One of the most common objections you might hear from prospects is that a program or service is too expensive.

They might say, "I can't afford it. It's not in my budget."

But instead of accepting this objection at face value, it's important to probe deeper and ask, "What do you consider too much money? What's your affordable limit?"

By asking these questions, you can help the prospect understand the real cost of not investing in themselves.

For example, let's say the prospect says they can afford $99 but not $119. The difference between the two is only $5 per week. But that $5 could make a huge difference in the prospect's life in just a few months.

That $5 could be the difference between being 30 pounds lighter, being able to defend themselves, or reaching another important health and wellness goal.

The fact is, we all spend money on things that don't get us closer to our goals. So why not take one of those expenses and reinvest it in ourselves?

So, the next time a prospect tells you that they can't afford a program or service, don't be afraid to ask them what they're investing in right now that's not helping them reach their goals.

Chances are, they're spending money on things that aren't getting them any closer to their desired outcomes.

Don't be afraid to push a little bit here. The prospect needs your leadership.

Encourage them to take that money and reinvest it in themselves, because their health and wellness is worth it.