how to respond to "we do not have budget right now"
TRANSCRIPT
We don’t have budget.
Two Scenarios for this Objection
1. Early in your sales process
2. When it is time to purchase
Early Sales Process StagesInitial Contact
(First time to speak)
Cold CallInbound CallEmailEvent
2 to 5 minutes80% on prospect20% on you
First Conversation(Appointment/Meeting)
Phone CallFace-to-FaceDiscovery
20 to 30 minutes50% on prospect50% on you
First Meeting(Presentation)
DiscoveryPresentationDemonstration
1 to 2 hours20% on prospect80% on you
• Redirect• Goal is to get to the meeting• Try to pre-qualify
• Redirect or Overcome• Goal is to get to a presentation • Try to further qualify
• Overcome• Goal is to close (Sale or agreement to
move forward)
Redirect to Pre-Qualifying Questions
During Initial Contact
Response:
I understand. (Redirect to one of the qualifying questions) But if I could ask you real quick:
Are you currently using any automation tools to manage your inventory levels?
- Or -I understand.
(Optional defuse) And I want you to know that we are not trying to sell anything at this point.
(Optional defuse) I don’t even know if you are a good fit with what we do.
(Redirect to one of the qualifying questions) But if I could ask you real quick:
Are you currently using any automation tools to manage your inventory levels?
Redirect to Pain Points
During Initial Contact
Response:
I understand. (Redirect to one of the qualifying questions) When I talk with other manufacturing companies, the often express challenges with it taking too long to process orders and there are sometimes errors.
Have you ever been concerned by those?:
Redirect to CloseDuring Initial Contact (Late in Call)
Response:
I understand. And I want you to know that we are not trying to sell anything at this point as we don’t even know if you are a good fit or not.
Our goal is to simply open the dialogue between our two companies so that if you reach a point where there is budget available, you will know who we are and what we have to offer.
Can I put a brief 15 to 20 minute call on your calendar next Tuesday or Thursday afternoon?
Redirect to CloseDuring or After Appointment – Before Presentation
Response:
I would like to ask you to do me a favor and hold off on that concern right now. We are not trying to close any sale with you right now so the topic of budget being available is not completely relevant.
All we are trying to do right now is clearly identify if we are a good fit for you. That is why we would like to spend 20 to 30 minutes with you and show you some information on how we can help based on what you have shared so far.
We will continue forward aware that you have a budget concern and after that next meeting we can identify the level of fit and direction and pace to go. Does that sound reasonable?
OvercomeClose Attempt – After Presentation
Tactics:
• Get to the root of the concern
• Budget displacement
• Focus on ROI
• Identify sources of funding
• Look for alternative sources of funding
• Plant seed for the future
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Cold Calling
Objections
Gatekeepers
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Voicemail
Qualifying
Closing
Sales Process
Rapport
Building Interest
Cold Emailing
Setting Appointments
Building Credibility
Call Cadence
• Provides complete clarity for what a salesperson should do and say
• Very practical and easy to understand / implement / adopt
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• Many tactics are counterintuitive
One Half - Sales Methodology
What is SalesScripter?
Cold Calling Scripts
Objection Responses
Key Questions
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Cold Email Templates
• Software platform that provides all the tools needed to execute the methodology
• Campaign-based (buyer persona) structure
• Makes it extremely easy to implement and reinforce the methodology
One Half – Prospecting Platform Software Application
Complete Sales Training Solution
Cold Calling
Objections
Gatekeepers
Sales Messaging
Voicemail
Qualifying
Closing
Sales Process
Rapport
Building Interest
Cold Emailing
Setting Appointments
Building Credibility
Call Cadence
Methodology
Salesperson
Manager
Cold Calling Scripts
Objection Responses
Key Questions
Marketing Tools
Voicemail Scripts
Meeting Scripts
Cold Email Templates
Software PlatformResources and Services
Books
Training Videos
One-on-One Coaching
Sales Consulting
Live Training
Completely
Aligned
Resources
• Five ebooks – Found at https://salesscripter.com/ebooks/– Do’s and Don’ts of Cold Calling– How to Get around Cold Call Objections– How to Build a Value Proposition that Generates
Leads– How to Build Sales Campaigns that Sell– How to Build Email Drip Campaigns that Convert
Sales
• The Cold Calling Equation – PROBLEM SOLVED– Found at
http://www.amazon.com/The-Cold-Calling-Equation-Problem/dp/1468173545
Our Books
Training
• Week 1– Understanding the Ideal Sales Process– How to Make Cold Calls– Appointment Setting Tactics– Voicemail Messaging Methodology
• Week 2– Sales Messaging Workshop– How to Get Prospect’s on the Phone– How to Get Around Objections– How to Incorporate Buyer Personas into Your
Selling– Overview of a 2-Step Qualifying Process
New Hire Onboarding Training Program / Sales Prospecting 101• Week 3
– How to Build Your Value Proposition– How to Focus on Prospect Pain– How to Get Around Gatekeepers– How to Perform the Perfect Takeaway
• Week 4– How to Build Rapport, Interest, and
Credibility– How to Improve Mental Strength When
Selling– How to Be a Better Closer
* Available through e-learning videos, live virtual, or live in-person* Can be tailored to your business
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What do you sell? ___________
How does it help? ___________
What problems do you fix? ___________
What questions should you ask? ___________
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If You Want More Help
• https://www.youtube.com/user/LaunchPadSol• Or search Sales Scripter• Over 130 videos• Sales Prospecting 101 Training Program• Webinars• Sales Tips• SalesScripter demo videos• Subscribe
Step 1 – Go to our YouTube Channel
Resources
• Five ebooks – Found at https://salesscripter.com/ebooks/– Do’s and Don’ts of Cold Calling– How to Get around Cold Call Objections– How to Build a Value Proposition that Generates
Leads– How to Build Sales Campaigns that Sell– How to Build Email Drip Campaigns that Convert
Sales
• The Cold Calling Equation – PROBLEM SOLVED– Found at
http://www.amazon.com/The-Cold-Calling-Equation-Problem/dp/1468173545
Step 2 – Get Some of Our Books
If You Want More Help
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Step 4 – Contact us for Coaching, Consulting, or Training
Questions?
Michael HalperFounder and CEO
www.salesscripter.com