“We don’t have budget”
Here’s how to handle this objection right now
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Start your response with: “That’s exactly why I called…”
This has been used for such a long time, that I’m not even sure who to give credit to.
But it works like a charm when done correctly.
The strategy here is to point toward a cost-savings value prop of your solution.
Here’s the framework:
1) Empathize + Validate
2) Align to cost-savings value prop
✅ Example: HR solution
Prospect: “We don’t have any budget for new HR solutions.”
Rep: “That’s exactly why I called. Many HR leaders we’re working with are dealing with tight budgets right now, and they’re looking to reduce the number of solutions they’ve had to piece together for payroll, benefits, onboarding, etc.”
Prospect: “Yeah...”
Rep: “Great, well how about this—if you're experiencing this, you're similar to COMPANY A & COMPANY B. Let's grab time to show you how HR leaders are using ABC SOLUTION to reduce the number of HR tools and spend to run payroll, administer benefits, onboarding new employees, etc.”
✅ Example: Customer Experience solution
Prospect: “We don’t have any budget for new contact center solutions.”
Rep: “That’s exactly why I called. Many contact center leaders we’re working with are dealing with tight budgets right now, and they’re looking for ways to reduce their cost to serve. Getting customers to self-serve more, reduce call volume, and increase first-call resolution. Does that sound about like your world?”
Prospect: “We’re definitely looking to reduce cost to serve.”
Rep: “Great, well how about this—let’s set aside time so I can show you how Target and Nordstrom are reducing the cost to service, lowering incoming call volume—while increasing NPS scores at the same time.”
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That’s how you handle the budget objection.
Use the objection as the reason to meet.
Best of luck closing out the year strong!