Price isn't the main reason why you keep hearing “I can't afford it.”. In this episode, we dive deep into this topic and talk about how to handle pricing objections with ease. If you have been selling your services, your products, your programs as a high expertise coach, consultant, you may have come across this very, very popular objection, which is “I can't afford it.”.

Perhaps you have even decided to go ahead and discount and lower your prices and give people special offers deals. And yet, guess what, you're still hearing. “I can't afford it.” Today, I'm going to break down for you exactly why pricing objections happen, what you actually need to be focusing on instead. Plus strategies that will help you to get over this, especially if this is an area that you have been struggling with.

Biggest Takeaways:

• Pricing objections are not always real. We WILL find the money for the things that are the most valuable to us. The things that are the most important and the things that we prioritize.
• Your customer or your potential customer is thinking, “Is it worth it?”, “Can I do it?”, “Do I want to move forward?”, “Is this the right time?”. All of these thoughts and doubts are creeping up and it's being manifested in these words of “I can't afford it.”.
• It's a matter of figuring out how you can be resourceful, how can they be resourceful and coming to a place where the investment makes sense for both of you.
• When you come from that place of knowing what you deliver is top notch quality such that it is way more valuable than what you're asking people to invest with you, that is pretty magnetic.

Quotables:

• Their desire for your offer needs to be far greater than any fear, doubts, confusion that they're holding onto that is allowing them to stay where they currently are. [Tweet This]
• You have within your control a lot of different levers and mechanisms, strategies to help you overcome pricing objections. [Tweet This]
• Be confident that the value you're giving is equal to or more than the price that you are charging and the investment that you're asking for comes from that place of service. [Tweet This]
• Pricing objections are not always real. We WILL find the money for the things that are the most valuable to us. The things that are the most important and the things that we prioritize. [Tweet This]
• When you come from that place of knowing what you deliver is top notch quality such that it is way more valuable than what you're asking people to invest with you, that is pretty magnetic. [Tweet This]

Highlights:

• Why pricing objections are not always real [01:50]
• What you are selling is an opportunity [04:17]
• What to do when pricing objections come up and how to identify if it is really about the money or something else [05:11]
• How to validate their concerns [07:44]
• How to walk them through the resistance and find out if your offer is a fit for them [11:58]
• If you are still stuck, this may be the ONE last thing that may be triggering pricing objections [14:13]

Bonus Resource:

Turn “I Can’t Afford It.” Into “Sign Me Up!” - Overcome price objections to get more sales, more paying clients and turn those Nos into Yeses! Grab your free copy now.

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I wanted to share more about my story and how I want to be able to help serve you as you’re going to come along with me on this journey for the content that I have planned and the incredible guests who I am able to bring on this show for you as well. 

I never intended to have a career in sales. In fact, I always ran away from sales jobs for as long as I can possibly remember. I'm not a stranger to sales. I'm not a stranger to business and I'm not a stranger to entrepreneurship. In fact, my parents have been entrepreneurs ever since I was, I think ever since I was born. I don't remember anything else other than kind of growing up beside them as they ran their brick and mortar store. However, I found myself going from over 600 million in corporate sales to a 6-figure business.

Biggest Takeaways:

• How I went from being a huge introvert who is also definitely shy of public speaking and doing everything related to crowds to ending up in a sales role.
• I've had a marriage and two kids and the white picket fence. Yes, I even had that and from the outside, everything looked perfect. What was happening on the inside though was very, very different. I was a victim of my own success.
• My breakdown lead to my breakthrough. This gave me the opportunity to share all of these big corporate strategies with small business owners, entrepreneurs, experts like you, and show you the exact behind-the-curtain steps that I have taken so many people through to create success in sales and allow you to master the sales game.

Quotables:

• Your breakdown will lead to your breakthrough. [Tweet This]
• Once you know the rules of selling, it really just is one big game and it's a matter of practicing and implementing and executing. [Tweet This]

Highlights:

• I never intended to have a career in sales and ran away from sales jobs for as long as I can possibly remember [01:02]
• I decided to embark on my own and try and do something that would allow me to live a life of freedom [02:44]
• I wasn’t good at the selling part. So I watched an informal mentor of mine till I was able to create and master a sales process that worked for me [03:34]
• How my breakdown lead to my breakthrough [04:46]

Bonus Resource:

5 Steps To Growing Your Abundant Sales Mindset - How to connect authentically with your audience so you can finally sell with more ease and less sleaze. Grab your free copy now.

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Introverts can sell just as well, if not better than extroverts. After having worked with hundreds if not thousands and thousands of sales professionals back in corporate, what I know to be true is that regardless of your background, experience, age, ethnicity, gender, it really doesn't matter. Introverts have just as much capacity to be able to sell extremely well as extroverts do, if not better. 

Too often what we think of is that extroverts, the ones who have the big personality, who just seem to have that charismatic nature that draws people to them.

Introverts can do extremely well in a sales career, in selling in their business and making those sales, especially premium programs or services, is because of their ability to be able to connect in a very unique way.

Biggest Takeaways:

• Contrary to popular belief, introverts have just as much capacity to be able to sell extremely well as extroverts do.
• You hanging in the background during a networking event, observing, listening and figuring who's going to be the best person for you to connect with, is the exact same strategy that you can apply to selling in your business.
• You can structure your business model and set up in a way that allows you to actually shine in your personality as an introvert.
• In selling, your job is to lead the conversation using high quality questions and responding appropriately. This takes a lot of active listening and this is a skill that introverts excel in because of the nature of our personalities.

Quotables:

• Your ability to connect deeply actually works in your benefit, especially if you're working one-on-one with your clients. [Tweet This]
• Sales is an activity of listening. Your job is to lead the conversation using high quality questions, actively listening and responding appropriately. [Tweet This]
• Even if you are an introvert, you have the ability to sell. Sales is a skill that anyone can learn. [Tweet This]
• You hanging in the background during a networking event, observing, listening and figuring who's going to be the best person for you to connect with, is the exact same strategy that you can apply to selling in your business. [Tweet This]
• You can structure your business model and set up in a way that allows you to actually shine in your personality as an introvert. [Tweet This]

Highlights:

• Why introverts can do extremely well in sales [01:25]
• Why your hanging out in the background at networking events is the exact strategy you can apply to selling in your business [02:16]
• How my client, who is both introverted and shy, figured out a way to sell that worked extremely well for her [05:17]
• The TWO critical pieces you need to manage your energy when selling [09:41]
• Why sales is really an activity of active listening and how this works really well for you as an introvert [12:45]

Bonus Resource:

5 Steps To Growing Your Abundant Sales Mindset - How to connect authentically with your audience so you can finally sell with more ease and less sleaze. Grab your free copy now.

Send me your burning questions:

Send me your questions and I will profile you here on an upcoming show.

Find out more about me here: 

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