Dealing with the Budget Objection

There is no question that budgets are tighter in the current economic environment than ever before. Sales professionals must become more skilled and savvy at dealing with objection handling in general and specifically the omnipresent budget objection. There are multiple aspects of an objection that has to do with budget. Determining the legitimacy of the barrier to the sale is a critical success factor for sales professionals. Even as budgets shrink, purchases are made every day. How can you effectively manage the sales cycle so that the budget is allocated and available to you?

During this one hour webinar, Julie Thomas, President and CEO of ValueSelling Associates, will review a process for handling the budget objection and closing the business sooner. She will discuss both a process and tactics to get to the close and help you meet your sales goals and objectives.

Who Should Attend

Sales Professionals, Sales VPs, Sales Managers, Business Development Managers

What You'll Learn

• The difference between an objection and a request for more information
• How to manage your reaction and response when an objection comes up
• Five steps to handling an objection
• How to determine and isolate the real concern facing the buyer
• How to establish credibility and motivation in the mind of the buyer for your solution

How You'll Benefit

• Gain confidence in handling objections
• Identify the budget processes and guidelines facing your buyers
• Identify how to re-engage and overcome objections when closing the sale
• Be able to gain your customer's attention and create urgency