Budget concerns = someone doesn't understand the value proposition or see the ROI. Yes, working with customers as an SE/SC is about demonstrating value in your solution, but also about educating and empowering your client champion. Your champion may personally understand the use case and value, but may not be 100% equipped to make that case or demonstrate it effectively to others in their org. It's a good idea to address this directly with them..."What do you need from me? How can I help you communicate the value prop or navigate your internal processes?" In addition to turning the buying decision into a partnering exercise (rather than a "selling" one), you're helping someone look their best and get a win within their own org.

The surest way to counter budget concerns is to help potential buyers understand the lost opportunity cost. This is an estimate of the amount of sales, money, or other economic metrics being lost every day that the problem remains unaddressed. Typically, the budget needed to stop the money leak is a drop in the bucket.

When addressing a client's budget concerns during a product demo, focus on value over cost. Start by empathizing with their situation and understanding their priorities. Highlight how your product directly aligns with their goals, demonstrating ROI through specific use cases or success stories. Break down the costs in terms of long-term savings, efficiency improvements, and competitive advantage. Offer flexible pricing or package options if possible, and reassure them of your commitment to support their needs. Also assure them that you will give them a good after sales support. Show that investing in your solution is not just a purchase, but a strategic move for growth.