A few ways of not asking for what's their budget, and still talk money.


Deliberately not asking for what is the budget doesn't mean you don't talk money.

There are other ways to ask what your customer consider their budget.

Before any of that, though, you need to think of it as a financial fit. There needs to be a business case for you to move on. And business involves money. :)

Here are a few ways of talking about money:

  • We'll find if there's a financial fit.
  • Do you have allocated funds for this project?
  • What were you thinking of investing in this?
  • What did you have in mind to put on this project?
  • What are you expecting to invest for this initiative?
  • The price range is $$$ [big pause, don't talk] to $. Is this something you can afford?
  • This might as well be the most expensive option of what you're seeing in the market. Have you decided on an investment yet?
  • Just to know if we're a fit, we're talking about $$$ [pause] to $.

Talking money early in the process helps you figure out IF this even makes sense on your side and shows you're not afraid of having difficult conversations.

The sale is the sample. :)

Rod Aparicio

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Not asking for what the budget is doesn't mean you don't talk money. It starts with Stopping assuming things. Asking with curiosity (to really understand). Evaluating if what they say they want is actually that.

Please stop asking what's the budget It assumes they'll buy from you. It assumes you'll accommodate YOUR offer to THEIR arbitrary budget. It assumes they know what they want and need at a deep level. It assumes they're the expert. It assumes they lead the engagement. And when you assume, you stop asking.

Something that happens quite often when selling: you're talking to one of the right people. You might be talking with some of the people that are in the process. You might be talking (and they might love you) to one of them: technical, manager, procurement, economic buyer. While doing it, others are left. And they become your blind spot. Involve everyone who is part of the decision in your process. That'll give you better chances at moving forward, or stopping the process when things don't...