In this sales coaching video, Speaker A (a sales representative) handles a prospect who claims the full program is unaffordable. The rep acknowledges the concern, offers a lower‑tier entry program, and then proposes a six‑month plan at a reduced monthly rate, attempting to down‑sell before fully exploring the prospect’s financial situation. Speaker B (the coach) reviews the call, praising the rep’s overall demeanor but highlighting a critical misstep: the premature downsell. The coach advises the rep to first uncover the prospect’s actual budget, savings, credit options, and possible financing routes, emphasizing the need to sell to the prospect’s need rather than their stated budget. Only after exhausting these avenues should a downsell be considered, ensuring the prospect can access the full‑program benefits.
Chapters
Worries? Not at all. So when you say can't afford too much, I get that we never want the investment to really get in the way here. So is this fully out of reach or kind of just a bit of sticker shock just so I can see how I can help? No, unfortunately it's fully out of reach. Like the biggest thing that I care about is that you actually have 100 confidence that this can solve all your problems. Putting the investment aside, how do you actually feel about everything that we talked about? No, I would be really excited to join the program. It's just. I know I simply can't afford. It's kind of what I'm thinking then because again, the last thing I'd want would be the investment to get in the way for you. With everything that we've talked about, this isn't the only plan that we have. We do have a more entry level, bit of a lower tier program that's definitely going to fit a little bit better. Now, just so I know that you know I'm helping you in the right way, what do you feel like are the one or two main things that you actually need in order to see success? Only the nutrition and I want all the different workouts. Obviously you know your budget a lot better than me. What are we kind of thinking you are willing to make work for yourself? Are on a month by month right now just. Just so I can see how I can help. I could probably do 400amonth. Well, here's kind of what I'm thinking. Instead of us starting with the full 12 months, but I think it's going to make a lot more sense for you to be start with more of a six month plan. So it's going to be a 4K investment for those six months. When we break it down monthly, we're looking at ballpark around 350ish a month over 12 months. And of the six months as well, you want to add on more time with a coach, you are entirely allowed to do that as well.
So overall I feel like she does a really good job. I feel like the biggest misstep here going to the downsell too early. Which means you're not fighting for the full program when somebody tells you like hey, I can't afford it. We need to explore that. We need to understand what they actually have number one. And number two, what other options can they potentially explore for getting the money together? Because you want to actually get people to solve their own problem in order to get out of their comfort zone a little bit so they can get the full program because the full program is going to give them the best results. So you're selling to their need, not to their budget. If you're able to shift what their budget is to fit their need, you're going to help them more. So instead of you just going right into a downsell, you want to understand like okay, what are you actually working with right now? Do you have things in savings credit? Let's say they have absolutely nothing there. Then from there you might offer financing and then from there if they can't do the financing then we downsell. But don't downsell too early. Understand if there's any other ways they can get the money if they have credit, anything along those lines that allows them to do the full program and then and only then are you going to downsell. So don't downsell too early. But other than that pretty solid on the objection.
