When a prospect tells you they don't have any money do you accept it? How about when they tell you they want more money? Both are a sales trap that result in "no sale" for you. When a prospect tells you these things is sounds very logical. Your natural reaction is to move on or wait until the will have money if they don't have money now. In nearly all cases you're missing an opportunity, but you don't realize it.

Realize lack of money is never a real objection. When a prospect tells you they don't have money what they're really saying is that what your offering isn't valuable to them. On a daily basis sales professionals miss the boat by accepting lack of money as a real objection when it's nothing more than a clear signal that you haven't done a good job of helping the prospect to see the value in what you have to offer for them.

This is true no matter who you're talking to and what you're trying to sell them. Until or unless you figure out what they really want and why that's important to them you have a "no sale". And this is true when a prospect tells you they want more money too. People don't actually want more money they want what money can buy. Now when you hear a prospect say they want more money you're looking at it from a logical perspective and your natural inclination is to try and sell more money. This is a dead wrong fatal mistake.

You can't just sell money because when you try instant gratification will almost always win out and you'll lose. Both you and the prospect must identify what more money would mean for them, what it would allow them to do, what it would allow them to have, or what it would allow them to be? As you uncover the answer to these questions and the value to the prospect the prospect will be willing to give up something now for the bigger something they want later.

No matter how you make decision or how you think other people make decisions the evidence is irrefutable that the real driver is emotional. When you hear they don't have enough money, or they want money you now know you have more work to do to get the insurance sales you want. Don't walk away, or jump ahead trying to make the sale when you hear either of these money statements.

Slow down and step back. This is where you have to go to work and discover the underlying truth. Discover what they really want, and how it would impact them to have it. Help them to discover how your solution will help them to get what they want.