An 8-figure CEO shares how to handle the "I don't have the funds" objection in sales. Position yourself on the prospect's side, confirm they want the program, then surface what benefit matters most to them. Once intent is clear, introduce financing or payment plans to move from desire to commitment.
Step 1 is getting on the same side of the table and reaffirming their want and need to do the program, but it's simply just logistics that's stopping them from moving forward. So we go, if you did have the funds available, would this be the answer for you? Okay, well, that makes sense. Do you mind telling me what is it specifically about what I've gone through today that you think will be of most benefit to you? Now what we've done is established the fact they want to do it. If they had the money right now, that, that they would pull the trigger. This is where we would then pitch either a payment plan if you've only pitched the paid in full, or some small way of moving forward. So you go, okay, well, so what are some ways that you think that you'd be able to find the fundings that you can? Learn XYZ so that you can insert emotional driver here. You know, if I was able to offer you a payment plan, would that be of help to you? Okay. Do you want to kind of want me to take you through exactly how the payment plans work? Okay. So we get them on the same side. We reinvigorate their want and their need for specifics. We make them think about a few options and then we prompt them and we coach them into a payment plan.
