Best thing to say to a prospect when you run a discovery call and they tell you they don’t have budget?
youreonmute
Slangin software
3
no pain = no sales. But if there is a real pain, and no earmarked budget, there's usually a way to find it. You just have to be talking to the right people.
I've always told my customers, part of my role is to help you build that business justification to obtain the budget if it's not already earmarked.
Now if it's a straight-up budget freeze, or they know there is ZERO budget, then pivot and ask about their budget cycle and when do they plan the next FY budget. It isn't a quick win, but you could potentially set yourself up to get earmarked budget with them for their next FY
I've always told my customers, part of my role is to help you build that business justification to obtain the budget if it's not already earmarked.
Now if it's a straight-up budget freeze, or they know there is ZERO budget, then pivot and ask about their budget cycle and when do they plan the next FY budget. It isn't a quick win, but you could potentially set yourself up to get earmarked budget with them for their next FY
I dial into the meeting on my cell, run out to my driveway and put the phone on speaker and leave it on the ground so they can hear me peel out.
Hahaha, "aight I'mma head out."
Am I still on mute
Oh tell them that your product fits under the operational costs and can if interested will help you in developing your budget plans
Difficult one.. I feel like asking for budget in disco calls is tricky.
Most companies don’t have budget for something they don’t know they need. Do you disqualify immediately? Don’t think you’ll get very far if you shoot down everything because of the lack of budget in the early stages.
On the other hand.. no money = no business..
Most companies don’t have budget for something they don’t know they need. Do you disqualify immediately? Don’t think you’ll get very far if you shoot down everything because of the lack of budget in the early stages.
On the other hand.. no money = no business..
Yeah it’s the most frequent objection I get. Most of the time it’s because they have other tools in place And have multiple sales calls a day.
If there is another tool similar, that's great! Then it's just about getting in the meeting - they've identified the problem earlier, made budget available and bought a tool. Now the only investment is time to 1. see that they have everything under control or b. to see your solution will make life even better
Yessir
Call me next year
This is usually a scapegoat excuse just to get you off the phone. By the time you get this excuse or objection, hopefully you have a few pieces of quantitative ammunition already that you can fire back at them as these were their words. Always make sure to ask enough questions to get the ammo you need to quantify the value behind your solution if not the pain they're facing.
Every single piece of software I've purchased, I've not had a budget for. I had a problem/need - and when I found a solution I built a business case to get a budget approved. "No budget" is a prospects attempt to take control of the buying process.
12 comments