Time & Money Are Never the IssueโItโs Always Priorities
This week's question from my portal “The Neagle Code: Directions for Life” comes from someone who wishes to remain anonymous.
Hi David,
During my sales calls, people are like, โYes, yes, yes!โ Then when we start talking about the money, they say, โI donโt have the moneyโโor โI want to do this, but nowโs not the right time.โ How do I get around this?
If people are saying, โYes, yes, yes,โ and theyโre not buying, then it sounds like your sales calls are out of balance somehow. When you start talking about money, if theyโre telling you itโs too muchโthen youโre not doing the call properly.
Price is never the issue. Urgency is the issue.
Time is also never the issueโitโs always priorities.
If someone says they donโt have enough moneyโreally, they donโt have enough urgency. You havenโt brought urgency to the forefront of the conversation, to the point where they want to do it right now.
Remember, one of the four questions in a sales call is: โWhat do you want?โ You have to sit with the person until youโre certain theyโre telling you exactly what they want.
There will always be an emotional connection to that answer.
Thereโs no coldness to it. Thereโs no flatness in their tone. Youโll hear an emotional expression in how they talk about it. Theyโll have a sense of grief or loss around the idea of not getting it.
If youโre doing that and the money objection still comes up, donโt run away from it. If they say, โI donโt have the moneyโ or โThatโs a lot of moneyโโsay, โWait a second. Just relax for a minute. Letโs not worry about how much this costs right now. First of all, do you see the value in doing this?โ
Start reminding them of why they said that they wanted this:
- Why do you want this?
- What will happen if you donโt do it?
- Is all of what you just told me true?
When they say, โYes,โ ask, โIs it also true that if you could find the money, this would be something youโd want to do?โ (That should also be a yes.)
Then say, โItโs not that you donโt have the moneyโitโs just that money is a challenge for you right now. What if we put our heads together and try to figure out a way for you to get the money to be able to do this? Let me advocate for you. Let me help you win.โ
If thatโs scary for you, then be willing to face that fear. Thatโs what you have to tell them.
Donโt be afraid to lose the sale.
There are so many ways for people to get money, itโs crazy. Money is so easy to get. But when your mind gets locked down around the fear of not having itโฆyouโll lose the sale or lose the client.
Always go back to: โHow can I help this person?โ with every call. Itโs just two people having a conversation.
Allow yourself to be resourceful in your own psychology, so that you actually can help someone.
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