Andrew Sobel

We Don’t Have the Budget for This: 16 Ways to Combat Your Client’s #1 Excuse

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.
Andrew Sobel

Andrew Sobel

Andrew has worked for 35 years as a strategy advisor and coach to the senior management of many of the world’s leading companies. His clients have included established public companies such as Citigroup, Bank of America Merrill Lynch, WPP, Xerox, Experian, Hess, Cognizant, UBS, and Lloyds Banking Group; and also many privately held professional service firms, including Towers Watson, ZS Associates, Bain & Company, PwC, Sidley Austin, Deloitte, Spencer Stuart, Egon Zehnder, Ernst & Young, Booz Allen Hamilton, Norton Rose Fulbright, The Blanchard Companies, and many others. He is the most widely published author in the world on this topic, having written eight acclaimed books on building clients for life, including the international bestsellers Power Questions and Clients for Life.