How To Overcome Objections: 3 Rebuttals for Overcoming the “I Don’t Have the Money” Objection homebusinesstipswithaaronrashkin.com /how-to-overcome-objections-3-rebuttals-for-overcomingthe-i-dont-have-the-money-objection/ Aaron Rashkin
First of all, when it comes to overcoming any objection, it can be a very slippery slope. Because I am of the opinion that a mind changed against its will, is of the same opinion still. If you are a student of Direct Response Copy Writing, like I am, then you know that the best way to bring a prospective customer from a state of total apathy (meaning that they know hardly anything about your product or service), to a place of what is called, purchase readiness, is to know more about them, your prospect, than even your product. You see, there is a conversation taking place inside your prospect’s head, and when you know how to enter into that conversation – like you were there to start it in the first place – and your voice doesn’t feel intrusive or invasive – well this is the best way to reduce tension, and increase cooperation. This way, at the point of purchase, there is no objection. In other words, when the marketing is done right, the selling part is a piece of cake because very little is actually required. So, how do you overcome objections?
And… what are the 3 Rebuttals for Overcoming the “I Don’t Have the Money” Objection? Rebuttal #1 First of all, let’s just base this rebuttal on the fact that your prospect really does want your product or service, and really does have an issue with money. In other words, they are the most qualified to become a customer, except that they are not able to buy, immediately.
So they say, “I really want to, but I just don’t have the money”. You can say, “Ok, forget about the money for a second. If you did have the money, can you see yourself (owning this product, using this product, being a part of my team, etc…)?” In other words, future pace your prospect by giving them the benefits before they even buy from you. When they say “yes”, I can see how this will (benefit me, work for me, help me, etc…), you say, “Great, so how soon can you come up with the money?” Because the truth is, the right person always comes up with the money, no matter how they have to acquire it. The KEY to Rebuttal #1, is to get a commitment, as to when they are going to come up with the money, and then end the conversation. The monkey is now on their back to keep their commitment and if they truly desire what you are offering, they will find a way to come up with the money, and will either contact you back to buy, or will do what you instructed them to do, which might be to simply go back to the website and buy.
Rebuttal #2 Ok, for this rebuttal, I want to preface, that when you are selling, anything, you must learn to listen not just to what people say, but what they mean by what they say. Over time, the more you work with people, you will learn to decipher the different tonalities and inflections that come through in people’s voices. Let’s just say that a prospective customer of yours says, “I’d love to buy this, but I just don’t have the money”. And you can hear in their voice a little lack of passion, enthusiasm, or excitement. It doesn’t mean that they wouldn’t love the benefits of your products or services – they might just be lazy. In other words, yes, they’ve love to have what you are selling, but deep down they know that they probably won’t use it in the way it’s been designed to help them. This is not your problem, because one day they could just wake up and say, “Hey, I’m going to use that thing, and take advantage of what was offered to me”. Again, you have no control over what people do after they buy from you. For example, I might buy a new vacuum cleaner that’s going to suck up all the crap from my rugs and carpeting around the house, but if I don’t take it out of the box, put it together, plug it in, and actually use it – it does no good that it’s the best on the market, or that I bought it in the first place. So, Rebuttal #2, when this type of prospect says, “I’d love to – but I just don’t have the money”, you say… “That’s ok. I didn’t think you would have the money, because right now, it doesn’t sound like you are very serious about (whatever they told you they wanted your product for in the first place). If that changes, and you become tired of (whatever pain they are in, ie… not having a successful online
business, never having enough money, being overweight, not having a lot of energy, etc..), feel free to give me a call or just go back to my website and buy. So, with that, I’m going to let you go. Best to you.” And then hang up! This is also known as the takeaway close, and it’s one of the most powerful ways to end a conversation with someone who is not buying from you right away. The KEY is not to do it abrasively or abruptly. It must be done matter of fact-ly, where your prospect is not stripped of his or her dignity, but rather, they realize how right you are in calling them to the carpet and questioning their true desire. Just like the prospect from Rebuttal #1, this guy or gal will either find a way to come up with the money, or they won’t. More than often, it’s not the money that they can’t muster up. It’s their commitment for the end result. Ok, so we are down to Rebuttal #3 when it comes to overcoming the “I Don’t Have the Money” Objection. This one is one of my favorites, because this is one of those objections that is not even really an objection. Instead, it’s an excuse – to either get off the phone, because the prospect was never really committed in the first place and was just wasting your time, or because they really never saw the benefits of your product or service, and just couldn’t say no. Of course, even if they never saw the benefits of your product or service, they still might realize that they do have a problem, so this excuse of “I don’t have the money”, can be easily overcome, by asking a few questions. You might ask, “So, how does that feel – not having any money?” And then you just let them speak. Or, you might say, “So what is that like, to want something, but not have the money to buy it?” And again, just let them speak. What you are doing here is creating a space for them to tell you how it feels not to have the money to buy your product or service. Now of course, if they really wanted something, like a new pair of dress shoes, or the latest, greatest cell phone or video game, they’d find a way to get it. As I mentioned above, the right people always find a way to come up with the money.
And for Rebuttal #3 The way to overcome this objection, is to turn the conversation to them not being able to afford it, more so than the benefits of your product or service. Now, the best way to use this rebuttal, is to use it as a mirror for your prospect, because truthfully, you don’t even want this person to buy from you. What you want, is for them to take a look at themselves, because of what you said.
What this does is that it raises their level of consciousness and awareness, and when this happens, they may just realize the value that you have in yourself, and instead of buying whatever you were selling them, they buy you instead. And once someone buys you, they will buy whatever it is you are selling. I’ve executed this rebuttal for year, and have done very well with it. The key is not to insult anyone, or strip them of their dignity. This way, when they realize that they do have the problem that your product or service solves, when they are truly ready for change – you are the one they come back to.
So, there you have it, How to Overcome Objections: 3 Rebuttals for Overcoming the “I Don’t Have the Money” Objection. Just keep in mind that no matter what company, product, or opportunity that you sell – your product is never your product. Your real product is people. And when you learn more about the people that you are selling to, you will have just learned more about the real product that you are selling – which is change. If you’d like to discover more tips, tricks, and strategies that I’ve personally used over my 20 years of being in the Home Based Business Profession, I’m looking for a few new student leaders to work with and devleope. My philosophy is, I don’t build businesses. I build people. And their businesses follow.
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Aaron Rashkin Aaron Rashkin is a dad, a dude and a pretty darn good home based business entrepreneur! His focus is in personal development, spiritual awakening & abundant living. His business strengths are copy writing, creating content, and making lots of money from both online & offline sales. One of his greatest passions, is teaching others how to set themselves & their families free, financially, by building a successful home based business, and right now he is available for a few new students who want to work directly with him, so find a link to his join page, or simply ask him for one. There are few better sponsors & mentors in the business.
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