Hesitation:
No budget

• "This is just too expensive"

• IF they say "This is just to expensive" find out more.  What are they weighing it against?

• "Why do you say it's expensive?  How do you mean?"

• When they answer you will have a more complete picture than before of what concerns them.

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• "Do you feel like the budget you've been given / given yourself is sufficient to solve this problem?"

• "So help me understand, if cost is the most important thing, how does cost compare though with actually getting results so you can [their big goal] and being able to solve this problem though?"

• Help them realize what's at stake if the current situation keeps happening...

Help them see that it's far less risky to find funds from somewhere to solve the problem now, than to wait for months, continue to suffer or have their physical condition worsen, increase the chances of a MORE costly recovery down the road, lose their quality of life in the meantime and all the memories and life experiences they could have had, and nothing changes.

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• THEM "We like your product, we just don't have the money for it"

• YOU "That's not a problem...(pause) tell me, if you did have the money, would this be something that would work for you?

• THEM "yeah sure"

• YOU "Why do you feel it would thought?"

• THEM: they say reasons it would work, but... still say too expensive

• YOU "I can appreciate that money might be an issue for you.  How do you think you can resolve that where you can find the money where you can [insert what they say they wanted / their goal]?"

• ***help them in their mind tie getting the money to getting their goal***

• If you have already built a lot of trust with them, it will feel like working together to figure out how to help them get their goal

• If they still struggle to find or justify spending... "What other avenues do you have to find the funding so you can [eliminate back pain, get down on the floor to play with your grandkids, keep running marathons without leg pain,etc]

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• "Money aside, why do you feel this would work for you though?..." (slow, curious tone)

"Can I make a suggestion?"

"What I can do is show you the avenues that our other clients use to get the funding if they don't have it themselves, you will have to see if you have those options if you're wanting to (repeat back the thing they want / the goal).  Then go through options like FSA, credit card, start small and get more session credits through referrals and Flex points, session credits sharing, etc

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• "Don't be selfish - GET the skills you need to help people get the results they want!"

• Based on info from Jeremy Miner

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