Because in sales, the word "no" doesn't have to be final.
See, behind every "no" is a reason—an excuse even—and those are rarely ironclad. If you can beat the excuse, you can make the sale.
1. "Sorry, but it's just not in the budget."
Sometimes, "it's not in budget" is an honest admission of a company not having the money to pay for your services. Other times, it's a failure of creativity and budget-understanding on the client's part—two problems you can help them solve. As Bob Schwei, director of print and packaging for iPROMOTEu, Wayland, Mass., explained, the key to beating a tight budget is understanding it, especially how it was calculated and how funds are allocated throughout the year. He said that if an order can be looked at as a potential revenue stream, rather than just a marketing expense or similar cost, many times people's objections on a purchase will change.