Your Customer’s Budget is an Illusion
Mar 22, 2025
Has a customer ever told you:
“I’m sorry. We love your product. But we don’t have any budget available to purchase”
You just got a soft rejection!
Buyers don’t have time to explain why you lost the deal.
The company’s budget is an illusion because the right people in any company can override it.
As a salesperson you failed to:
- Demonstrate the value of your offering; or
- Gain rapport and influence with the person with the economic power (EBI); or
- Utilise the Discovery Call to unpack what their real problems are and how motivated they are to solve them.
The company will find the money if they really want it.
The solution?
Make sure you conduct good discovery calls with your buyers. Then afterwards reconfirm that the information is still correct.
By listening carefully to the customer, you will learn what they want to buy. Your job is to just connect the dots!
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