Most business owners hear "I can't afford it" and either give up or start begging.

Here's what you should say instead:

Say this:

"If you're able to break into a payment plan, does that work for you?"

Wait for their answer. Then:

"Just so I'm hearing you clearly as well. Everything sounds good to you besides the price. The price is really the only kind of hang-up right now, correct?"

Get that "yes." Now say:

"And so if we're able to figure the price out or I can figure the price out with you, you feel comfortable to move forward as long as you're on your budget?”

This is critical because you're locking down certainty BEFORE you start working on price structure.

And when they give you the "I need to think about it" response, don't chase them.

Say:

"What is the part that scares you the most? Because obviously I can hear you're a little scared. What's the part that scares you the absolute most that it just wouldn't work?"

Listen to their real concern. Then address it directly.

Now most people screw up when they ask "what can you afford?"

Don't do that. Say this instead:

"Like just guessing, what cash on hand do you have that's available that you could invest, right?

So, you know, credit card, savings, whatever. I'm not saying you have to spend all of it. That's by no means what I'm saying, but it gives me an idea of what you have so I can customize a payment solution for you."

This positions you as their financial advisor, not their salesperson.

And here's the power phrase that eliminates resistance:

"I don't think the best thing for you to do is to spend everything you have,

but I also don't think the best thing for you to do is to do nothing."

This makes them feel like you're on their side.

Use this exact language. It works because it acknowledges their financial reality while positioning inaction as the bigger risk.

Then tie any discount to immediate action by saying:

"If I'm able to make something fit in that budget you just said, would you feel comfortable to move forward today?"

If they say "probably," push back.

"Probably so, or like for sure? You don't seem too sure. I just want to make sure you're sure."

No maybes. Get clarity.

And when they still hesitate after you've made a deal, set the boundary clearly:

"Look, if you want to think about it, that's okay. But if you come back, you're going to have to pay the full price.

I'm not going to go through 10 minutes of figuring out a price structure that works for you, for you to tell me you need to think about it."

Finally, when you're asking for the deposit, position it like this:

"My biggest thing is I'm always just looking for a commitment, right? Like I'm looking for someone who's like, that's serious. They want to do it."

Never call it a "payment." Always call it "commitment" or "investment in yourself.”

See, most business owners try to convince people to spend money they don’t have.

Instead, find out what they DO have and work within that.

Your job is to find their real number and decide if it works for your business.

Remember: You're in charge and you can do whatever you want. But collected revenue is the only revenue that matters.

And a committed client at 50% is infinitely better than a maybe at 100%.

Anyway, that’s it for now.

If you'd like to learn more like this, I’m inviting you to my FREE 2-Day High Ticket Sales Challenge.

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Talk soon,

Alaric Ong

Founder, AlaricOng.com

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