bs line. If they didn’t have budget or couldn’t create it everyone would be fired tomorrow and the company would cease to exist. What does your finance vp or CFO need to see to free up some of those funds?
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