Quelling Buyer Objections by Asking the Right Questions

Salespeople often encounter one repetitive refusal when calling prospects: “We have no budget.”

And this, to most, would seem like a dead end. While it’s certainly not a road full of potential, there are ways to turn this into a sale. First and foremost, you must understand that this reply isn’t a “no.” Instead, it’s a way of telling you that there may be other issues that are interfering with the buyer’s decision.

Here, you should look to your sales process for help. Troubleshoot the problem by asking a few key questions: Will you have a budget later? Are you concerned about money or the return on your investment? Are you worried about customer support? And so on. Trust your sales methodologies to pinpoint the origin of the matter.

By defusing this basic objection and getting to the core of the issue, you’ll be able to turn what many salespeople think is a “no” into a “yes.” Watch the full video starring Keith Rosen for more information on this topic.