Dear DL,

As usual, the answer to your question is about changing the focus to doing your best job for the prospect. You’re worried that they’re worried that you really want to know so that you can spend their money up to that level. You want them to trust you.

So, don’t ask, “What’s your budget?” Instead, try something like this: “So as not to waste your time by suggesting an unrealistic plan, I need to know, in round numbers, approximately how much is budgeted in this area.”

In my experience, that will diffuse any concerns and get you the information you need. And experience is one thing I’m loaded with!

Regards,
Shanti’s Dad