Your value deficit
They’re the most common objections when gaining buy-in for your product, project, or idea:
“We don’t have the time.”
“We don’t have the money.”
Trouble is, you can’t take them at face value.
What they really mean is:
“We’re not convinced of the value.”
These go-to objections are people’s best attempt to articulate that they’re stuck in a value deficit.
It’s your job to help them get unstuck.
They have the time and money… just not for you.
Coming to grips with this truth is how you regain your power.
Every day people invest time and spend money on what they perceive as personally valuable.
How do you sell your product, gain traction with your key project, or garner acceptance for your good idea when facing the potential time/money objection?
Speak the language of your audience
Talk in terms of what they care about
Help them see how your product, project, idea provides direct value for them
If you believe the time/money objection… it’s over.
Uncover the value they’re after and you’ll uncover the buy-in you’re after.