Money objections are tough, especially when you hear “I can’t afford it.” In this episode of Windshield Time, Chris Elmore and James Walker dive into one of the most emotional objections techs face in the field.
You’ll learn why affordability objections feel so awkward, how to overcome your own money biases, and how to turn a vulnerable moment into a confident path forward.
Inside This Episode:
- The fundamental difference between “too expensive” and “can’t afford it”
- Why affordability is more emotional than other objections
- How to drop your own money biases before every call
- What to say before you offer financing
- The LEAP framework for guiding tough conversations
- LEAP Framework: Listen, Empathize, Ask Questions, Problem Solve
- Smart ways to present financing without offending
- Real stories from the field (including one with a hidden Ferrari)
