I know you’ve been taught to overcome objections.
But, sometimes, “I can’t afford it” isn’t about the money, but it’s also not because someone’s scared or doesn’t trust themselves.
Sometimes it’s because someone’s just not all that into your offer and doesn’t know how to tell you.
Do you remember the rom-com ‘He’s Just Not That Into You’?
This is the business equivalent.
Not everyone has been raised or has the tools to speak transparently and directly.
People give excuses, like now’s not the right time, it’s not in my budget, versus tell you “no” flat out because:
it’s more comfortable and easier
they don’t want to be sold to
they don’t want to hurt your feelings
they feel bad
they don’t like confrontation
they haven’t learned clear communication, or how to set and hold boundaries
they’re busy and don’t want to deal with caretaking your feelings
Why does this matter?
Because, if this is true, this also means as a service provider and sales person, there’s an extra layer to navigating sales objections: first discerning if “I can’t afford it” is in fact an objection or a polite “no”.
Knowing this, here are my simple rules of thumb that help me decide to lean in or back off in a sales conversation:
I only sell to people who have “raised their hand to be sold to”.
Not sure on this one? This is the difference between cold pitching someone and someone reaching out to you, booking a call with you, or agreeing to a sales conversation.
I ask for consent before pitching.
Meaning, I ask for permission every step of the way in sales conversations, and I only make an offer if someone has explicitly indicated they’re interested and want to be sold to.
I only talk about the investment if someone actually wants what’s on offer.
Meaning, I do my best to ensure who I’m speaking to is clear on what I’m selling, that it’s a fit, and that they understand how my program would support and benefit them…and that’s all something they’re excited about and want.
If someone hasn’t raised their hand to be sold to or given buying cues, hasn’t given consent to hear my offer or pricing, or doesn’t actually want what I’m selling, I know, it’s not an objection.
It’s that they’re just not into my offer at this moment, and that’s OK.
But, then I also don’t try to overcome their non-existent objection by convincing or proving because that’s tone deaf and literally solving the wrong problem.
Instead, I listen, respect, and release, and move on to someone who’s into me and WANTS to be sold to and work together.
Want more support with your sales process and navigating objections so you can get fully booked, fill your waitlists, and sell out your next launch?
Take me up on a free Six-Figure Sales Strategy Session.
On this call, we’ll get clear on the *right gaps* you can close to increase sales and how to do this with integrity, so you know exactly what to bring in more right-fit clients for your first or next six figures.
Book your free Six-Figure Sales Strategy Session here.
Wishing you your version of success!
P.S. Know this is your year and time to make reliable and recurring $10k and $20k months?
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