Getting approved for budget, or managing objections around budget and money, are areas most sales reps feel uneasy in. To start with, I've heard lots of sales reps tell me that bringing up budget or money on a qualifying call is not only uneasy, but that it's improper as well. They say, "I haven't given any kind of value yet, so it's too early to discuss 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 the amount of 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 - equally 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, a lot of sales reps' default response is to aim to lower the price as opposed to either build value or help the prospect find other areas to get budget from.
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 certified leads 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 designs around budget that you need!
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