If you are dealing with money objections on the back end when you give a presentation or a proposal, you fail to have a frank and open discussion on the front end.
If they don't have money or they're unwilling to invest the money, you can't change that. It is what it is!
There are a time and place to deal with money. After you have uncovered the pain and determine how much money the problem is costing them, then it's time for you to move on and talk about how much it's going to cost to fix the problem. Don't have money discussions too early or too late, but you must certainly cover money discussion. And if money is an issue, then that's okay. Just find out early so you don't end up wasting your time.