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Your session is right below. Watch it in full — then work through the exercises underneath.
Overcome The Money Objection
Matt Elwell · Elite Closing Academy · Sales & Closing Superconference
Get The Most From This Session
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1
Watch the full session before doing anything else. Don't skip. The money mindset section at the start sets up everything that follows.
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2
Work through the exercises below immediately after. The session will still be fresh and the exercises will land harder.
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3
Come back and rewatch before your next big sales conversation. Especially the money conversation framework section.
Your Exercises
These are short, practical and worth doing properly. Grab a pen and paper — don't just read through them.
Check Your Money Mindset
Without overthinking it, write down your answers to these three questions:
1. How would you describe your current relationship with money in one sentence?
2. Write down a small sum of money — the first number that comes to mind.
3. Write down a large sum of money — the first number that comes to mind.
Now look at your answers. If a prospect walked in with completely different numbers to yours — what would that mean for how you talk about your fees? Where might your money pattern be leaking into your sales conversations without you realising it?
Write down one specific situation where you think your own money mindset may have cost you a sale.
Audit Your Language
Go through your last few proposals, emails, or sales conversations. How many times did you use any of these words?
Red words to eliminate: cheap · expensive · cost · price · discount · charge
Replace them with: investment · fees · money · financial options
Write out your standard fee-presentation sentence using only green language. Practise saying it out loud until it feels completely natural.
Practise The Money Conversation Framework
The next time somebody says "I'd love to work with you but I can't afford it" — use this sequence:
Step 1 — Agree: "I'm glad to hear you'd love to work with me. I'd love to work with you too. And I understand it's more than you want to spend."
Step 2 — Move the money to one side: "So just park the money for a second and let me ask you a question."
Step 3 — Ask the vision question: "What result would you need to get from working with me over the next 12 months for you to seriously reconsider what you've just said?"
Write out your own version of this framework in your natural voice — then practise it with a colleague before your next sales conversation.
Five Rules To Take Away
Start with your highest fee
Always position your premium option first. Drop down if you need to — never start at the bottom and work up.
Always give two options
Never present a single fee. One price corners people. Two options puts them in control — and you stay in the conversation.
Never go into conflict around money
Agree first. Always. No conflict, no justification — just agree and move the conversation forward.
Especially at the start of a conversation. They already know roughly. What they're checking is your certainty — not your number.
Vision first, money second
Get them to see the result they want. When the vision is clear enough, they find the money themselves — you don't have to find it for them.
Don't run your money pattern on them
What feels expensive to you might feel completely normal to them. Take your money thinking out of the conversation entirely.
This Is One Piece.
The Sales Accelerator Is
The Full System.
You've now got the money conversation sorted. The Sales Accelerator is where you put it into a complete closing process — live, in the room with Matt, covering every stage from open to close.
How to open. How to uncover the real pain. How to handle resistance. How to ask for the decision. All of it, built around the certainty and language frameworks you've just learned.
Find Out More About The Sales Accelerator