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Sales Coaching Money Objections

Author: CherylA.Clausen
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When a prospect tells you they don't have any money do you accept it? How about when they tell you they want more money? Both are a sales trap that result in "no sale" for you. When a prospect tells you these things is sounds very logical. Your natural reaction is to move on or wait until the will have money if they don't have money now. In nearly all cases you're missing an opportunity, but you don't realize it.

Lack of money is nothing more than an objection to get you to go away because what your offering isn't valuable to them. No one buys anything unless whatever they're buying is worth more to them than the money they have to part with to get it. It doesn't matter whether you're dealing with people in the upper spectrum of wealth or the lower. People will only buy the things that are more valuable to them. A local roofer likes to tell the story about showing up to do a job one day, and being told by the home owners that his services wouldn't be needed after all. Now the roofer could plainly see that the roof hadn't been repaired and that the damage to the roof was enough to cause internal structural damage to the interior of the home if not now, in the very near future. So he asked the home owner if they had a lower bid, or what had caused them to change their minds. The home owner got a big grin and invited the roofer into their home to show him the new big screen TV they purchased instead of repairing the roof. The home owner explained they could get the roof repaired later, but that they needed the TV to watch the upcoming big game.

This is true no matter who you're talking to and what you're trying to sell them. Until or unless you figure out what they really want and why that's important to them you have a "no sale". And this is true when a prospect tells you they want more money too. People don't actually want more money they want what money can buy. Now when you hear a prospect say they want more money you're looking at it from a logical perspective and your natural inclination is to try and sell more money. This is a dead wrong fatal mistake.

You can't just sell money because when you try instant gratification will almost always win out and you'll lose. Both you and the prospect must identify what more money would mean for them, what it would allow them to do, what it would allow them to have, or what it would allow them to be? As you uncover the answer to these questions and the value to the prospect the prospect will be willing to give up something now for the bigger something they want later.

All logic aside the real driver for a buying decision is emotional. When you hear they don't have enough money, or they want more money you now know you have more work to do to get the insurance sales you want. When you hear these words now you either walk away, or you jump ahead trying to make the sale anyway.

Instead you want to slow down and step back. Think of it as if you're peeling away the useless outer skin of an onion to get to the part that's living tissue. Peel away and discover what they really want, how having that would impact them, and then you can begin to help them to discover how your solution will help them to make what they want possible.

About the Author

About the author: Cheryl Clausen can help you get unstuck. Find out how your Sales Skills measure up. Could you succeed faster if you just had more time? Improve your Time Management Skills, check this out.