Sales Blog for Sales and Sales Management

I don't read all the blogs in my google reader as often as I should.  But when I do I go to Seth Godin first.  He is always going to have something in there that makes sense to me and will make sense to my clients and prospects.  In a nutshell his post of January 3rd tells us that there is always a budget.

I agree.  When you get an objection to your product or service and that objection is money the first thing you need to do is discount the objection.  The money objection is just a technique that the prospect is using to end the conversation.  Think about it. They are spending money on other products and services. What they are telling you is that they are not willing to spend additional dollars on your offering because you have not demonstrated the value of your product or the they don't have a compelling reason to buy.  In the book Baseline Selling by David Kurlan Dave would equate presenting without a budget to running home and skipping third base.  Both of these sales busters are your fault not a money issue.  Before you make any presentations make sure you have a firm commitment from the  prospect to either:

1. Stop spending dollars for one product or service and spend it with you.
2. Eliminate a current expense and buy from you.
3. Raise additional monies to afford your offering.

Failure to do this is your failure not a budget item.