“Said the Sales Coach to the sales-per-son… Do you KNOW what I KNOW?”
As seen in this month’s EntreQuest sales training video, Sales Coach Jeremy Steinberg is wrapping up referrals for the people on his B2B gift list. When it comes to delivering your company’s presence through presents this holiday, what are your thoughts? What has worked best for you in the past? What are you giving your clients and prospects to sell-ebrate the season?
“Sorry, we don’t have a budget for that.”
What do you do when you hear this well worn objection?
First, don’t buy into this being an actual legitimate objection. Instead, go back to peeling the onion. Test the theory that it’s actually an objection.
Peel the onion away to find out if having a budget really is their ends need, or just a smokescreen. I can’t tell you how many times I got the deal after somebody says they have no budget up front, or they have only a small budget for my offering, or they never buy what I sell. However, once I peeled the onion and got to the value, they found the budget.
How do you peel the onion? Ask questions that get to their ultimate needs or ends needs. Ask:
“Why is it important to you to solve this problem?”
“What is most important to you about ____?”
“If you had ____, what would that give you?”
“Is there any other way that ____ would help you?”
A solution begins to form in their minds. With their ends need fresh in mind, and an understanding of how your solution can help them get what they really want, more often than not, they’ll find the budget.
But where do they find the budget?
They will reallocate some other expense. Or create it – go to the bank. Any well functioning company has reinvestment dollars on hand, or they can get creative and find it. There’s not a company that I know that won’t go forward with an initiative that wasn’t forecasted and budgeted if something comes along that they see immense value in. So they may forestall other projects to do yours. It all depends on where they are in the value chain.
If the perceived value of what you’re doing is tied into ROI, they will make the investment. In other words, if they see that you are offering them a way to get significantly closer to their ends needs, the pain shifts. They are no longer concerned about a line item. They are more concerned with realizing their big picture goal.
Most salespeople give up way too early on the budget objection. They say, “No budget? No problem. Let’s start looking toward next year’s budget.” The problem is they haven’t fully vetted out whether it’s possible this year.
Until you have determined that it is simply not possible for them to buy this year, keep helping them look at what their alternatives are.
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In the latest video on the EntreQuest website, Sales Coach Jason Pappas delves into the topic that’s on everyone’s mind - THE ECONOMY - and how salespeople can still thrive. As essentially every American business is preparing for a gruesome financial future, Jason believes that a winning mindset and honoring the fundamental factors of a client relationship are the keys to survival.
What’s your take on beating the bleak outlook? How do the top 20% salespeople succeed during an economic crisis?
Amazingly, seven years have passed since the world as we knew it dramatically changed. As has become tradition on the annual remembrance of the events of September 11, 2001, I am sharing a letter written on the afternoon of that fateful day from the Big Island of Hawaii. I sincerely believe the sentiments that were so pertinent on that day are just as relevant today as we remember the events and those who gave their life. Regardless of your political or religious affiliations, I hope you take a minute out of your Thursday to reflect on that day and seven years since then. Please feel free to pass this blog onto anyone who you think should share in the message. Thank you for taking a moment today and God Bless.
September 11, 2001. Kona, Hawaii.
Both Joe and I felt the need to share some insights with our clients about today’s attacks. This message is intended to give some certainty in a very uncertain and tragic time. The events of the last few hours will undoubtedly change the course of world history as we know it. We believe that it is our responsibility as leaders in our various organizations, communities and companies to help determine whether that change will be positive or negative. Although the tragedy is reprehensible and unconscionable, we can utilize these events as a catalyst to greatness among all of us. It is unfortunate that it occasionally takes a catastrophe such as this to call people to action.
The key to determining your legacy from this event is the actions you choose from this point forward. Every single person has the power to choose their own meaning from today’s happenings. As you may know Joe and I are currently assisting in an Anthony Robbins leadership seminar on the Big Island of Hawaii. We have spent the last few hours dealing with not only our emotions, but also the emotions of the 1900 participants from 80 countries. The variety of emotions and meanings the participants have attached are staggering. Each person is making a choice about their mindset. Some have chosen anger, some anguish, while others are grateful they are still here.
Some from lesser developed nations are not significantly moved because this type of situation has become routine; while those from more developed nations are generally shocked and outraged. They key is to choose your own mindset and my suggestion would be to examine you choice and determine whether it will truly serve who you are as a leader.
The reason we are communicating this to you is because all of us are now forced to embark on new chapter in our organizations and businesses. The choices you make now will shape your company’s immediate future. Most will choose to become absorbed in the outrage of the moment and become paralyzed into inaction. Should you choose paralysis, not only are you ceasing any momentum you’ve created, but you are allowing the reprehensible actions of a few affect your identity as a leader. Frankly this is the intention of the perpetrators. By allowing them to paralyze you, have allowed them victory.
True leaders will rise up and seek out the empowering meaning. True leaders never see a situation worse than it is, they see it as it really is, and they find ways to make it better than it is. From some of our darkest moments the greatest leaders have emerged. We as a world now have that opportunity, and you as an individual now have that opportunity in your companies and communities. Do not allow the actions of a few destroy, even temporarily, what you’ve created. You organizations and clients will be looking at you for guidance and direction. As Napolean Hill said in “Think and Grow Rich”; “Every adversity carries with it the seed of an equivalent or greater benefit.” Our attitude at times of adversity often determines how quickly we notice and take advantage of that seed of an equivalent or greater benefit.” Quickly find that seed of benefit and plant it in the mind of all of your clients and team members.
Both Joe and I will shortly be jumping back on a plane to return to the mainland. Neither of us will have any hesitation in boarding that flight because we will not allow someone else to dictate how we conduct our lives.
We have clients to serve and businesses to transform, and by allowing an unknown animal to keep us hostage would directly affect our commitment to changing the traditional business models. Rest assured that once dust settles and the losses are properly mourned, the event over the last few hours will assist us in our mission. We invite all of you to join us in that mission.
As always, if any of you need some additional insight or guidance, please feel free to contact us. Thanks and we’ll look forward to hearing from you soon.
Jason
PS - Please feel free to pass along these words of wisdom to any of your clients as well. God bless.
There is a difference between a cause and a purpose. Salespeople who fail to distinguish the difference between being purpose-driven and cause-driven will never be seen as a trusted partner.
Purpose is a huge driving force, not only in sales but also in leadership development.
Purpose is a commitment to potentialities.
Cause is a commitment to a problem.
Purpose unites people who aren’t necessary for or against anything, but are focused on the well being of a larger community or the achievement of a larger outcome. On the other hand, a cause divides people. It has sides that people are either for or against.
As an example, you can stand for the purpose of “health.” Or you can stand for the cause of “stop smoking.” Both have the same outcome, but if you are part of the anti-smoking cause, you are alienating people, as opposed to uniting them as a group, and getting them focused on what the ends need is (health).
The concept of “taking a stand” is interesting. “Stand” is the root of “standards.” That’s what differentiates people’s ultimate outcomes: what standards you hold yourself to. Are your standards aspirational? Are they mediocre? Are they very low? When you take a stand, you are attempting to align others with your own standards. If your standards are focused on a specific problem, you have a cause, and you are perpetuating the problem. If your standards are focused on a larger solution, you have a purpose, and you are affecting change.
Not just salespeople, but all human beings should be purpose-driven, not cause-driven.