June 28, 2024

It’s not in the budget right now

In a sales situation, have you ever had a prospect say something like:

“I definitely see the value in [thing you’re offering], but it’s not in the budget for us right now.”

It’s possible that some clients literally don’t have the budget for a particular product or service at a given time.

But I think this particular objection is more about a lack of desire than a lack of buying power.

Why?

Because if they REALLY wanted the thing, they could reallocate funds from other projects or ask for favorable payment terms or maybe even borrow the money.

So...

When people say “I see the value” in a thing but don’t buy it, I believe what they really mean is, “I’m sure that it’s probably worth that price to someone, but it’s not worth that much to me.”

Yours,

—J

BackRandomNext