Tuesdays with Hoffman watch now

How Do I Uncover Budget?

Hoffman Hacks

How Do I Uncover Budget?

Are you looking for a fresh way to uncover a budget with your prospect? 

Try talking about percentages instead of numbers. 

There’s no quicker way for a customer to get a sales rep running than to threaten them with lack of budget, but instead of being fearful on that discussion, point that discussion back towards the customer, and ask them about percentages on how they’ve handled budget instead of in dollars.

When they tell you that they’re running out of budget, ask them, “What percentage of your budget remains?” By not asking the dollar, but by asking percentage, you’ll get much more indication on exactly how much influence and power they have with their dollars and how real their budget really is. 

For more Hacks, check out our YouTube page.