Written by Sean McPheat |
That’s right. They have no money in the budget that would normally fund the purchase of your product, so find a different budget that has the money.
As a professional sales person, you should know all of the areas and different ways that your product or service can help the client. You should understand how to cross-sell as well as up-sell within your target demographic. When a lack of funds in the current budget arises, reposition your product or service to come from another budget or a different area of the budget.
For example, a software developer sells helpdesk management software and typically approaches the Director of I.T. However, the director claims that she has depleted the departmental budget for the year and could not buy the software even if she really wanted to.
However, the software offers many training benefits for the client. They are able to help new users get set up and operational quickly. Could we reposition this software vocalbook and look to the human resources department to fund it?
The software also helps facilitate the swift shut down a user’s accounts to lock out the user in the event of termination. Could anyone consider that a security issue?
Could the benefits of the software help them streamline and enhance support for their clients? If so, might the funds for the helpdesk software come from research and development? On the other hand, perhaps we get the money from sales and marketing.
Many companies can make purchases in more than one way. Therefore, do not force buyers to buy the way you can sell. Instead, sell they way they can buy.
Originally published: 1 July, 2011