Stop Losing Sales to "It’s Too Expensive!"

In this episode we get honest about sales objections and what’s really going on when people say, “It’s a bit expensive” or “I need to speak to my partner.” We look at why this objection to buying is so often just the polite default excuse in British culture and how to respond in a way that changes their minds.

We discuss how your own fears about being seen as too expensive can actually help create the very objections you dread, and why your brain goes straight into panic, justification and people-pleasing on discovery calls. Then, share simple ways to turn things around – how to see objections as protection, not rejection, ask better questions instead of freezing or discounting, and why trying to fix your money mindset and how you handle money related objections on your own is practically impossible.

KEY TAKEAWAYS

Money Objections Aren’t Always About Money: When someone says, “it’s a bit expensive” or “I need to speak to my partner,” it’s often an automatic performance, one that covers the real reason they aren't buying. It’s the easy, polite thing to say, especially in British culture.  

Your Brain Helps Create the Objections You Fear: When you go onto sales calls afraid that people will say you’re too expensive, you  expect it and are hyper focused on hearing that. You often end up manifesting it. The stories you tell yourself before the call really shape what you pick up on during the call.  

Treat Objections as Protection, Not Rejection: Most objections are a safety mechanism, not a verdict on your worth. If you see them as defence and protection on the part of the would-be client, you are more likely to respond calmly and tease out what the real issues are so you can address them.  

You Can’t Untangle This Alone: Shifting how you handle objections surrounding money is nigh on impossible on your own. You need someone to help you notice your patterns, challenge your stories, and keep you on track when negative beliefs creep back in.  

BEST MOMENTS

“Work on your money mindset.”

“If you don't explore their objections as early as possible, mitigate them, expect them, anticipate them, and set the scene for those objections... It will bite your ass later.”

“We have to explore objections with an open mind.”

“I need to go and speak to my partner. It's a stall tactic.”