Best Way to Overcome Money Fear Objections

If right now you're losing out on sales because when you get to the end, they throw you an objection about the money and they're fearful about moving Forward, then this YouTube video is gonna be for you. So if you don't know who I am, my name is Christian Polk. I've been in the online sales business for four years. I sold over $6 million in sales. I've sold anywhere from B2B, SaaS, lead generation, different type of coaching offers, B2B, B2C. And for the past two years I've been with Jeremy Miner in seventh level, where I've also been a sales coach. And I've helped thousands of clients in hundreds of different industries ask better questions, make more sales, overcome objections, all that fun stuff and something that's been coming up a lot lately, especially for my one on one clients, is how to overcome the money fear objection. Because this one's an interesting one. The big problem that most people fall into is when they get a money fear objection, they treat it like it's money logistical.

Okay.

And why this is not typically going to be the best route is because they're not going to be as truthful, as open or as resourceful as it would actually need to be to get the resources together or allocate the resources. So it's going to be hard to find something like a payment plan, funding, all these different things just because they're very fearful about the money.

Okay.

And a lot of this comes down to just understanding the language. When we get to the objection handling side of the sales process, for example, something that's going to be purely logistical, you can hear in their language, they're trying to find out how they can make it work. But if they're saying things like it's too expensive or I don't have the money, I can't do this. Behind each of those phrases is a belief.

Okay?

And behind that belief, it needs to be reframed so that way they can focus on the real thing. Because what they're doing is they're focusing on the thing that's not going to help them the most. The money they put down, not the results that they can get. Okay. So when you get somebody who says, I don't have the money, I can't do it, it's too expensive. There's a couple steps and I'll take you through. And actually how do we handle it? Reframe the belief and then also get to the logistics of it as well.

Okay.

So step number one is we need to diffuse so they're giving out objections or objection handling. Like it can be awkward. So the first thing we need to diffuse, let them understand like, oh, that's not an issue. Then from there we need to clarify because it's too expensive, I don't have the money. What do they mean by that? I don't have the money. How do you mean it's too expensive? Like compared to what? So we need to clarify. Then from there we need to isolate and get more buy in. So we put it to the side. Okay, money aside, would you do it? Yes. We need to get the yes. If we didn't get the yes, then our discovery is just way off. You know, go back to go, don't collect 200. Okay, so get the yes. Then from there we ask them why. The reason we ask them why is we need leverage when we're overcoming objections. That why is a reason how you can help them actually overcome the objection for them. Because when you're overcoming objections, you don't do it because you need the sale, you do it because it's the best thing for them, so you fight for them. So money aside, would you do it? Yes. Why? Me personally, I like to ask that Second why question. So let's say, for example, they're looking to lose weight. Okay, money aside, would you do it? Yes, I would do it. Why would you do it though? Oh, I'd do it because I really feel like it would help me lose the weight. Yeah, but why actually invest in yourself so you can lose that weight? That second why oftentimes is going to be a lot more juicy and then you have more leverage. Now if you try to go straight into logistics. Again, we haven't addressed a belief. So the next step is I'm going to ask them if I can share perspective or make a suggestion. Then from there, depending on whether it's an ROI offer or a non ROI offer, the two simplest ways to go about it, and there's tons of reframes when it comes to this, but the two simplest ways that work for me and work for the clients that I work with, okay, if it's an ROI offer, it's which is the problem, which is a symptom. And if it's a non ROI offer, it's which is riskier if you don't know what an ROI offer is. ROI is return on investment. So if you sell something that helps people make money, if you sell lead generation, if you sell business coaching, these things help people make more money. Okay, so it's there's a return on investment, they make more than what they put in. A non ROI offer is they don't make money with what you sell. Fitness is a perfect example of a non ROI offer. They're not going to make more money from losing weight directly. Now it might affect their work, but it's not a directly ROI offer. So you can't really use some of the same frames. So if we go through which is a problem and which is a solution, that's the one I like to use for if it's an ROI offer. So it'll sound a little something like this.

Okay.

Like, would you do it? Yes. Why? Okay, but why actually invest in yourself? So you can make more money in the business. Then can I make a suggestion? Which one is the problem and which one is the symptom? So I leave it vague like that for a reason. Because what they're gonna say is, how do you mean? Okay, because what happens in their mind is they're gonna search back and they're gonna try to find something to connect it to, but there's nothing there. And what that does is it creates doubt. And with that doubt, it makes them more suggestible to what you're about to say. Okay, so they're going to say, how do you mean? Well, if you had XYZ problem fixed, would you have that money problem? Let's say it's lead generation. If you had more high quality leads that you could close, would you have that money problem? The answer is going to be no. It's like, oh, no, I wouldn't. So what's the actual problem then? Now you need to get them to admit that the actual problem is they don't have what you're offering. They might hem and haw, but we need to get them to admit the problem is I don't have the correct leads. I don't have the quality of leads. Okay, once we get them to admit that, now we need to get them to actually focus on solving the actual problem rather than the symptom. So what I'll typically ask, like after they admit, like, yes, this is the actual problem, so are you willing to focus on solving the actual problem, the leads, rather than just focusing on the symptom? Okay, so then I need to get them to agree to focus on the actual problem rather than just a symptom. Then from there you can always ask them, why would they? Typically you don't need to, but we need to tie it off with a consequence. But what happens if you don't though? You keep on focusing on the symptom and you never actually get those higher quality leads. Like what happens to the business then? Okay, so we tie it off with the consequence. Now let's say it's a non ROI offer. We go to the what's riskier? For example, fitness. Would you do it? Yes. Why? But why actually invest in yourself so you can lose the weight. Can I share a perspective? What's riskier? Okay, what's riskier? You getting the funds together so that way you can lose the weight and you can, you know, be that mom you want to be while you can play with your kids and be more energetic or doing nothing about this. And you, God forbid you, you gain more weight. Like, which one's riskier? Oh, it'd be riskier not to do something. Why is that? We need to get more, more tied down of, like, why it's actually riskier to not do anything. And then from there we tie it off with consequence. Okay, but like, why is that? Oh, because like, you know, if I, if I keep on doing this or this or that, then it's going to lead to, you know, me gaining more weight. I just can't do that. But what would happen if that continued? Like, if you keep on doing what you're doing now and God forbid you did gain more weight, like, what happens then? So are you actually, are you actually willing to, are you actually committed to actually solving this problem? Like, are you committed to solving this problem? Like, yes. And then once we tie it off, whether it's ROI or non roi, then we go into negotiation.

Okay.

Then from there it's going to be really up to you of what you can do as a salesperson. If you have different payment plans, you can go down payment plans, you can go down different funding options, a deposit and, and maybe they pay later. It's just really going to depend. The frame I typically like to use is let's not focus on what you can't do, let's focus on what you can do.

Okay.

Now again, I am overcoming this objection for them. So it needs to come across that I'm here to help them. So I might be a little bit more direct. But it's because, like, I want to see them win. So it's like, so are you actually committed to solving the real problem? Okay, so then let's not focus on what we can't do because we'll be here all day. Respectfully, I want to see you win. I'm in your corner. So let's really focus on what you can do. So what can you do? To get whatever they want.

Okay.

Get a number from them, start to work with them from there. It's going to be a lot more straightforward as far as starting to either payment plan, funding options, whatever it is. Now, if they're still fearful and they're still, like, hemming and hauling, you're having a hard time.

Okay.

Then you might need to go into another reframe, just addressing the fear rather than the money.

Okay.

A really easy reframe that I like to use is called the ABCs of fear. So I did a video breakdown where I break down one of my calls that I use it. I'll put that in the description as well as the mirror board where I map all this out for you. But it's one, get them to admit that they're fearful, B, befriend the fear, and then C, we need to convert the fear into something else.

Okay.

Convert the fear into them taking action. So that's the ABCs of fear. And if you need help on, like, how to use that again, watch that other video. So what we'll be getting into now is going to be a role play where I put all this together. So hopefully you find that helpful. If you enjoy this video or enjoy the role play I'm about to do, like, subscribe, leave in the comment section, you know your biggest takeaways. And if you want any help from me personally, just go ahead and message me on Facebook until next time. So we need to, like, I know there's something tied off. Like, the best. The best way to tie it off is typically, like, through consequence.

Okay.

And like, really doubling down on it. Do you want me to take you through?

Yeah.

Okay, cool.

She's like, okay, next steps from here, just go ahead and take the initial 5,000 and then go ahead and get you set up for X, Y and Z. Like, would. Would that be appropriate or how would you like to proceed?

Yeah, I mean, I usually take 24 hours to, like, think about it.

Okay.

And that's not an issue. Just maybe. So, you know, I can definitely send the best resources over to you, I guess. Like, what. What do you feel like you really need to go over in your mind over the next 24 hours just to see if I can best out.

Like, I mean, it's. It's a big investment, so I need to get my finances in order.

Yeah, no, and I can. I can definitely appreciate that. But when you say, like, finances in order, like, how do you mean specifically?

Yeah, I mean, I just need to see, like, if we can prioritize It. We have so many things going on now.

I get it.

Like, if you just had like a duffel bag full of cash, just like, good to go. Right. Like, would you do it?

Yeah.

Why would you do it, though?

It would allow me to. To grow my business. Like, I haven't been able in the last couple of years.

Yeah, but. But the big thing is, like, why actually invest in your business so it can grow.

Yeah, yeah. Because, you know, it's either. It's either grow or die, and I don't want to die.

Yeah. Yeah.

It could be pretty. Pretty tough for sure. Because, like, which one's riskier at the end of the day? You staying doing exactly what you have been doing for the past couple years and not growing, or you've been able to find the funds to invest into your business so you can actually get it to grow. Like, which one's riskier?

Yeah. Stay where I am is riskier for sure.

Why? Why is that?

Because. Because. Because. Because then it's basically the equivalent of dying in it. And I'm more of an ambitious person. I don't want to do that.

Yeah.

But I have to ask what happens if we do stay where at and we do die? Like, what happens then?

Yeah, no, I don't want that to happen.

Yeah.

And like, I'm not questioning your willingness on. Wanted it to happen, but we got to understand, like, that's what's been happening. So what happens if that continues?

Yeah, I mean, I guess the competitors might start growing and we'll run out of clients completely.

Yeah.

So what would that look like for you, running out of clients?

Well, I don't even want to think about it.

Yeah.

Were you willing to allow that to happen?

No.

Okay, so who do you have to be? What do you have to do to make sure we stop dying and we start growing?

Yeah, I need to take a chance.

Do you see how, like, that's totally tied off right there?

It is.

It's because I like, first ask, like, you can get, like, you got to that spot. Like, like, oh, like it's riskier to stay the same. Then it's getting that consequence, not accepting any surface level consequence. Double down on the consequence. What do you need to do? Like, any frame, like, you can go through and like, I know you have a few.

Okay.

So you go through them and then like, we still need asset consequence. Get them to double down and then get them to say, like, I'm not. I don't want to allow that to happen. Does that make sense?

Yeah. Yeah, it's just sometimes, like, there's three objections in a sequence. I'm like, okay, so which one? But I guess in that case, it's always the money, right?

Yeah.

If a bunch of objections come up at once, it's money. Just go down. The money. Nine times out of ten, if you got three, you handle money. Other ones go away. If they don't, you handle those as well.

Mm.

Almost there.

Yeah, there's just a couple, like, small things, like, at the end, like, in crunch time, that, like, if you just make those small tweaks, it's just, like, not accepting surface level answers and then just really getting to a real consequence that's able to actually start to make that shift.

Okay. All right.

Okay. Perfect.

Does that help?

Yeah.