If you're in sales, client management, or work with clients in some other capacity, you've no doubt heard those seven fateful words: "We don't have the budget for this." This phrase is discouraging to hear. If you take it at face value it can effectively shut down the discussion. But you shouldn't take it at face value because quite often it's code for some other issue that can be overcome. When prospects or clients make the 'no budget' claim, it's usually a clue to dig deeper. You may find out something that helps reframe the issue in a mutually beneficial way or makes the return on investment for the client more compelling. Either way, money that supposedly isn't there can sometimes appear, as if by magic.

If you're in sales, client management, or work with clients in some other capacity, you've no doubt heard those seven fateful words: "We don't have the budget for this." This phrase is discouraging to hear. If you take it at face value it can effectively shut down the discussion. But you shouldn't take it at face value because quite often it's code for some other issue that can be overcome. When prospects or clients make the 'no budget' claim, it's usually a clue to dig deeper. You may find out something that helps reframe the issue in a mutually beneficial way or makes the return on investment for the client more compelling. Either way, money that supposedly isn't there can sometimes appear, as if by magic.