637. How to Handle ANY Financial Objection With 3 Simple Questions

The Fitness Business Podcast with Erin Dimond and Jordan Dugger

Erin Dimond and Jordan Dugger

Health & Fitness, Nutrition, Fitness

4.6 • 667 Ratings

🗓️ 8 May 2025

⏱️ 6 minutes

🔗️ Recording | iTunes | RSS

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Summary

You've done all the work to bring a potential client to the table and you are now at the part of the conversation where many inexperienced coaches fumble the bag. If you want to sit on the same side of the table as the prospect and actually help them, listen to this episode. I'll break down a way you can have a clear and honest conversation about finances and do what's best for the prospect but also your business.

Time Stamps:

(0:24) The Money Conversation Problem

(1:14) Is This Really About Money?

(2:55) If The Money Were There, Are You In?

(5:00) Final Step and Custom Payment Plan

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Transcript

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0:00.0	You do this before you start tossing out discounts or long-term payment plans. It's going to help
0:04.9	you close more deals, click more cash up front in your business, and make sure that you're actually
0:08.8	solving for the right objection, not just negotiating around someone actually being fearful.
0:14.0	What's up, guys? Welcome back to the podcast. I think you're really going to like this episode today.
0:17.9	I'm going to dive right in. Most coaches, they think they have a marketing
0:21.7	problem. They think if I could just get more leads, but really, they actually have a money
0:25.4	conversation problem because also what's the point of getting more leads if they're not closing
0:30.3	and they're all telling you they can't afford it? Let's be real for a second. The majority of I can't
0:35.1	afford objections. They aren't actually about money.
0:37.7	They're about uncertainty. They're uncertainty in your process. They're uncertainty in themselves.
0:41.7	They're uncertainty in the result. And in today's episode, I'm going to give you a very
0:45.3	simple, repeatable client-first framework. We call it the triple tie-down process inside of our own
0:50.1	company. It's going to help you confidently overcome what's really going on behind the money objection. So you do this before you start tossing out discounts or long-term payment plans.
0:59.9	It's going to help you close more deals, click more cash up front in your business, and make sure
1:03.8	that you're actually solving for the right objection, not just negotiating around someone actually
1:07.5	being fearful. So let's do it. Let's dive in. The question to ask yourself
1:13.5	is, is this really about money? When someone says, I just can't afford it. And sometimes I don't
1:18.3	point blank say it like that, but they say it in some way around their finances. The first step is
1:22.9	isolation. And I like this casual question. You ask, totally okay. So is it just like a cash flow thing?
1:30.2	That question keeps things really human, really conversational. And most people, they'll open up
1:34.3	why they're hesitating when you just ask it like that. You'll hear things like, well, you know,
1:38.5	I just had a big expense. Money's kind of tight this month. And that is your opening to clarify
	...

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