Free training · Objection
“Our budget for this year is used up.” Separate fit from funding.
Budget is a decision, not a bank balance. Before you talk about money, find out if this is the right solution. If it is, let them find the money for a result they already said they want.
The one rule: never discount to fit a budget.
A lower price for the same result tells them your price was never real. Talk about where the money could come from instead.
- Step 1
Agree
“Totally get it…”
- Why it works
- They expect a fight. Agreement keeps the conversation open.
- Step 2
Separate fit from funding
“If the funding was there… would this solve it for you?”
- Tone
- Concerned, slower.
- Listen for
- A clear yes means it's only about money. A hesitation means there's another concern first.
- Step 3
Anchor the result
“From what you told me, this is worth 2 million in extra revenue.”
- Why it works
- Use their own number from discovery. Now the budget question is about a result, not a cost.
- Step 4
Let them reallocate
“Where could you move money from, to make that happen?”
- Why it works
- Budgets are moved all the time for things that matter. Let them find it.
- Step 5
If it's truly not possible
“When does the next budget cycle start? Let's get on the calendar for that week.”
- Why
- Some budgets are really fixed. Book the next step instead of chasing.
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