What do I say when my client says 'I can't afford it?'
Phillip Liao
I teach health and fitness professionals to sell with trust, integrity and transparency.
Hey Phillip,
'It looks great, but I can't afford it.'
Your heart sinks.?
You've just spent 1 hour with this client, showing your value for them to say this.?
But I want to show you that this is actually a?good thing.?
Why??
Because it means they are ready to?buy.?Just not at that price point.?
So what do you say next??
After you disarm them?(a concept I cover in my sales course),?your next question is simply...
What's the budget range that would work for you?
If your client is being honest, they'll give you a range.
If you pitched a package of 5 consults @ $500 dollars, they might say...
$300-400.
Bingo. Now you have something to work with.
Your next question:
So if I can make something work in that range, would that work for you?
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They'll say yes. They have to. Or else they're lying. Now you have verbal confirmation that they will move forward as long as you meet their price point.?
Without undervaluing yourself, now you have to figure out how to offer something between $300-400.
For example, one of my favourite closes was a $150/session PT + Meditation session.?
My prospect replied 'that's outside my budget range.'
I asked 'what's realistic for you?'
She said, 'like, 120?'
So I said, great -?If I can make it work around that, would you be happy to move forward?'
She said, 'yes.'
I rejigged my offer to make the offer a win-win. After that, I called her again.
'Hey, I can make $125/session for twice a week work by removing these parts. Does that work for you?'
Her reply: 'let's do it.'
I pitched her $300/week and landed with $250. $250 is better than zero, wouldn't you say?
The important thing to remember is negotiation is?crucial in health because it shows that you're willing to engage in a 50/50 partnership.?
I have a full framework of objection handling in my upcoming 'Trust-Based Selling for Health Professionals' starting on 18/9. I currently have FOUR spots left. Just click 'learn more' to view the full course breakdown.