??How to Talk about Money in Sales Conversations

Weekly Sales Tips to Help You Turn Conversations into Cash, Keep Your Head in the Game, & Scale Your Business

When my sales coach said this to me, I was?in total denial.

?He said, "Keeley – you have 'money tolerance' issues and it's costing you!?

?I replied, “What does that mean?”?

?He said, “You aren’t comfortable talking about money.” ??

?My gut reaction was?defensive and completely disagreed with him (insert ego ??).??

?At this point in my career, I was ranked in the highest level of sales at the company I worked for, bringing in millions of dollars of revenue per year, and obviously expected to know what I was doing. ??

My coach had been listening to my recorded sales calls and noticed how much I hesitated, delayed, and danced around bringing up money.???

I remember having this anxious feeling – unsure how to bring it up and it always felt awkward. I felt like I was prying or being nosy or that I would offend them.?

Have you ever felt this awkwardness in your conversations??

You know you need to ask?potential clients if they have a budget to work with you,?how much money they're willing to invest to fix their problem, etc?– but you hesitate to bring it up.???

Here’s the deal though – how in the heck are you going to be successful in business if you don’t like talking to people about their money?!???

Don’t worry my friend, – we’re going to fix it! Keep reading.?

Where does this money hesitation come from??

Picture this… you’re 7 years old and your uncle drives up in a brand-new sports car. ?? It looks just like one of your favorite hot wheels cars you play with every day.?

You say – “Wow! I love your new car! How much did that cost?”??

Your parents quickly hush you and say “Don’t ask that – it’s not polite to talk about money.” ??

This is just one of many examples of beliefs we hold from our childhood that can get in the way of our success in business!?

I know you want to feel more confident in your conversations – you want to feel like you’re truly helping people and get rid of this nagging anxiousness around money.?

Here are 3?? simple steps to fix it for good and have easier conversations that turn into cash ?

? 1 - You first have to recognize that certain things you were taught in your childhood don’t hold true in business and sales.?If it doesn’t serve you, let it go.?

? 2 - You have to realize that?your?clients expect you to talk about money.?You’d be doing them a disservice to not talk about it – AND it could break trust with them if you don’t?bring it up because it’s an obvious topic of conversation when doing business together.

? 3 - Use this simple talk track below?to eliminate any anxiousness you may feel and keep your?potential client at ease so you can move toward turning?your conversation into cash! ??

????"John -?I'm sure you realize?there's an investment involved of both time and capital if you want my help in fixing this problem...

[Choose one of the questions below] -??

Are you comfortable talking about that now??

or?Do you want to know what the investment looks like?

or?How do we talk about money in a way that makes you feel comfortable?"??????

I’ve been successfully using this talk track for more than a decade and every time I’ve used it, my prospective client responds by saying –?“Well let’s just talk about it”, or “Let’s put it on the table”, or “I’m comfortable talking about it – what do you need to know?”?

Put this into action in your next investor conversation and you’ll feel the tension completely disappear!???

Was this helpful? I hope so! Let me know in the comments – I’d love to hear from you.?

?? If you want these articles delivered straight to your email inbox every week, SUBSCRIBE to "First Class Sales" here ! (a registration box will pop up or scroll to the bottom of the page and you'll see it)

?? Before you go, check out the latest podcast episode below!?

If you don’t talk about your business, you won’t have a business?– that’s the tough truth. You probably know you need to get out there and meet people, but it makes you feel awkward – so you avoid it.?

And now you’re feeling the squeeze of not having enough clients in your pipeline - which is creating stress and anxiety because you’re financially strapped.?

?

Let’s fix it today, my friend! In this episode, you’ll learn?7?? quick tips to help make networking less awkward?so you can push past the resistance and actually do it!

?I believe there are people out there who NEED what you offer – who can’t wait to meet you – all you have to do is?show up.

Showing up, especially when you don’t feel like it is exactly when it counts – that’s the Arena.

???Tune into this episode ?and you’ll gain the knowledge and gutsy-ness you need to get out there and share your message!

P.S.?If you love it, can you do me a big favor??Would you leave me a 5-star written review on?iTunes ? It will help more listeners find the show! I appreciate you.