Overcoming the Budget Constraint Response
By Tony Jeary
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Get People to Talk About Their Objection
When someone uses the budget as a constraint, causing them not to say "yes," we encourage you to dissect that more.
Find out what the budget cycle is, get them talking about it. Sometimes you can have delayed billing, and that can be a deployable concept that can help you put a deal together.
Again, what we really encourage you to do is to talk about what they're saying when they object with a budget constraint. Talk about how it's set. How big it is? Who all is involved? Are there exceptions? Are there other possibilities? And really lay it out so you can communicate openly about the situation.
© 2007 by Tony Jeary
KKT-007-006017
When someone uses the budget as a constraint, causing them not to say "yes," we encourage you to dissect that more.
Find out what the budget cycle is, get them talking about it. Sometimes you can have delayed billing, and that can be a deployable concept that can help you put a deal together.
Again, what we really encourage you to do is to talk about what they're saying when they object with a budget constraint. Talk about how it's set. How big it is? Who all is involved? Are there exceptions? Are there other possibilities? And really lay it out so you can communicate openly about the situation.
© 2007 by Tony Jeary
KKT-007-006017
Visit Tony Jeary's Website: http://www.tonyjeary.com
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