all right in today's training I'm going to show you how to help your prospects overcome the it's too expensive objection all right so it doesn't matter what industry you're in I'm going to show you to customize it to what you actually sell okay and then I'm going to show you a few pointers on how to help them overcome that themselves first of all go down to the bottom of this video hit the Subscribe button that's probably important for you hit the Subscribe button and to the right of that or maybe the left I don't know
somewhere in there there's like a little bell that's your notifications button hit the notifications Button as well so you get notified by YouTube Every time I post a new training video which I typically do two to four times a week so the first thing you have to understand when a prospect says hey this is too expensive for us you don't actually know what that means because just because one Prospect says this and let's say that the reason why they say it's too expensive is because they just don't have the money for it for an another
Prospect it could mean that they're saying it's too expensive because they're talking to one of your competitors is 10 percent cheaper you don't know really why they're saying that so it could be 10 other reasons why it could be too expensive once they include the maintenance cost if you sold like farm equipment or tractors or something it can mean different ways depending on your industry so when they say it's too expensive what you first want to do is ask what are called any PQ clarifying questions this just helps you find out what they mean by
that you know Jeremy this we've really taken a look at this it's just too expensive for us you can say in what way oh in what way okay just a curious tone Oh in what way or I can say too expensive like I'm cure like too expensive yeah the reason why I said it's too expensive is because do this this works really well you can just repeat back the word too expensive to expand like you're confused too expensive well yeah because we're already meeting with XYZ competitor and they're seven percent cheaper for the same service
okay or you can say oh how do you how do you mean it's too expensive or oh how do you meet so you can use how do you mean or too expensive or in what way though okay that one question that any PQ clarifying question now if you're brand new you've never seen any of our training or you're not one of our clients in our virtual training uh portals or Group Training any PQ stands for neuro emotional persuasion questioning it's learning how to get your prospects to pull you in and sell themselves rather than you
trying to push in pressure which as you know very rarely works with most of your prospects unless you like playing the numbers game which I'm assuming you don't that's why you're here because you're trying to advance your skill level to make it a Skills game where you learn how to sell far more effectively to each Prospect all right which drastically reduces how many people you have to talk to to make a sale okay now what you can do let's say if they say well you know it's just too expensive because I just don't know if
we you know if we can spend the money on this now this is a way where you're comparing two options solving the problem which gets them into results base thinking okay over price based thinking okay because right now when a prospect says it's too expensive and you find out that they just like ah I don't know if we want to spend the money on it that means you didn't do a good enough job to get them into result space thinking that they're just thinking price or cost-based thinking now results-based thinking is the end result that
they said they want to accomplish or what they want to do all right so let's say in this example I'm going to give you an industry specific example let's say if you sell lead generation to companies okay you're a lead broker or let's say you're even a marketing agency that trains companies how to really grow their social media so they get more organic leads I'm just making something up here okay well I mean John in reality you know for you guys like which is more expensive is it more expensive for you guys to get the
funds together you get these higher quality leads to your sales people so you make more sales and now you're scaling and you get to 10 million dollars a month let's say if that's what they want they wanted a higher quality lead so they can scale to get 10 million dollars a month okay so I'm just going to plug that in there well John I mean you guys tell me I mean is it more expensive for you to get the funding together you get the higher quality leads to your sales people now you're scaling to 10
million dollars a month because of those leads or is it more expensive for you guys to keep calling the bad leads like you'd mentioned who are not answering the phone your sales keep going down like you had also brought up and you're never able to scale the business I mean in reality which is more expensive do you know what they're going to say oh my gosh it's it's more expensive for for us to keep getting these bad leads see what I instantly did is took that Prospect from price based thinking and got them up to
result space thinking if they can get the funds together they get the higher quality lead that helps them scale to what they said they wanted 10 million dollars a month if they don't get the higher quality leads they keep calling the leads that they said they don't like who don't answer the sales keep going down like they said and they're never able to scale and then at the end you say in reality which is more expensive you say that in a concerned tone okay you're never going to have a prospect that says oh it's going
to be more expensive for me to get to 10 million dollars a month okay they're gonna they're gonna it shifts their mind automatically into results-based thinking that's where you want your prospect to be okay right results based thinking over price or cost-based thinking now let me give you another example all right okay let's say in this example you sell life insurance or you sell final expense Insurance okay and the prospect his name is Dan he's like I just don't know if I have the the money to be able to get this whole life policy and
the problem with that is is now you know Cindy and his kids are not going to be financially protected when he does pass away let's say that he's like well you know I just don't have the money right now and I think within the next 10 15 years with my business I'll be able to grow it enough where sending the kids are taken care of and let's say that he's 50 years old well what happens if he passes away during those 10 or 15 years he's trying to grow his business well sending the kids don't
have what they want so you're going to use that and let's let you can use you instead of saying which is more expensive you could all say you can also use which is more risky for you okay it's another way to do that so if he says you know it's too expensive you can also reword it to which is more risky for you or which is more expensive well I mean John you tell me like which is more risky for you is it more risky for you guys to get the funds together sending the kids
are a hundred percent protect when you do pass away or is it more risky for you guys to do nothing at all and you end up passing away years before your thought your business would be profitable and now Cindy and the kids are on their own trying to figure it all out how they're going to pay the home the debt and all the expenses I mean in reality which is more risky for you now pay attention my tone here I'm going to go do this one more time for it well I mean John you tell
me which is more risky for you guys is it more risky for you guys to get the funds together Cindy and the kids are now a hundred percent protected look what I'm doing with my hands you get the funds together sending the kids are 100 protected or is it more risky for you to do nothing at all okay look at my hands go down you do nothing at all you end up passing away years before you your business becomes profitable but now sending the kids are on their own trying to figure out how to pay
for the home the debt and all the expenses I mean in reality which is more risky for you see what I did okay realistically which is more risky for you it's going to be hard for him to come back and say yeah it's more risky for me to get the funds together and they're 100 protected he's going to start internalizing see what I just did besides getting him into result space thinking hope I'm spelling this right I'm getting him to internalize and Visually see and feel in this industry him passing away before his business is
profitable or he'd have the money to take care of them that he could leave behind and now Cindy and the kids are on their own trying to figure out how to pay the mortgage how to pay their debt and all the expenses without his income and he's going to start internalizing that it's far more risky for him to do nothing and hope and pray doesn't pass away in 15 years even though he's 50 years old compared to just getting this policy and now he knows that they're a hundred percent protected in reality which is more
risky so going back remember you can use which is more expensive and do the comparison or which is more risky and if they ever give you the it's expense too expensive you need to first ask a clarifying question to find out why they even said that or what they mean by it's too expensive because that's going to mean different things to different prospects whether you sell B to C or B to b or even B to G hope that tip helped you for today in this training video join our free Facebook group go to www.salesrevolution.pro
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