Salespeople usually dread hearing a prospect say that they don't
have the money.
Whether you sell to
individuals or corporations, they can find the money if they
want (or need) your product or service.
If you are with the
right decision makers and they claim they have a budget problem,
what they are probably saying is that they aren't convinced your
product can help.
Not having money is
not a deal breaker, but it could signal that they have a lack of
conviction as to how what you are selling can help them.
The right decision maker can shift budgets around to create
money in a large corporation. Small-to-medium sized companies
have business loans available. Loans and credit cards are always
available to individuals.
In most cases, money
is available if they want to buy. If a prospect claims not to
have the money, it is our responsibility to find out where we
may have failed to show them the value of our product or
service.
Ask some follow-up
questions. In the worst case, you'll discover you may have erred
in the sales process. The best-case scenario is that they will
reassess the value of your product or service and take action to
get the money.
© Sandler Systems, Inc. All rights reserved.
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