What to Do When There Is No Budget This Year
No budget can mean a firm constraint or simply that the project was never planned.
Articles
Explain a Price Increase to an Existing Customer
A renewal increase can feel abrupt when the customer has not seen a clear account of what changed.
When a Small Team Cannot Afford the Full Package
A small buyer may have the right problem and still be unable to justify a large platform purchase.
Explain Annual and Monthly Pricing Honestly
A lower annual price can be attractive, but the longer commitment transfers risk to the buyer.
Work Through Procurement Without Secret Concessions
Procurement may enter after the business team has chosen a preferred option.
Handle a Discount Request Without Losing the Logic
A discount may be appropriate, but it should reflect a real tradeoff.
Discuss ROI Without Inventing a Number
An ROI calculator can make a proposal look precise while depending on guesses about adoption, time saved, and cost of the current process.
Compare Prices Without Hiding the Scope
Competing quotes are rarely identical.
Separate a Budget Problem From a Value Problem
A buyer who has no funds available and a buyer who sees no reason to pay your price may use the same phrase.
What to Say When a Buyer Says It Is Too Expensive
Too expensive is a conclusion, not an explanation.