If you are a coach or service-based entrepreneur who is here to deeply connect with yourself, your vision and your ideal clients so you can create more impact and more income in your life, then keep reading to learn how you can handle objections without feeling pushy or salesy.
I often have people come to me saying “Amy, I’ve started to have conversations with people or I continue to have conversations with my ideal clients, but for some reason, once I am at the point of making an offer, things go sideways in the conversation.”
I’ve heard this many, many times and I so get it. When I was first in sales in my corporate life, I was so nervous. I was straight up cold calling businesses trying to sell advertising. I totally get the pain of having sales conversations go sideways.
I’m going to share with you some things I’ve done in my journey as an entrepreneur and what I’ve taught my clients. Whether you have learned about handling objections before or not, this is your chance to either learn it or just become better at it.
Do This: Lead with Compassion
Let’s say you are in conversation with someone and they say “I’d love to, but I just can’t afford it.”
I always recommend leading with compassion because I truly believe that the people we attract are in some way a reflection of us. Think about the last person that you made an offer to. Is there a way that they are a reflection of you?
To respond, I drop into my heart and go back to a time when I didn’t feel like I could afford something and I found a way. I might say like:
“You know what, I totally get it. I remember the first time I stepped into a really high-end coaching program. I was on a phone call just like this talking to a coach who was telling me about this amazing program, and deep down inside I felt like I knew I needed to do it. But I was thinking ‘I have no idea how I’m going to pay for it.’
So here’s, here’s what I did. I remember thinking to myself, ‘I know I need to do something and if not now, when?’ They had a single payment option that was upfront and full, which seemed completely out of my realm, but fortunately, they also had a payment plan option.
I remember thinking to myself, ‘if I can just come up with this initial payment, I will be so committed to having that kind of grit within me to come up with the next payment. I’ll have a whole other month to be solution-oriented and come up with the next payment.’”
For those of you who are coaches, think of it this way. This is your first coachable opportunity to showcase how you stand for them as a coach.
Once you share a story, don’t make it too long-winded. Then I’ll say, “so when I share my story with you, what comes up for you?” or “what part of my story resonates with you?”
Once you ask a question, be quiet so you can give them space to share.
This is the point in the conversation where I know they’d be in if money weren’t an issue. I’ll confirm that by asking them “would you be a YES if money weren’t an issue.”
When they say yes, we both go into solution mode. We discuss the payment options and what would make it possible for that person to step in. Whether that looks like selling an offer or generating the money another way.
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