{"id":1689,"date":"2019-08-28T21:38:22","date_gmt":"2019-08-28T21:38:22","guid":{"rendered":"http:\/\/www.wensmedia.com\/ens-on-sales\/?p=1689"},"modified":"2019-08-28T21:38:22","modified_gmt":"2019-08-28T21:38:22","slug":"youve-been-lied-to","status":"publish","type":"post","link":"https:\/\/www.ensmediausa.com\/ens-on-sales\/uncategorized\/youve-been-lied-to\/","title":{"rendered":"You’ve Been Lied To"},"content":{"rendered":"

Have you ever had a business owner tell you after you made your presentation that they don\u2019t have the budget?\u00a0Sure, you have.<\/h4>\n

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If you are dealing with the true decision-maker, you have just been lied to!<\/h4>\n

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It\u2019s not a lie in the sense that it was meant to hurt you.\u00a0It was more of an excuse because they would rather say that than, \u201cI don\u2019t like your idea\u201d, \u201cI don\u2019t think your station is the right fit\u201d, or one of several other excuses that would ultimately put the blame on you and potentially hurt your feelings!<\/h4>\n

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There are several lessons to learn from this example:<\/h4>\n

<\/h4>\n
    \n
  1. \n

    Make sure you are talking to the decision-maker from the very beginning.<\/h4>\n<\/li>\n
  2. \n

    If they are absolutely the decision-maker and they use this objection, dig deeper and find out what the real objection is.\u00a0You might reply with something like, \u201cMr.\/Mrs. Business Owner, with all due respect, you are the person that makes all budgeting decisions. If you really liked the idea I presented and felt it would help grow your business, you would find the budget, correct?\u00a0So, can I respectfully ask why you don\u2019t want to move forward with this plan? I can assure you I won\u2019t be offended by doing so.\u201d<\/h4>\n<\/li>\n
  3. \n

    If you come up with a strong enough idea that they are convinced will give them a strong ROI, they\u2019ll find the money.\u00a0Side Note:\u00a0Ask for what the idea is worth.\u00a0Good ideas are worth Good money. Great ideas are worth Great money.\u00a0If you have a GREAT idea, don\u2019t be afraid to ask for a BIG budget!<\/h4>\n<\/li>\n<\/ol>\n

    <\/h4>\n

    Your job is to uncover the real reason why they said, \u201cIt\u2019s not in the budget\u201d.\u00a0It\u2019s then your job to tweak your plan accordingly, or if needed, re-load and come up with an altogether new proposal based on their feedback.<\/h4>\n

    <\/h4>\n

    It\u2019s not an easy question to ask, and it\u2019s one you can and should practice prior to it ever happening.\u00a0By not asking, you are simply prolonging them from ever buying from you.<\/h4>\n

    <\/h4>\n

    Planning for 2020?\u00a0To learn more about our TOMA Surveys and Seminars, SoundADvice e-Marketing Program, and our new Radio Recruitment Advertising Seminars,\u00a0go to our website at\u00a0www.ensmediausa.com<\/a>.<\/h4>\n","protected":false},"excerpt":{"rendered":"

    Have you ever had a business owner tell you after you made your presentation that they don\u2019t have the budget?\u00a0Sure, you have. If you are dealing with the true decision-maker, you have just been lied to! It\u2019s not a lie in the sense that it was meant to hurt you.\u00a0It was more of an excuse […]<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[477,22,388,478],"class_list":["post-1689","post","type-post","status-publish","format-standard","hentry","category-uncategorized","tag-477","tag-advertising","tag-business","tag-seminars"],"_links":{"self":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/1689","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/comments?post=1689"}],"version-history":[{"count":1,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/1689\/revisions"}],"predecessor-version":[{"id":1690,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/posts\/1689\/revisions\/1690"}],"wp:attachment":[{"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/media?parent=1689"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/categories?post=1689"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.ensmediausa.com\/ens-on-sales\/wp-json\/wp\/v2\/tags?post=1689"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}