How to overcome โItโs a lot of moneyโ objections
This week's question from my portal “The Neagle Code: Directions for Life” comes from Kylie J.
David, HELPโฆ.I HATE asking people for the money! Over the last 30 days Iโve done a ton of discovery sessions and none have turned into committed clients yet, despite them all being interested and highly targeted, qualified leads. Prospects get all excited and then they balk at the price and say, โItโs A LOT of money!โ
I feel like I know how to convey value. I know what to say, but when people resist the price, I back off and tolerate the โLet me think about it and get back to youโ response. I just don't want to seem pushy! What should I do?
Fantastic question!
The true problem is that your fear of what someone is going to think of you is negatively affecting your ability to have a powerful sales conversation.
If you care more about how you are perceived than you do about helping people you wonโt be aware of specific questions you can ask to overcome the โItโs a lot of moneyโ objection.
If you werenโt afraid of being pushy, you would have responded to โItโs a lot of moneyโ with โCompared to what?โ instead of backing off and handing out your brochure.
You see, the โItโs a lot of moneyโ answer is a conditioned response people use when faced with a decision that leads to their own growth. So you then have to ask them another question to see what the true objection is.
If you were to ask, โCompared to what?โ you would be able to see how they are making their decision and allow you to redirect the conversation.
Step into being powerful and confident in your next sales conversation, and you will be amazed at the win-win conversation that will take place.
Always remember, โsalesโ is not doing something TO someone, itโs doing something FOR someone.
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