Salespeople usually dread hearing a prospect say that they don't have the money. Whether you sell to individuals or corporations, they can find the money if they want (or need) your product or service.

If you are with the right decision makers and they claim they have a budget problem, what they are probably saying is that they aren't convinced your product can help.

Not having money is not a deal breaker, but it could signal that they have a lack of conviction as to how what you are selling can help them.

The right decision maker can shift budgets around to create money in a large corporation. Small-to-medium sized companies have business loans available. Loans and credit cards are always available to individuals.

In most cases, money is available if they want to buy. If a prospect claims not to have the money, it is our responsibility to find out where we may have failed to show them the value of our product or service.

Ask some follow-up questions. In the worst case, you'll discover you may have erred in the sales process. The best-case scenario is that they will reassess the value of your product or service and take action to get the money.

Jeremy Rawitz Sales Strategy Corp.

www.ssc.sandler.com

jr@salesstrategycorp.com