What is the most common objection by far in this economy? Lack of budget! We see that objection in each and every industry and for each and every client. The frequency of that objection has definitely increased in the last 90 business days.
As a sales person, we have to think about creative ways to address this because this objection is almost the new “no interest.” We have to focus on value statements that help the prospect see that the solution has helped position other companies for survival in this economy. (Reference earlier blog post on “Can’t Argue with Experience of Another.”)
Lack of budget should not constrain a prospect from learning. Ever!
(I have to give props to a good friend of LeadJen – Rob Scanlon who phrased this as “Survival Messaging”. Rob has a really cool solution for sales. Check it out at www.privatesalescoach.com)