09.26.07
I Can’t Afford it. I don’t Have the Time.
When you hear people say, “I can’t afford it”, or “I don’t have the time”, it means you have not made the sale. You have failed to show them enough compelling value. They don’t want what you’re selling. Because they CAN afford it. And they DO have the time. Your idea is just not important enough for them to allocate the time or money resource to it. They have more pressing priorities.
The reason why they claim not to be able to afford it or not to have the time is that they are too gutless or politically correct (same thing) to tell you they’re not interested. The average nicotine addict spends between $300 and $400 per month on his addiction. People DO have money and time, but they will not allocate a resource to something they don’t really want or need. When we realize this, we can either walk away or try to show them more value. Frankly, when someone doesn’t get it the first time around, I refuse to waste more time with them. I don’t like dealing with stupid people. The average IQ on a bell curve is only 100, so there are plenty of idiots around. Find the smart ones and you’ll save time and be less frustrated. But do not beg and discount and persuade. Don’t cheapen yourself. Simply seek someone else to pitch.
My point is that we all spend time and money on things we like and love. People can afford your stuff and they can make the time available, as long as you can persuade them of the value. Don’t blame price, competition, or anything outside of YOURSELF. Get better at presenting your stuff, and you will find that it has little to do with time of money. I just met a man who paid $20,000 to learn to become a COACH! I know, crazy. But he wanted it, so he paid.
Think about that one.
Robin J. Elliott www.DollarMakers.com
