What I'm gonna share with you today is a live role-play from our Sales Director, AP, from a recent Black Friday webinar we did.

We had one of our attendees, Caitlyn, ask a question about how to structure Black Friday offers when clients have payment objections. And rather than me just coaching on it, I was like, 'AP, do you just want to role-play this with her live?'

And what you're about to hear is a masterclass on how to handle the situation when somebody says, 'I can't afford it.'

Now, here's the context: The biggest mistake most coaches make when presenting price is they just say, 'Hey, here's the paid-in-full price' or 'If you do a payment plan, here's what it looks like.' That's a terrible way to do it because it leaves all your negotiating ability off the table.

When AP came in and changed our sales process to use this new framework, our cash collection rate went from 30% to 70%.

And why does that matter?

Well, A: cash fuels the business to grow. But B: and this is the more important part, the more cash you collect on a deal, the more sticky it is. Meaning the more likely it is that the person is actually going to take action, follow through on their commitments, stick through the remainder of the program, and ultimately get results.

So pay attention to how AP isolates objections, uses tie-downs, and specifically the final question he asks before ever presenting a payment option.

 

Time Stamps:

 

(0:20 ) Recent IFCA Sales Roleplay Call

(2:40 ) Handling Price Objections

(9:00 ) Breaking Down The Nuances

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