Christian PolkYour Friendly Neighborhood Sales Trainer

How to handle ALL Money Objections

1 Feb 2026 · 1 min

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A short instructional talk advising coaches/sellers on handling "money" objections. The speaker recommends first clarifying and diffusing the money objection, setting the money concern aside to secure buy-in, and then eliciting and emphasizing the prospect's emotional "why". The core tactic is to use the prospect's own motivation to reframe the decision rather than arguing the objection directly.

Chapters

So the biggest thing you just want to be paying attention to when you do get a money objection is are they actually trying to solve the problem or not try to solve the problem? So first and foremost, once we get the objection, it's money. The first thing that we're always going to do is just clarify, what do you mean by that? Diffuse not a problem. And then we're going to put it to the side and get buy in. Generally speaking, I'm going to ask this twice because I want a good emotional outcome. So it's like, okay, money aside, would you do it? Why would you do it? But why actually invest in yourself so you could. I want a good emotional outcome. And the reason is we have two things going into the objection. We have their objection, which in their mind, especially if they're fearful, is ginormous. But they also have their why. So what we need to do is we need to get them to start focusing on their why. We do not try to handle objections without their why. Because if we do, it seems like we're doing something to them. But if I have someone's why and I remind them of their why, I'm doing it for them.