This might sound like a trick question – or at least an obvious one. But I am serious – because many people first do not understand how an abundant mindset can grow sales and ultimately profits. If they DO understand, they certainly don’t demonstrate it.
Have you ever negotiated an agreement with a prospective customer, and even when you compromised to make it work for them, they were coming from such a place of scarcity that you actually feel bad for them? I am not saying I’d work at a loss or do this on an ongoing basis – instead I believe it is an indicator of a client I might at that moment reconsider working with and certainly would not work with in the future.
When people scrimp, cut corners, and plead that they can’t afford it – you have a couple of options. As a “change agent” – which is what a professional sales person (or biz owner) is – you can paint a picture of the future should they invest in the product or service you believe in – which you also believe will help them (as a more probable prospective customer). If they still contend they can’t afford it – they may be fearful of the investment (so help them reduce that fear) or they may not believe you have the answer for them. If they bottom-line can’t pay for it – then you did not do a good job on the front end in qualifying – and you may have wasted your time.
I would rather work with someone who understands what I do and will put my services into their budget next quarter, than someone who thinks smaller and doesn’t know how they could afford something in the present moment.
People will invest in what they believe in, and what they feel has low enough risk!! Companies juggle their budgets all the time. Don’t be fooled. Perhaps you need to re-explain and share stories of success from others’ points of view.