your job on a sales call. Let me give you just a sales reframe real quick in cases where you're at.

It's not to convince anyone of anything. Your job is only to reveal the truth. And the truth

shows up when you slow down and you isolate what the person is actually saying.

What's up guys? Welcome back to the podcast. So this podcast is about sales. And it's

going to be different than what you've heard before. Because here's what I see happen a lot.

I see people take every single sales call and they turn it into a money objection in their head.

Here's the thing. Hear me out. If you are losing every call because someone has a money objection, you're not losing because of price. You're not losing because of money. You're losing, I guarantee it. You're losing because you're guessing and because you're not good at sales. I'll break down what I mean. But most of the time when someone says, I want to think about it,

they're not wanting to think about the money at all. They're thinking about fear or trust or

their past failures or whether they believe in themselves or whether they believe in you

or whether they believe in your mechanism that you just explained to them. And the second you just assume,

oh, it's too expensive or they don't know if they have the money or if you assume anything

about money and you abandon the discovery and you start solving the wrong problem, you're never

going to close that sale. So in this episode, I want to walk you through exactly how to stop

assuming you have a financial objection, how to correctly diagnose what is really going on,

and the standard I used to determine when something is really about money and when it's absolutely

not about money. So if you sell anything, higher ticket that makes people go, oh, want to think about that, this will change

how you hear objections forever, I promise you. So here's what I see constantly with coaches.

Someone hesitates on a call and maybe they say, I want to think about it, or I just need to run

the numbers, or it feels like a lot. And immediately your nervous system goes into panic mode and your brain goes,

okay, it's the money. So you jump to either a price justification, a payment plan, a discount,

a downsell, explaining the value. But here's the problem. You just diagnose the objection

without confirming the objection. And when you do that, you stop leading the conversation and you start reacting to it.

...