You’re in a conversation, the prospect is interested, you’re right there at the finish line…
And then they say it:
“That’s too expensive.”
“I can’t afford it.”
Most people freeze. Some backpedal. Others just fold and walk away.
But you’re not most people.
Here’s the truth:
It’s not about the money.
It’s never about the money.
It’s about perceived value.
If they can’t see the value, they won’t make the move. So what do you do?
Show. Them. The. ROI (return on investment).
Let’s break it down.
Say I offer you a $1,000 sales training program.
It’s documented—if you use the skills, you’ll increase your sales by at least $1,000 a month. That’s not a one-time bump. That’s every month.
What’s the return?
You got it.
✅ 100% ROI in one month.
✅ 1200% ROI over the year.
That’s a 12X return!
Now, could they save that $1,000? Sure.
But they’ll stay stuck.
Their sales will stall.
Their business will suffer.
And guess what—their family misses out too.
So when someone says, “It’s too expensive,” don’t get discouraged.
Instead, lean in.
Ask:
👉 “Would you invest $1,000 if it meant adding $12,000 to your income this year?”
👉 “Would your family like that extra $1,000 a month?”
👉 “What happens if nothing changes?”
This isn’t pressure—it’s clarity. It’s service. It’s truth.
Sales is not about convincing. It’s about helping people make decisions that serve their goals.
So next time you hear “too expensive,” don’t walk away.
Step up.
Show the value.
Help them win.
Be awesome,
– Blair
