Do your prospects often tell you “I don’t have budget?”
This is one of the most common objections sales professionals hear. But as a business owner and CEO of Sales for Life, when I reflect on the last few years, most of the big ticket items we’ve purchased, or big changes we’ve made—were rarely included in our assumed cash flow statements and P&L reports for the upcoming fiscal year.
What we end up spending money on is often quite different than what we had budgeted for in our business plan.