The Best Sales Line I’ve Ever Heard

Summary

• When selling, if someone says, "It's not about the money," ask them, "If it were free, would you take it?" This helps redirect the conversation to the real issue, often the price.

• Even if someone insists that money isn't the main concern, their willingness to take the offer for free can reveal their true hesitations, allowing you to address price concerns effectively.

• Use this method to steer the sales discussion back to why price may indeed be the primary objection, helping you close the sale better.

• This technique is useful when the customer mentions a reason other than money for not buying, as it allows you to refocus on negotiating and addressing price as a factor.

Video

How To Take Action

I would suggest implementing a simple but powerful sales technique: when a potential customer says, "It's not about the money," ask them, "If it were free, would you take it?" This question helps uncover the real reason behind their hesitation. Often, it is indeed the price. This approach can be used practically for small businesses and entrepreneurs to address and negotiate price objections effectively.

A good way of doing this is during any customer conversation where you feel the prospect isn't being entirely upfront about their reasons for not buying. Use the "if it were free" question to refocus the discussion back to price issues. This can help you negotiate better by understanding they might actually have concerns about the cost that they're not directly stating.

If you're looking for personal growth, practice this questioning technique in everyday scenarios. It’ll sharpen your negotiation skills and make you more effective in conversations where you need to identify the true sticking points.

For low-cost and high-value outcomes, include this technique in sales training sessions or role-playing exercises. This keeps your team ready to handle objections smoothly. Remember, it’s about getting to the heart of the customer’s reluctance, which can often lead to closing more deals without needing additional resources. Maintaining this mindset can significantly boost your ability to convert hesitant prospects into happy customers.

Full Transcript

here's one of the best sales lines I've ever heard Lea and I were at the store some luxury thing for like nice jackets for the winter and Lea and I were trying on jackets but the problem is we lived in Austin it's hot there all the time and we never need a jacket like this and so we told the salesman hey you know it's not about the money I just I don't think we're really going to use it and this is what he said he said if it were free would you take it and I just smiled and he was like right well then it's not not about the money and so then it actually redirected us back to price overcomes and I thought it was one of the best ways to get back in the saddle in a sale when you hear somebody who says price isn't an issue for me it's something else well just ask them if they would do it for free and if not then you can work back into the sale