In this video, I want to show you our no-fail sales techniques that will have you eliminate
client fear, objections about money and have you closing like a pro.
Before we get started, hit that bell icon for me, subscribe to our channel and make
sure you get notified when new episodes drop every Wednesday.
All about helping you go from passion to profits in your coaching business.
Hi, there, coach.
It's Carolin Soldo here and today, I want to talk about objections and sales calls and
how to overcome those objections so that you can make more sales.
Over the last couple of years, I've taken hundreds, if not thousands of sales calls
for my business.
In the beginning, I hosted my own sales calls and now, I have a sales team and I have done
good calls and bad calls and I've gone from really hating the sales conversation to nowadays
really enjoying and actually loving it.
Now, I coach my clients and my sales team on the sales conversation specifically in
how to overcome those objections and actually feel okay with objections and even expect
them as part of your sales conversation.
Today, I want to give you five hands-on objection buster techniques that you can use right away
in your coaching business regardless of what niche you're in and become more effective
and feel a whole lot better about your sales calls.
Before we get into the five objection buster techniques, I want to talk to you a little
bit about objections and how I actually look at them.
When I talk to my clients, I will explain to them that objections are nothing more than
fear in your prospect.
When I get an objection on a sales call and they say, "I don't have enough money.
I'm not sure I can do this.
This is too much for me.
It's not right for me right now."
I will take a step back and instead of feeling offended or feeling upset or angry or becoming
insecure, I understand that an objection is a way for my prospect to stall the conversation
because they have just been made an offer and they're now contemplating this offer and
thinking, "Is the price right?
Can I really do this?
Is this for me?
What will my husband say?"
You're looking at them and there's all these thoughts happening all at the same time which
is causing some overwhelm.
What comes out of their mouth is, "It's too much money.
I can't do it right now.
This is more than I thought it would be," or any other objection and it's really just
them saying, "Hold on a minute.
I have to process this offer.
I have to process what this means and really make the right decision for me right now."
In our sales conversations, we expect objections and we actually built in time.
You want to leave yourself at least 15 minutes or more to help your prospect make that decision
and talk through the objections because it's a natural part of the whole sales decision-making
process.
Just for a moment, think about your own experiences with sales.
Maybe you've purchased a big home.
Maybe you have purchased an expensive car or maybe even an expensive or higher-end coaching
package.
What were some of your objections and concerns that were going around in your mind when you
were making up your mind and making a decision on whether this was the right purchase for
you or not.
You were thinking about money, whether this is actually doable for you, whether it will
give you exactly what you want and what the end result is, and whether this purchase needs
to happen right now or maybe not.
Giving your prospect that time and actually respecting them and expecting the objection
is a good thing because it will help them feel understood and heard and you as a coach
can take a step back and let the pressure go, just sink into the sales conversation
and say, "You know what?
That's okay.
Let's talk about this.
Are you open to having a conversation about what's actually coming up for you right now?"
The second thing I really want you to understand is that on a sales conversation, when it comes
to objections, the most certain person wins.
When you're thinking about your sales conversations and specifically the objection section, you
want to be that person that is grounded, open and authentic but very certain and very confident
about what you can do for the clients so that you can stand in your shoes.
You can be grounded and show them exactly why this is the best decision for them to
be making right now and why they should be working with you as their coach.
It's not just about you being confident in your own abilities, it's also about you being
confident in the prospect and them fulfilling all the requirements that you have on them
so you can confidently say, "Yes, I can get you the results that you want."
Let's dive into the five objection buster techniques I have for you today.
Technique #1 is to present the price in relation to the outcome.
Many coaches especially new coaches make the mistake of presenting the price in terms of
how long their program is and what's included and how many hours of coaching they will be
providing and the features of their programs versus the outcomes.
You want to present your price in relationship to the results your clients want and exactly
what they told you on that sales call that they're looking for.
Objection buster #2 is using client's stories, and this is really, really easy.
You can build this in at any point in your conversation but especially in the objection
handling section.
What I would do is say, "You know, listen, I have worked with relationship coaches just
like you.
As a matter of fact, I remember client Suzy that I worked with six months ago.
Suzy was just like you.
She launched a coaching business.
She wasn't sure exactly how to do it, but she had a big drive and a big passion.
She worked with us for four months and at the end of the program, she was working with
five couples in her relationship coaching package.
She was happy and she knew exactly where to go from there and how to continue to grow
her coaching business."
If you don't have client results yet, that's okay.
Always bring up your own story.
When I was a new coach, I didn't have many success stories yet.
I would bring up my own experience and my own struggles and my own successes and show
my clients that I knew exactly how to get results for myself and that's why I could
get results for them as well.
The third objection buster technique is to blow up your results and minimize what it's
going to take.
Many clients have that fear of time.
"Am I going to have enough time to follow through?
Is this going to be overwhelming?
Can I take those steps?
Am I really going to have the results?"
They're doubting their own abilities, their own time, their own follow-through and they're
not really doubting you, they're doubting themselves and that they can actually have
those results that they want from your coaching program.
When a client is doubting themselves and they bring up these objections and they say, "I
don't have enough time.
This is going to take too long and I don't know if I can actually pull it off."
What you want to say is, "Listen, it's only going to take three months.
I'm going to take you by the hand.
We're going to go step by step by step.
It's very easy and you can do this with me but once we're done, think about the results
you will get."
You want their focus to go off these fears and getting stuck on what it's going to take
and it being difficult, and you want them to focus instead on what they can have and
getting really excited about where they're going.
Objection buster technique #4 is going into these specific pain areas of your prospect.
During the sales conversation, you want to explore all of these different potential pain
areas and you really wanted to get in and get to the bottom of why this prospect is
even on the phone with you.
Chances are they have urgent problems.
They have pains.
They have things that have been going on for a long time that they want to resolve, that
they want to fix and they want to heal themselves and move towards a better life, a better work,
a better business, a better body or whatever that might be.
"This is your life.
Your life is on the line.
Your happiness, your future is on the line.
You need to be resolving this right now and I think it's urgent for you.
Maybe you're afraid.
Maybe you don't know if you can actually do it.
What's really going on for you right now?"
You want to bring these pain points back into the conversation because you know the truth
and you're a mirror in that conversation.
You're holding up a mirror and you're saying, "Hey, prospect, this is what you told me.
This is reality right now.
Let's go and fix it."
Objection busting technique #5 is when you just get real with them.
When I'm on a sales conversation and I feel that the person is making up excuses and it
might be fear and they might be uncertain and they may not know if this is for them,
I might just say, "Listen, what's really going on?
Let's be honest.
You've told me A, B, C and D. I also know this about you.
And I know this and I know my clients have had these results and I know I can help you.
I've gotten to know you for 60 minutes now, and I think you're fooling yourself.
I want to help you.
I believe in you so much that I'm fighting for this.
I am fighting for you right now as a prospect."
You get it, right?
There's passion in this and I'm getting passionate right now because I know what it's like when
I talk to prospects who have tremendous potential.
When you have a prospect on the phone like that, you can literally bring them to Jesus
and have that straight talk to them and say, "I don't want to offend you.
I don't want to come across as rude, but I have to ask the question.
What's really going on?"
I also have something really special for you today.
It's our sales conversation cheat sheet, and this cheat sheet is going to show you the
sections of our sales conversation that will guide your entire talk and that will help
prepare your prospect for the objections and also help you prepare yourself to have those
important conversations to answer my questions and to make sure you're handling the objections
with ease and grace.
Simply click below in the description.
There's a link for you where you can download your cheat sheet right now.
This brings us to the end of today's episode but I really want to hear from you.
Let me know how you feel about objections right now.
Are you feeling more prepared?
Do you feel better?
Are you more at east with objections because now you know how to handle them?
If you end up trying one of my objection busting techniques, let me know in the comments below
how it worked for you.
Thank you so much for watching and I'll see you next week.
Do you want to build a successful online coaching business but you're not sure how to get started
and you're scared of wasting time and money on the wrong steps?
Let me be your coach and show you the right steps to quickly launch your business, attract
the perfect clients and multiply your income.
To learn more, go to coachingbusinesstraining.com.
Before you even get to the objection section, that rhymes.