Getting to the root of buying objections

What happens when you have a client who is about to buy from you but then says: “I see the value, BUT …”?

But I don’t have the money right now.

But my husband’s going to kill me if I buy another online course.

But, But, But …

What they are saying is that the value of buying isn’t greater than the pain of the reason they’ve given not to buy.

When that happens you've really got to delve into what that “but” really means.

Get them to tell you what the value is that they see, that they are foregoing.

Then turn it back on them as the opportunity cost. If they don't get this value what's going to happen. What will their life be like? What pain won’t change?

Get your customer to flip the script.