Every year, people find themselves in a situation in which they need money for an emergency, school, or another important aspect of their lives. Finding the money to cover these costs can be difficult if you do not have enough money to save to begin with.
There are people who even rely on winning the lottery to obtain a structured settlement cash out to save money, but we all know that this is not an ideal plan. Some people feel that investments are too complicated, so they steer away from such actions. Additionally, many people suffer from a general feeling of not being able to make more money.
It is never about the money!
The most common objections people hear are, I can’t afford it, It’s not in my budget, or It’s too expensive. When a customer objects to price, it’s almost never about the money. It’s a glaring symptom of a much bigger issue in your sales process.
How many times have you bought that line from your customers when they deployed their money excuse on you? They’re selling the money excuse, and you’re buying it every time. It turns out this default excuse is being used all over the world and professionals are buying it every day, in every industry.
Continuing to buy into this excuse will cause you to leave a lot of money on the table.
Potential customers are afraid to part with their money. Money equals security, and it doesn’t matter whether you’re asking them to part with $19.95 or $1,995 for your product. People are happy to spend their money when they see there’s more value in having your product than in keeping their money.
Customers use the money objection because they don’t know what else to say. It’s been used on sales people for years, and it’s the easiest way to get you to back off and retreat. The money objection creates a protective barrier around the customer, so they can hide from making a decision or from telling you no.
When you start buying into a customer’s money story, they have effectively sold you. They sold you on why they cannot buy what you’re selling. Avoid getting caught up in their money banter because it’s a black hole, costing you precious time, money and energy.
Instead, realize there is something below the surface of their objection, and it’s your job find out what that is. If you’re a great salesperson, your job is to educate them past their objection and help remove this barrier. I can go into a dozen ways to fix this scenario, but every business situation is unique. I would be doing you a disservice by dispensing advice that may or may not work in your business. I’m attempting to get you to see that if you continue believing the money objection, you’ll continue to affect your bottom line negatively.
I can’t afford it is the default excuse and customer code for NO. It’s your job to decode and translate what that means. When someone says, I cannot afford it; it can mean any number of things. It can mean, I don’t want to change, so that is my excuse for ending this conversation. Or it can mean, I know there is a problem, but the investment is outside my comfort zone. Or it can mean, I can’t see the value in your offering.
Now it is time for the game of truth or excuse. You’ll have to determine if a prospect is objecting because your offer is truly outside of their comfort zone or are they reluctant because it would require a change.
When you stop buying into this excuse, your business will thrive.