Business Exchange

KEITH ROSEN: One of the most common objections that salespeople run into is "no money, no budget." Unfortunately, when salespeople hear this objection, they are very quick to dismiss that prospect as no longer a viable candidate. The fact is, that objection may be more of a diversion than the truth. In fact, the real objection may be 3 to 4 questions deeper. So, I'm going share with you about 3 or 4 questions that's going to enable you to peel away at the layer of the onion so you can get to the true objection that's getting in the way of moving the sale forward.

Question 1: So, if you did have the money we would be moving forward with this?

Question 2: Mr. Prospect, is it really about the money or is it more about the fear of making a purchase that may not produce the results you really want?

Question 3: May I ask-Is it that you have no budget now or no budget ever?

Question 4: Is it truly a budgetary concern or are you more concerned about the value that you are going to receive?

Question 5: So, if your division doesn't have the money right now, what division in your company does?

To wrap this up, use these questions to uncover what the true objection is, which, as I have mentioned, is always going to be several questions deep.