How to Overcome the “I Can’t Afford It” Objection In Your Sales Conversations
May 8, 2014
There’s nothing better than a sales conversation that ends in closing a new client.
There’s nothing worse than being on one and not being able to convert one.
I’ve rarely had a sales conversation in the many years I’ve been doing this that someone hasn’t posed an objection.
The key I’ve learned in time is that the more you know how to handle objections the better you’ll get at closing the sale.
One of the top objections (across the board) in any sales conversation is the “I can’t afford it” one.
I’ve had it. You’ve had it and even top sales people get it. It’s part of the job.
But the only way to move through this objection is to learn how to handle it.
In this week’s video you’ll learn 3 strategies to help you overcome the affordability objection so that you can get more clients.
Here’s how to handle the “I can’t afford it” objection.
Get Clear About the Results and Value Your Provide
Ask yourself what are the long-term results and benefits that your services provide? When you know what they are you can tell your prospect what it is that you can do to help them reach their outcome.
Write Down All of The Reasons Why Someone Can’t Afford You
You need to know all the reasons why they will say they will not be able to afford you. Whether it’s that their spouse objects, that they don’t know where they will get the money or what have you.
It’s likely that money isn’t the real reason they object but it’s up to you to uncover the objection, address it and overcome it.
I’d love to hear from you, what are the objections you get in your sales conversations? Let me know in the comments below.
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