This week's question from my portal “The Neagle Code: Directions for Life” comes from someone who wishes to remain anonymous.
During my sales calls, people are like, “Yes, yes, yes!” Then when we start talking about the money, they say, “I don’t have the money”—or “I want to do this, but now’s not the right time.” How do I get around this?
If people are saying, “Yes, yes, yes,” and they’re not buying, then it sounds like your sales calls are out of balance somehow. When you start talking about money, if they’re telling you it’s too much—then you’re not doing the call properly.
Price is never the issue. Urgency is the issue.
Time is also never the issue—it’s always priorities.
If someone says they don’t have enough money—really, they don’t have enough urgency. You haven’t 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: “What do you want?” You have to sit with the person until you’re certain they’re telling you exactly what they want.
There will always be an emotional connection to that answer.
There’s no coldness to it. There’s no flatness in their tone. You’ll hear an emotional expression in how they talk about it. They’ll have a sense of grief or loss around the idea of not getting it.
If you’re doing that and the money objection still comes up, don’t run away from it. If they say, “I don’t have the money” or “That’s a lot of money”—say, “Wait a second. Just relax for a minute. Let’s not worry about how much this costs right now. First of all, do you see the value in doing this?”
Start reminding them of why they said that they wanted this:
- Why do you want this?
- What will happen if you don’t do it?
- Is all of what you just told me true?
When they say, “Yes,” ask, “Is it also true that if you could find the money, this would be something you’d want to do?” (That should also be a yes.)
Then say, “It’s not that you don’t have the money—it’s 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.”
If that’s scary for you, then be willing to face that fear. That’s what you have to tell them.
Don’t be afraid to lose the sale.
There are so many ways for people to get money, it’s crazy. Money is so easy to get. But when your mind gets locked down around the fear of not having it…you’ll lose the sale or lose the client.
Always go back to: “How can I help this person?” with every call. It’s 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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