How to handle: "I just don't have the money right now."
Could be real, could be a soft no. Either way — find financing or find the truth.
What they're really saying
Could be real, could be a soft no. Either way — find financing or find the truth.
Common variants you'll hear
- "Cash is tight"
- "I'm broke this month"
- "Money's been weird lately"
Three rebuttals — weak, strong, and elite
Same objection, three skill levels. Read all three, then drill the elite version until it falls out of your mouth.
"Oh okay, no worries. Hit me up when things turn around."
Why it works: Gives up the second money is mentioned.
"I appreciate you being straight with me. Quick question — is it that the full amount today is the issue, or that the monthly long-term feels like too much? Because we've got a couple of ways to make this fit, and I'd rather find one that works than walk away."
Why it works: Separates 'no money' from 'no plan' and offers a real path.
"I hear you, and I'm not going to pretend money doesn't matter — it does. But let me ask you this: the reason you got on this call in the first place isn't going away because cash is tight, right? In fact it usually gets more expensive the longer it sits. So let's do this — instead of pretending we can pay full freight today, let me show you the smallest version of this that still moves the needle, plus a payment structure that doesn't break your month. If it still doesn't fit, no hard feelings. Sound fair?"
Why it works: Honors reality, exposes the cost of waiting, then offers a tailored on-ramp.
Follow-up questions
- Is it the upfront amount or the monthly that's the issue?
- What does this problem cost you every month it sticks around?
- If we could break it into payments that fit, would you move today?
Bridge back to the close
"Let me show you a version of this that fits where you actually are right now, not where you wish you were. Two minutes."
Other "Too expensive" objections
"It's too expensive."
They don't see enough value yet — or they're scared of the commitment.
"Your competitor is way cheaper."
They're shopping price because no one has shown them what they're actually buying.
"Can you do better on the price?"
Negotiating is a buying signal — but cave once and you'll cave forever.
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