Today's Thought

"I Don't Have the Money"

Before I give you the language formula for handling the money objection, here's something you need to know:It's never really about the money.

If someone doesn't have the money to get into your business, that's the very reason they SHOULD get into your business. Get it?

The reason the money objection comes up is because you haven't built enough value (benefits) for the money to sound small enough.

The problem, however, is that if you tell all the benefits to your prospects, that will sound like selling and it will simply invite more rejection.

Oh my, what to do?
Here's the language formula for handling all those problems when the money objection comes up (by the way, this is from my "Selling By Attraction" CD Program):

1. Buffer (Diffuse the objection)
2. Easy Exit (Make it easy for your prospect to say no so he'll relax)
3. Isolate (Make sure money is the only issue)
4. Build value (Getting the prospect to TELL YOU the benefits)
5. Close for a presentation (The ultimate goal of any prospecting call)

Real-life example:
Prospect: "I don't have any money to join your business."
You: (Buffer) "No problem. I wouldn't want to create a financial burden for you."
You: (Easy Exit) "My business may not be for you. You get to decide that for yourself."
You: (Isolate) "Is money the only concern you have-I mean, if it wasn't for the money, would you want to own your own business?"
Prospect: "Yeah, sure."
You: (Build value) "Why would you like to have your own business?"
Prospect: (Prospect sells himself by telling you about financial freedom, having more time with family, firing his boss, traveling, etc... that owning his own business could make possible.)

Note: Now the money part will sound smaller because the prospect is thinking "great value" vs "money". That changes his perspective. He becomes more curious and receptive to hearing more.
You: (Close for a presentation) "May I make a suggestion? Why don't we set a time for you to see how my business can help you get all the things you just said were important to you. If you like what you see, perhaps we can discuss some ways to get you started without too much of a financial burden. Would you like to do that?"
Prospect: "Yes."

Note: When you show your program and your prospect gets to see and understand the big picture, the money will most likely not be an issue at all.

If it still is, explain how he can put the amount (say $500) on a credit card and make the minimum payment (say $30) until he's making the extra money (say $1,000 a month) he wanted to make.

It's never about the money. It's about desire and commitment.

Hilton Johnson
The MLMCoach