When's the last time you had a great sales conversation with a corporate prospect, asked about their budget, and got…nothing?
They want a proposal. They're interested in working with you. But they either can't or won't tell you what they have available to spend.
Now you're left wondering how you're supposed to create the “right” proposal when you don't have enough information.
In this episode of the Sales Maven Show, Nikki shares how to navigate this common corporate sales situation without guessing, overthinking, or walking away from a potentially great client.
You learn why your proposal doesn't have to be perfect. Instead, it can become the starting point for a more productive sales conversation that gets you closer to the right solution for your prospect.
The Transformation
Before listening, you may find yourself:
- Struggling to price a proposal when a corporate prospect won't share their budget.
- Feeling pressure to create the perfect proposal on the first try.
- Wondering whether a prospect who won't provide a budget is serious about hiring you.
- Assuming the proposal needs to result in an immediate yes or no.
- Questioning whether multiple sales conversations mean the deal isn't moving forward.
After listening, you learn how to:
- Create a proposal even when you don't have a clear budget.
- Give prospects options that make it easier to continue the sales conversation.
- Use a circle-back call to gather more information and refine your offer.
- Recognize when a prospect is still engaged, even when the sales process takes multiple conversations.
- Stay curious and confident as you work toward the right solution for both you and your prospect.
What You Learn
In this episode, Nikki shares:
- Why a prospect who won't give you a budget isn't necessarily playing games or wasting your time.
- How to structure a proposal when you don't know what the prospect is prepared to spend.
- Why offering two or three options creates a more productive conversation than presenting one solution.
- Why Nikki recommends presenting proposal options from the highest investment to the lowest.
- How a circle-back call allows you to gather the information you couldn't get during the initial discovery conversation.
- Why you shouldn't automatically “bless and release” a prospect simply because they won't provide a budget.
- How Nikki used multiple proposals and conversations to earn a corporate client.
- Why an engaged prospect is worth staying in conversation with, even when the sale takes longer than expected.
The Proposal Is the Starting Point, Not the Finish Line
When a corporate prospect doesn't provide a budget, it's easy to believe you have to somehow figure out the perfect scope and price before sending your proposal.
Nikki encourages you to think about it differently.
The proposal isn't the finish line. It's an invitation to the next conversation.
Your first proposal gives the prospect something tangible to respond to.
They can tell you:
- “We like this piece.”
- “We don't need that.”
- “What if we added this?”
- “This is more than we planned to spend.”
- “Could we structure it differently?”
This information gives you something you didn't have before.
Now you're no longer guessing. You're gathering information that allows you to refine the solution and continue the sales conversation.
The Two-to-Three Option Proposal Strategy
When a prospect hasn't provided a budget, Nikki recommends offering at least two and no more than three options.
One option creates a yes-or-no decision.
Multiple options create a conversation.
When presenting three options, Nikki recommends starting with the highest-investment solution and working down from there.
The goal isn't to create three versions simply for the sake of having options. Each solution should give the prospect a meaningful way to think about what they need, what's most important, and what they're willing to invest in.
Once they respond to the options, you gain valuable information that can guide the next version of your proposal.
And remember, more isn't necessarily better. Too many choices create decision overwhelm, and a confused mind does not buy.
Stay Curious and Stay in the Conversation
A corporate sale may require more conversations than you expect.
Nikki shares an example from her own business where earning a corporate client took multiple proposals and approximately five to seven conversations.
The prospect continued to engage, provide feedback, bring additional decision-makers into the conversation, and clarify what the organization needed.
This engagement mattered.
Nikki's approach is simple:
As long as they're staying in the conversation with you, stay in the conversation with them.
There is a difference between a prospect who continues to engage and one who repeatedly asks for more work without providing useful feedback.
When they're participating in the process, stay curious. Use what you learn to continue refining the solution until you determine whether there's a fit.
A Quote Worth Remembering
“Stop trying to create the perfect proposal when you don't have the perfect information to do so.”
Try This This Week
Think about a proposal you're currently creating, or one you've been hesitant to send because you don't have enough information.
Instead of asking yourself:
“How do I create the perfect proposal?”
Ask:
“What can I put in front of this prospect that gives us something meaningful to discuss?”
Create two or three thoughtful options, then schedule a circle-back call to review them together.
Stay curious about their response. What they like, don't like, question, add, or remove gives you valuable information about what it takes to earn their business.
Who This Episode Is For
This episode is especially valuable when you:
- Sell consulting, training, coaching, or professional services to corporate clients.
- Struggle with pricing when a prospect won't share their budget.
- Create customized proposals for organizations.
- Feel pressure to close corporate sales quickly.
- Want your sales conversations and negotiations to feel collaborative instead of pushy.
- Want to become more confident selling services to corporate decision-makers.
Keep the Conversation Going
Did today's episode give you a new way to think about corporate proposals and sales conversations? Here are a few places to continue learning:
Explore the Sales Maven Society: https://yoursalesmaven.com/sales-maven-society/
Discover more relationship-based selling strategies: https://yoursalesmaven.com
Listen to more episodes of the Sales Maven Show: https://yoursalesmaven.com/sales-maven-podcast/
Timestamps
00:25 Why corporate prospects sometimes won't give you a budget
00:56 Setting the stage: Asking about budget during the discovery call
02:02 Why the proposal is the beginning of the conversation, not the finish line
03:11 What may really be happening when a prospect won't share their budget
04:26 Why multiple proposal options create a better sales conversation
05:45 A client example: Using three proposal options to negotiate the right solution
08:24 Why you should schedule a circle back call before sending the proposal
10:43 When a missing budget is not a reason to bless and release the prospect
14:53 Why Nikki stays in the conversation as long as the buyer stays engaged
16:01 Corporate sales may require multiple conversations before the yes
17:40 The two-to-three option rule and avoiding decision overwhelm
18:30 Creating a safe space for an open sales dialogue
19:18 Final reminder: Stay curious, stay engaged, and stop trying to create the perfect proposal
About Nikki Rausch
Nikki Rausch guides service-based women entrepreneurs who aren't yet comfortable with selling to confidently enroll more clients through natural, relationship-based conversations. Through practical strategies and proven frameworks, you learn how to create consistent business growth while staying true to your values. Whether you're building sales confidence, improving client enrollment, or refining your sales communication, Nikki shows you how to create sales that feel natural and results that feel inevitable.
