Christian PolkYour Friendly Neighborhood Sales Trainer

Problem When Handling Fear Money Objections #salestrainingsolutions #salescoaching #objection

12 Jul 2024

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A short sales-coaching clip (Christian Polk, July 2024) about handling 'fear of spending money' objections. Polk recommends first addressing the underlying belief, asking permission to share perspective, then framing the offer differently depending on whether it’s an ROI offer (focus: "which is the problem/which is a symptom") or a non-ROI/risk-based offer (focus: "which is riskier").

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.