The good news is, once you learn how to use this heart-centered guided discovery process, you can enjoy a multi-thousand-dollar sale with a fabulous, invested, action-taking client every fourth or fifth conversation you have.
Today's gem is about how to handle the common objection: "I can't afford it right now."
When you hear those words, or something similar, there is generally one of two things going on and you need determine which it is before going further.
Suss Out the Truth
You need to find out right away if you are dealing with a cash-flow problem or if the prospective client is putting off making a decision.
Many times people will say they can't afford it, when really they just don't want to say yes or no. It's actually amazing when you pay attention to all the things we will say to avoid saying yes or no...to avoid making an actual decision.
To uncover what's really going on, address it directly. For instance, you could say, "Hmm, is it that you need more time to make a decision? Or are you a yes and you just need to work with the cash flow. For example, would a payment plan help?"
Their response will tell you what to do next.
If It's a Cash-Flow Problem
If the problem is a cash-flow issue, the situation is fairly straightforward. Work out the details with the prospect by offering a combination of a deposit and payments that will also work for you. (Caution: Better to walk away than to structure something that does not work for you. Trust me on this. I've learned the hard way.)
If They're Undecided
If the real issue is that they want to have more time to think about it, then you would interact with the intention of helping them get to a clear yes or no so that they can leave the call having made an empowering decision rather than with one more thing to "think about."
I call this place to come from "committed but not attached." You are committed to their getting to a place of clarity and decisive action, but you are not attached to what decision they ultimately make. In my opinion, this is the highest level of service you can provide to a prospective client who is considering investing in themselves through you.
If you find that they are just unwilling to serve themselves by making a decision, and if it's someone you would like to leave the door open with, you can always let them know that they are welcome to call back at anytime, no problem. Because the truth is, and you can share this with them, "It's totally worth it at the full price without today's special offer."
They then get to decide if having time to think about it is more important than the money they would save or the special bonuses they would get if they decided to invest today.
