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Getting approved for budget, or handling objections around budget and money, are areas most sales reps feel uncomfortable in. To start with, I've heard many sales reps tell me that bringing up budget or money on a qualifying call is not only uncomfortable, but that it's inappropriate as well. They say, "I haven't given any value yet, so it's too early to talk about budget!".

My response is that if your services or product is out of a prospect's budget, or if they feel it's too expensive, then it does not matter how much value you give it - they aren't going to purchase from you. That's why it's essential to get approved for budget up front - just as you would with decision maker, timeframe, etc

. And when objections about money or price come up, again, sales reps frequently battle with how you can handle it. As a matter of fact, most sales reps' default response is to try to lower the price rather than either build value or help the prospect find other areas to get budget from.

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Below you'll find a variety of ways of both getting approved for budget and asking questions to assist assist you in helping the prospect find the budget. Getting comfortable with routinely asking these questions - both during the qualifying stage and during the close - will allow you to both identify qualified prospects and help you close them.

As you can see, there are a variety ways of not only bringing up or getting clarity around the budget issue, but of also leading your prospect to revealing how and when they can get or find the budget. Have some fun with this and hit MUTE while you get all the answers and solutions around budget that you need!

Sir Richard Branson, the billionaire founder of Virgin Group, once observed that "Building rely on your brand isn't easy to achieve and it may take time, but it doesn't have to come at a high cost". Making your business a dependable and trustworthy source of fitness services isn't difficult. Much like the path to greater health, it requires ambition, hard work, and integrity to see it through.