Some of my eBooks
are priced at $0.99
yet I’ll hear from a few prospects
that they are too expensive.
But when I drop the price
to free,
they still won’t read it.
That’s because
their true objection wasn’t the price.
It was fear.
They’re afraid of making
a mistake
or
afraid of telling me
they aren’t interested in the book
or
afraid of something else
I haven’t yet uncovered.
Seth Godin
shares
“…if new information
overcomes a previous objection,
it’s often followed by
a new objection.
“The safety issue
you said you were worried about
is addressed
in this peer-reviewed study…”
And then there’s another objection,
and another…
What’s actually happening is
the person is saying,
“I’m afraid.””
Until we address the real objection
– fear –
we won’t secure the sale.
Uncover your prospect’s fear.