Christian PolkYour Friendly Neighborhood Sales Trainer

Handling Money Fear Objection #salestraining #objection #salescoaching #sales #salestips

13 Jul 2024

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Short sales-coaching clip addressing the "money fear" objection. The speaker explains that when prospects express money-related concerns, salespeople often treat them as purely logistical (payment, funding) issues. That approach is ineffective because the prospect may be fearful and therefore not fully truthful, open, or resourceful enough to seek payment plans or funding—so coaches should address the underlying fear rather than only logistics.

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 they 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.