How To Handle The “I Can’t Afford It” Sales Objection

Welcome to the Limitless Women podcast. Our mission is to

help women business owners like you grow profitable businesses

and actualize your opportunities to serve and give to yourself

and others. Here's your host, the founder of Limitless Women,

Laura Gisborne.

In this video, I want to share with you something

I hear again and again from women. They meet their ideal

client, they're super excited to work with them, but then they

receive the objection, "I just don't think it's right for me

right now. Okay, I just don't think I can afford it right now.

We'd love to share with you is a couple of steps you can take to

avoid this question most of the time altogether. And then, if

you do receive the question, how to answer it in a way that's

gracefully that moves both you and your prospect to a solution.

When someone says to you, "I can't afford it right now, a

couple of things are going on. Either they're not convinced of

the value of the product or the service that you're offering, or

they're not convinced that it's going to work for them, right?

Or there may genuinely be something going on with them

that is in the way. In which case, a not now could be a

someday. But what your job is is to really help them become

clear. In our sales with ease process, we teach women to

really look hard at step number one in a seven step process.

That first step means that when you get into a conversation with

someone, your whole heart is engaged with them having an

outcome and a solution that's best for them.

We walk in faith in our community, and we know that

sales becomes a numbers game when we're really clear about

who our clients are, what they're struggling with, and how

we're uniquely designed to partner with them. This is all

the stuff that has to happen before in the foundations work

that helped sales with ease become an actual process, right?

So to make your sales process easier and to avoid that

conversation of not now, what I want you to do is consider this:

Did you, before you started the conversation with someone,

really go into it with a clear communication that you're here

to be of service to them, regardless of the outcome?

Versus, we're here, and I'm going to invite you to work with

me if it's a match, right? There's all this sales training

that's kind of slimy and doesn't really work.

I want you to consider what if you actually met your prospect

where they are, and really thought about what was best for

them, no matter what. That takes courage, and it takes strength,

and it comes as a result of being successful and having

enough sales conversations that you know that the ones who are a

perfect match really do come together in a way of grace and

ease. If your person is not convinced that this is for them,

I want you to ask them: Are you convinced? They say, "I can't do

this right now. I'm going to ask them: Is it a now thing? Is it

something really going on in your life that's going to

change? And if so, when do you expect that to be different? Ask

them. You have nothing to lose, and they have everything to

gain. They may literally. I've had so many women over the years

come to work with me who said, "I'm literally working with

another mentor.

I'm deep in a program. I've committed to being here fully,

and I'd like to start with you september 1. I said, "Great!

Right now it's May. Would you like to go ahead and make a

deposit to hold that time, or would you like me to just circle

back around with you in a couple of weeks? Let me know what's

best for you. Right? Chances are they're going to say, "Yeah, I

really want that. Let's go ahead and get that appointment on the

calendar and give me some things I can do now to get ready for

when we start working together. Right? Give them an assignment.

Give them something that they can start to have a win right

away. Don't wait always until the credit card is in your hand

to know that your sale is happening. If your person is

congruent and they are authentic and they want to do the work and

it's authentically not right now, be okay with that. You've

got to trust that one person is not your source. God is your

source. So you've got a thing going on for this other person.

Be generous. I give you my word. You will never lose by being

generous. Okay. If that's not what's going on, and the person

says, "Well, it may not be, you're like, "Okay, can I ask

another question? Don't want to offend you. Don't want to push

you, but really just want to make sure you're clear for today

that this whole conversation is about you getting the results

you want. Is there something about this program that you're

not sure is right for you? Right, and let them tell you

what's going on inside. Give them more space to share how

they're feeling, what's going on with them, some of the things

you may. Not have uncovered when we teach women sales with ease,

our whole focus is on discovery and loving a woman and getting

her really clear about her results and her desired outcome.

And before we ever make an offer, I always, always ask: Is

there any reason that you would not want to take action today

solving this problem. Now, hear what I'm saying to you. Stay

with me for a second. You met this ideal person. She said she

wanted a solution. You found out what the problem is. We have a

secret sauce called information confirmation. You've spoken back

to her. You've gotten clear that this is she's. You've got her

problem. Before you share your goodies, you want to ask her: Is

there anything that's in the way of you taking action to solve

this problem? She's going to then tell you the not now. So

instead of you giving your best and giving a whole presentation

and telling her all the bells and whistles, let her bring that

to you in the upfront.

This is a way to build tremendous trust. It's a way to

continue the conversation versus trying to spill all the bells

and whistles and the features and the benefits and all the

things that are so great about your program. You're making it

about you, and you're making it about somebody else. You're not

making about the person in front of you. Make your conversation

about the person in front of you. Find out what's on her

heart. Find out what's going on for her right now. She may just

surprise you and lean in and say, "Wow, actually, there's no

reason I wouldn't take action today. If this actually could

solve my problem, then you're going to ask another question.

So, what would let you know that this could really do what you

needed to do? What would you need to know? What would you

need to hear right now? What would you need to see? Who would

you need to speak to?

I mean, I'm going to tell you something, ladies. I have served

1000s of women over the last decade in this work of

leadership and mindset and philanthropy, and I had no clue

that this is where God would take me, but I have no problem

introducing a sister to a sister because I have happy clients,

and you will too. You've got to get serious about sales being

about service. Lean in to find out what she needs, and if she

needs a validation from another person, introduce her to

somebody that you've helped, don't just show her a website

with all your testimonials.

Say, "Hey, you know, let me reach out to my friend Donna and

see she'd be willing to have a chat with you. I don't want to

just give you her number without her permission, but do you mind?

I'm going to send her a quick text. Would that be what you

needed? Then that person now is in the face of what they said

they wanted. I need to talk to somebody else who I can really

trust that this is going to be what is going to give me the

results? Happy to make the introduction. Okay, meet your

prospects where they are, so that you can help them get to

where they want to go. I'm Laura Gisborne, founder of Limitless

Women. If I can be a support to you in any way, please don't

hesitate to reach out.

You can set up a call with me personally at

schedulemycall.today. There's no bells and whistles. You just go

there and answer a few questions about who you are and what

you're looking for. It will take you directly into my calendar.

Please be patient with me. I travel a lot in this season of

Life of Legacy. It's my pleasure to connect with you, but that's

the way to reach me personally if I can be of any support to

you.