I know it sounds crazy, but honestly… money does NOT matter when it comes to sales.
Give me a chance to explain with a quick story.
A couple years ago I had a gym membership to a nation-wide chain. It was about 30 bucks per month, and I’d been paying that for about ten years.
It was okay. I liked going to one particular class and attended about twice a week on average.
But twice a week wasn’t enough for the results I was seeking.
I found another gym at quadruple the price. [Gulp]
Their classes were more frequent, more easily accessible and actually shorter in length of time!
I knew I could get better results, in about the same amount of time per week, by paying more money … and so I did.
Why? Because the results I was seeking mattered more to me than the price tag.
When it comes to the money objection in sales, it’s almost never really about the money.
Sometimes they say they want one thing, but there’s something underneath that’s waiting to be discovered.
When you discover the real reason people hop on the phone with you, you’ll be able to talk about the result they are actually looking for.
Results are what make people buy.