HOW TO handle the BIGGEST objection (stop losing money!!!)

So the biggest objection in the game, the one that a lot of people lose deals to because they don't understand all the different nuances with this objection— that objection is the money objection. Okay, but what happens is people don't know whether it's because— if it's like they don't see the value, they don't know whether it's the prospect's afraid, they don't even know if it's what they're afraid of, they don't know if it's a logistics issue like a payment plan, and you end up losing deals because you're handling the wrong money objection, or you're just not handling the money objection. Okay, so in this video, I want to show you step by step exactly how to handle the money objection. So I mean, this is essentially the most important, um, objection there is because everything comes down to it in some way. Um, you know, if somebody wants to think about it, it's because of the money. Somebody wants to speak to the partner, it's because of the money. Somebody wants to wait until after Christmas, it's because of the money. If somebody says they don't know if they'll have the time, it's because they don't know if they'll have the time with the amount of money it costs. Like, it all basically comes down to money, right? But also, it's the first thing that you want to figure out on a call, because last thing you want to be doing is objection handling someone for like 20 minutes, get over the objection, and then realize that they don't have fucking money. 'Cause it's like, you could do the best word tracks in the world, but if the person doesn't have money, then, then yeah, it's a bit shit, right? So does anybody know, if you've paid attention to any of the calls, does anybody know what the first part of the money objection is? Or the first thing to say?

Is it like understanding like You know, is it just a bit of like sticker shock, or is it actually going to put you on the streets? That kind of level.

Yeah, um, but first off, we'll do something before that. Anyway, now I'll give you a clue. Stop the first two words of money aside.

Money aside is just the right vehicle for you.

Yeah, so money aside, sorry, my throat. Do you feel like, do you feel this can be the answer for you?

Sure. Could I ask a quick question?

Yeah.

Is there occasions where you're not pitching because you've uncovered earlier in the call that they're genuinely skint?

Yeah, if it's like there's genuinely no way around it, then there's no point of pitching if I can't afford it.

How would you like to say that?

Some people as well are like, oh well, if the person's not coming in, I'm never gonna pitch. It's like, just fucking pitch. Like, yeah, they might surprise you. So like, I'm not one of that, but if it's somebody who like If we've basically figured out like there is no way in a million years they can afford this, then there's no point pitching.

Yeah, just because I've had people earlier in the call going, I'm absolutely skint, and I'm like, oh, it depends what somebody defines as skint, right?

Like, we'll probably all know one person who says, oh, fuck, I'm skint until payday, but in actuality they've got like 40 grand in a fucking savings account. We all know that one person, right? So it's like, it— like, are they actually skin? Do you know what I mean? Like, what is their definition of skin, right? Like, is it a case where like they don't have loads of money, or— but then also it's like, how long would it be until they're not skin? You know what I mean? Um, but yeah, so money aside, do you feel like this can be the answer for you if they say yes, right? Basically want to do before they go, yes, but, right, as soon as they say yes, like, okay, like, why do you feel that way? Okay, as soon as you give yes, okay, why do you feel that way? Okay. If they're like, no, or like, if like, yeah, it's like, it's not strong. It's like, then we'll go the opposite way. So it's like, you hear about it, you don't seem too convinced. Is there any reason you feel like we can't get you to where you want to go? Right? Handle that, and then back to money side, right? So money side, if you have the answer for you, yes. Okay, why do you feel that way? Right? And then they'll tell you. And then it's— and then you get a really strong tie down. Why do you feel that would be helpful, right? So this is basically what you do. Like, something like, oh, it's too expensive, I need everything, okay, um, or whatever, right? So money aside, you feel it's gonna be an answer for you? Yes. Okay, why do you feel that way? Why do you feel that would be helpful specifically? Okay, so I got a really strong tie-down, and then what you can do is just go, okay, so how do you want to proceed? Right? So this is like the first loop, right? I always finish— you always want to finish a loop with like, how do you want to proceed? Because it's like open, you know what I mean? Like, you're not gonna get somebody feeling like it's pressure-y because you've given them an out, right? So yeah, how do you want to proceed? And then you do another loop, how do you want to proceed? Another loop, how do you want to proceed? Right? So that's loop 1, right? Some— and a lot of times after you've done this and got a really strong tie-down, right? Then they'll just sometimes we'll just pay, right? If not, right, it's like, okay, cool. Is it a case where you have the investment? You are just a little bit uncertain, right? The reason you say a little bit uncertain is that they actually admit to it. Because a lot of people might want to admit that they're scared. Is it a case where you have some of it and we just need to figure out a way around it? Or does one of us have to sell a kidney? Right, the way you just introduced a little bit of humor, right? It's a little bit of humor into the conversation. Okay. So then what you're doing is now it's like 3 different things. It's either fear, logistics, or the genuinely fucking scared, right? So if it's like, which one should I do first? Should I do logistics? Or should I do Fear first.

Fear.

Fear. Okay. So fear, it's pretty simple, right? First thing you want to do is, like, just normalize it, right? And just like, make them realize that it's normal. Just be like, yeah. So, sorry, I'm putting fear, right? Yeah, that's, that's fine. It's normal. What is it you are uncertain of? Specifically, right? And they'll reveal what it is that they're— they'll reveal what it is that they're afraid of. Okay, so it's like, oh well, I want to make sure that I'll actually get the result before I invest. Then you handle the fear of rejection, right? If it's, um, if it's a case where like, oh well, like I'm afraid that I might not get the support, it's like a fear of rejection, right? You handle that, right? But basically whatever they say, you go into like handling fear, okay? Which like we can cover that in another lesson, but like we'll just cover like the actual money side of things first. Okay. And then they'll reveal fear, and then handle. Okay. Then if it's logistics, where it's like they've got some of that, okay, cool. That's not an issue. Right? Because remember what I taught you in a lesson the other week, logistics is always two, there's two different types, there's resourcefulness, and there's conditioning. Right? So it's like somebody's relationship with money, but also whether somebody's willing to get resourceful, right? Um, that's not an issue. Um, I guess we can either focus on what we don't have and stay in the same fight, or we can come together and figure out a way to logistically make this work. Okay. Um, what do you feel would be better? Right. And then also like relate it back to the goal. Sorry, I forgot to mention that. Because you always want to relate it back to the goal. So you can get the goal, right? Then they'll be like, what do you feel would be better? They'll obviously say, like, figure out a way, right? And then you'll say, okay, cool. So first off, you want to say, so what are some ways we can come up with the funds so you can get to X, Y, like to get to goal. Okay. So what's the way to figure out whether there's a way that we can actually come up with the funds, right? Or if like, I'm not sure like how I'd be able to pay that in full. And then it's like, okay, Now, there's a— I like this line. There's a famous saying, it just relieves tension. A crackhead will always find a way to buy crack. Right? And they'll just laugh a bit about it. So that, okay, that was a famous saying that, you know, a crackhead will always find a way to buy crack. Now, I'm not saying you're a crackhead, don't worry. But would it be an outrageously terrible idea to figure out a way that we can like break this down and become resourceful again to, you know, get you on the path, right? And then they'll be like, yes. Okay. Now what you want to do is you want to be like, obviously, like, does that make it like your US prospects?

Because I know you do sell to the US as well, don't you?

Yeah, I do it with everyone. It's just, it's just, you know what I mean? It's just, it's like, it's not like super fucking serious. Yeah. Yeah. Okay. There's a famous saying that like, you know, a crackhead can always find a way to buy crack. So like, what are some, like, if we were able to like break this down to make it, you know, less like upfront for you and we could just kind of like, you know, make it more manageable, would that like help you move forward today? Before going into payment plans, right? So it's like, okay, so if we were to figure out a way to— fuck me, I can't spell, fuck me. Figure out a way to break this down over timeframe, would that help you move forwards? Right? Because you want to make sure that like, they'll actually move forwards once you've given the payment plan. Okay. Because you don't want to give like payment plans and they'll be like, yeah, that's worth considering. Let me figure it out. Right? It's like, fuck. So you want to make sure that you get the tie down of that. Okay. You can even double tie down and say, are you sure? Right? And then be like, okay, now what I don't like to do is like, we don't really have like set payment plans. Because you want to make sure you can collect the most cash upfront, right? You don't want to start going into like, well, we can either do it on a 2-pay or a 3-pay. Because it's like, we don't actually know what the person's got. Right. So what would you say you can invest today, right, without living off hot noodles for the rest of the month? Or like if you sell under, you know, the US, you have to just say instant ramen because they don't know what a pot noodle is. But right, just to like once again really get the attention, right? And then what they'll do as well is they'll like, whatever the number they say, so like let's say the program's $4K. If they say, oh, I could invest $3K today, is just like, okay, when do you like, I guess, next get paid from work? I get paid end of next month. Right. Okay, what we can do is we can do $3K today, and we can do, you know, $1K in a month. Right. And then you go, they go, so if it's like, I can do $2K today, it's like, okay, what if we did $2K today? And then when do you next get paid from work? Okay, cool. We could do $2K today, $2K next month. And then that way, we're all fully paid. And ready to go. How does that sound? Or if you've got finance, then obviously you can go through that, right? If the person's like, fucking, like, still can't, like, logistically make it work, then you do open wallet, right? You know, where it's like, I mean, first off, do you actually want our help? Okay, so is it okay if we have, like, an open and honest discussion around finances, like, figure out what we can do? And then you ask them, you know, how's it coming in each month, outgoings, and figure out exactly how much they can afford. And then go from there. Either like make a weird sort of payment plan, right? Because it's better to get a shit payment plan than fucking nothing, right? Or, you know, see if there's— yeah, either that or like they might qualify for a financing option, right? But then also, once again, going back to the resourcefulness, like if they've got anything that they're willing to sell, Right. I've actually— shit, I forgot about that guy. But I've got somebody that's sold a guitar the other day. So he's ready to move forwards. I need to message him actually, because he messaged us that he sold his guitar and didn't respond. Let me quickly do that right now. Um, but yeah, so how much was this guitar worth, Joe? Um, he sold an amp and he's trying to sell his guitar. His guitar was like 3 grand.

Really?

Um, yeah. Um, Because like, if the why is strong enough, people will find a way. Yeah. Do you know what I mean? Like, crackheads go around selling copper to score crack. Like, you know what I mean? It's like, you can't— you can't— basically, you want to make the person realize that they can't have a worse mentality than a crackhead. Like, basically. Like, you know what I mean? Like, how embarrassing is that? It's like, um, like, crackheads will fucking do anything. They'll take it up the bum to get fucking crack. Crack. Like, so it's like, but yeah, um, but also there's like other ways to get money. So like, do they currently have credit cards? If not, they're going to apply for one. So like, if you sell into the US or Canada or whatever, there's like Amex Blue, um, it's like instant approvals. People can get a virtual card with it as well, um, and then go with that way. Um, you got to be careful with that. You got to make sure the person's actually willing to just for like compliance and shit. But like, there's like Amex Blue, you know, there's loan companies. If the person's actually willing to do it, right, you know what I mean? It's like, it's up to them, not us. Like, the person doesn't want to take out a loan, don't try and push it. Because like, you're violating so much stuff. It's like, don't do that. That's what gets offers like fucked up. Like, I don't know if you've heard of them. What was he called? Massive guy in info. But that's what his was, like people like taking out loans and not getting the results and like fucking Reddit posts and everything. Got shut down by the FTC, but—

Wow, I thought your offer didn't have any compliance.

No, but it's like, I can do whatever I want, but I also don't want to get the offer fucked. Yeah, yeah. If I do, I've got to go another offer. And I like me off of it. It's fun. But yeah, that's basically like how you do like a money objection, right? And then if logistics, there you go. Makes sense? So it's pretty simple when you think about it.

Would you ever go like, I guess they keep bringing up objections, would you start to reframe back into like the commitment?

No, always. So one of the worst things you can do in objection handling is hand— like, you're handling an objection and then they give you another objection and you start handling that, but you haven't actually tied off the other one, right? So it's like, if they start mentioning— like, if they start mentioning, like, other things, you still tie off the objection that you were handling, right? So let's say somebody's like— for example, it applies for all objections, right? Like, let's say somebody's, um, giving your, like, a part— somebody gives your partner objection, right? And then, you know, you ask them a couple questions and you can tell that they're scared, right? But you still haven't tied off the partner. It's like you tie off the partner first before you go into fear, right? Because, like, otherwise they're still going to bring the partner. So it'd be like, you know, like, if somebody was like, oh, I just need to speak to my partner, um, it's like 'Okay, cool. Is that more of like, uh, you know, you're going to your partner to ask for permission? I'm also a blessing.' 'Uh, blessing, whatever.' 'Okay, so if you knew that you couldn't fail, what would you do?' 'I would do it.' 'Okay, so would it be fair to say that it's less about speaking to your partner, it's more just a case of you need more certainty that you'll actually get the result? Would that be fair to say?' 'Yes, that would be fair to say.' And then the partner's tied off now, right? Whereas if we don't finish tying the partner off, we're going to fear they're going to bring the partner