Effortlessly Diffuse The “I Don’t Have The Money” Objection

I don’t have the money.

We don’t have the budget.

I/We can’t afford it.

It’s too expensive.

It’s out of our price range.

These are all a variation of the same objections.  Money.

Be honest.  How did it make you feel reading that list?

Were you happy?  Stressed out? Most salespeople that have one of these phrases said to them get DEFENSIVE.

Check in with yourself right now.  Do you feel defensive or have you ever felt defensive when someone said they didn’t have the money?

What most sales training programs would teach you to do in this situation is re-state the benefits of the product or service. (Or whatever you are selling).

This is a fatal mistake.

Using logic and facts – re-stating the benefits – and telling them about all the benefits they are going to get doesn’t solve the problem. They may buy because you wore them down but it is a crappy way to be sold and as the salesperson, you feel pushy and awkward and takes the joy out of the process for both the buyer and seller.

Logic and facts never move someone to make a change, only emotion does.

Let me say that again…..

Logic and facts never move someone to make a change, only emotion does.

By using this step by step process, you help them to overcome the objection themselves and they aren’t sold, they buy.

There is a difference.

Next time someone tells you that they don’t have the money, say this:

“That’s not a problem… Tell me, if you did have the money, would this be something that would work for you?”

That is what the 7 Figure Salesperson ASKS!

About Brian Tracy — Brian is recognized as the top sales training and personal success authority in the world today. He has authored more than 60 books and has produced more than 500 audio and video learning programs on sales, management, business success and personal development, including worldwide bestseller The Psychology of Achievement. Brian's goal is to help you achieve your personal and business goals faster and easier than you ever imagined. You can follow him on Twitter, Facebook, Pinterest, Linkedin and Youtube.

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