278 Handling The "No Budget" Pushback

<p class="MsoNormal"><span lang="EN-US" xml:lang="EN-US">“We Don’t Have Any Budget”.  </span></p> <p class="MsoNormal"><span lang="EN-US" xml:lang="EN-US">Yes You Do!</span></p> <p class="MsoNormal"><span lang="EN-US" xml:lang="EN-US">In the profession of sales, this is one of the most widespread pushbacks on 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.  Why would they be that crazy and not make the allocation?</span></p> <p class="MsoNormal"><span lang="EN-US" xml:lang= "EN-US"> </span><span lang="EN-US" xml:lang="EN-US">The issue is with us, we 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”.</span> <span lang="EN-US" xml:lang= "EN-US"> </span></p> <p class="MsoNormal"><span lang="EN-US" xml:lang="EN-US">Well that is crap actually.  My budget, like everybody else’s budget is a set of random numbers in cells in spreadsheets. On the left side 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. </span> <span lang="EN-US" xml:lang= "EN-US"> </span></p> <p class="MsoNormal"><span lang="EN-US" xml:lang="EN-US">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