275 Pour On The Value

Amzy♥️🥺

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Business & Finance

Description

In the profession of sales, “We Don’t Have Any Budget” is one of the most widespread pushbacks from buyers to our sterling offer. It also a false flag as well. We should never believe it when we hear this, because they certainly have budget. What they really mean is they are not prepared to allocate any of their budget for this product or service. If we fully believe that what we are selling is going to help them, then we are thinking “why would they be that crazy and not make the allocation?”. The issue is with us, we the salespeople. We have not provided enough value to warrant any change in the current allocations. This is me too, when I am the buyer. If I get hit up for some expenditure and I am not convinced that at that price point I am getting sufficient value, then I reject the offer. I don’t say it directly though. I try to be gentle and nice and just say “it is not in my budget”. Well that is crap actually. My budget, like everybody else’s budget is a set of random numbers in cells in spreadsheets. Budgets are built on assumptions, hopes, expectations and aspirations – the whole thing is a tissue of lies and wishful thinking. On the left side of the P&L is written some words describing the topic. Things like salary, rent, marketing. On the right side on that line, under the column for the current month there sits a figure attached to that topic. Where did that figure come from? It was an assumption at the start of the year, of where the money would be likely be spent in the next twelve months. In reality, though we overspend in some areas and underspend in others. If we are motivated enough, we can find the money. We just take it out of one cell and transfer to another. So “I don’t have any budget for this” is simply buyer self-delusion. Fine, but what c

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