HTSS188 - Overcoming money objections in sales starts with you - Scott Sylvan Bell

Overcoming your money fears in sales 

Most fears of rejection come in around money. You may be the cause of objections with your buyer. You have to be willing to ask for what you want in sales and that includes money.  Salespeople who don’t make money tend to make decisions for the buyer. If you wanted to look for a similar type of energy this can be compared to asking someone out on a date. 

You sell how you buy 

You sell how you buy or you buy how you sell really is your operating system. If you had pre-sales programming this is it. Your own internal money fears create your objections. You literally talk yourself into your greatest fears. Your buyers feel your fears, your buyers know your fears. Buyers hear it in your voice and it betrays you.   

Price reluctancy in sales is real  

You talk circles around your fears. Kids talk circles around things they want or people they are interested in. Salespeople may tell themselves "I don’t want to ask the buyer, the client or otherwise for that much money". Salespeople can build too much rapport to avoid getting to the money. Salespeople can ask endless questions to avoid getting to the money.

Tips to get over money fears:

• Watch closers talk about “the money”
• See how its “just the money” with no real energy – it's factual
• Role play at 10x to 100x your cost. If its 10k role play at 100k etc
• Role play saying price 100 times
• Be willing to talk about money early on
• Be willing to talk about money a few times in the sales process
• You can price condition – number, phrase, color – hypnotists do this
• You can use phrases like “I don’t want to spend all of your money, I just want to spend some of it” – focus
• Can we agree early on that I share with you what you need – yes, you might hear something that you were not expecting. If you need a 100K product ill let you know. If you need a 10k product Ill let you know. Im not scared to let you know what you really need. At the same time, ill let you know if there is something you don’t.

Place the blame for your own internal objections 

To begin with its your fault if you are not closing deals. You can buy into messages from the buyer. You can get caught up in what others are doing. Some of this is the buyers' fault since they are nervous and you buy into it. Some of this is sales fault. This can come from bad sales training. You do have Homework, go watch other salespeople present.