How to handle "That's a lot of money"

If a prospect ever has sticker shock and says, that's a lot of money, this is what you don't do. You don't speed up and say, well, it's not a lot of money if you really think about it, but if you need us to, we could discount it for you, and you've already lost a sale. Understand when somebody has sticker shock that their mind is sped up. They just heard a number that they weren't prepared to hear. There's a lot of fear, there's a lot of uncertainty there. So what you need to do as a salesperson is slow down yourself to help slow down the prospect so they can actually start thinking about what's important, their why. Because you have two things when you're an objective handling their why, like why they need to do it and then their objection. But when they're fearful, they're focusing a lot more on the objection. So your job is slow them down and get them to focus a lot more on their why. So what you're going to do is you're going to take a breath, you're going to take a sec, don't jump down the throat, and you're going to say, hey, I can understand where you're coming from. When you say it's a lot, a lot compared to what is it a lot compared to your goals? Why does that work again, you're getting them to stop focusing on the price and get them to start focusing on the actual outcome. That's why they're here, they're why. And then once you get them to admit, well, no, I guess that's not a lot compared to my goals. It's like, okay, man, and we can definitely figure out the money. That's not an issue. If you just put money aside, is this something you would go ahead and do? Yes. Why would you do it? Why would you actually invest in yourself again, get them to start talking about their why. Why do you want to go ahead and do this, you might ask. Because people think by talking. So if I direct what they talk about, I direct what they think about. So I'm going to shift their focus from the money, the objection, the uncertainty, to their why, why they want to actually do it. So that way I can start to make their why bigger objection. If you do this on your next sales call, I promise you, you're going to have a lot easier time actually overcoming that objection.