Christian Polk says the sales line "Money aside, would you do it?" cheapens your offer and anchors prospects to low value. Instead, tie outcomes to price throughout the call so objections become about results, not cost.
Money aside, would you do it if you had a duffel bag full of money? Would you do it? Absolute worst objection handles to use, and you should never say them in a sales call. It unsells the prospect and it creates some sales resistance. Imagine I was telling you and I was like, hey, my sales coaching program, $7,000, you know, holy crap, it's a lot of money. I said, okay, I totally get it. Like, money aside, would you do it? And you'd say, yeah, of course. Why though? And then you'd say, oh, well, you know, I definitely want the call reviews. I want some of that one-on-one coaching, all of that. All I did is anchor in your mind, if this was $0, a.k.a. worthless, you would see value in it and you would do it. So now you're associating cheap, low value, low cost when the real problem is you cannot make sense of the $7,000 price tag because you don't see the value. So the actual objection is it's too much money for too little value. They never said banks are out of money, economy shutting down, credit cards out of money, I can't get a loan.
Now, overall, he's not wrong. When somebody is objecting to the price like, hey, that's too much money, there is a belief that is behind that. Now, where I feel like this is misaligned, like, first of all, I say this on sales calls. I know people who have made over $100,000 per month. They use this on sales calls. It definitely word. I think it's a contrarian take to kind of get some attention, which like, fair enough. I'll probably have some contrary takes to give me some more attention. But understanding that there is a belief behind the money. Now, if you've done your sales call correctly, value should already be tied off. So it's not that they don't see the value for the price, it's that they're focusing on the price rather than the actual value and outcomes they get. It just depends on what they actually focus on. So that's why when you say, money aside, would you do this? Yes. Why? Why actually invest in yourself, and you actually get them to start focusing on their outcomes— what do they want, what do they get— that's what helps you move them. And then from there, you can actually use any particular reframes to shift how they're thinking about the money. So what you need to be thinking about when somebody gives you a money objection is, generally speaking, they're focusing too much on the actual money they're putting down rather than the outcomes they can get. So it's price-based versus results-based thinking. That's what you need to shift. If you do that on your sales calls, don't get too caught up in the word tracks, this or that. Actually understand the psychology behind it. You'll start to Overcome objections.
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