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How Successful Coaches Keep Overcoming Objections in Phone Calls

Oct 28, 2020

Does this sound familiar: You are in a sales call with a client that is interested in finding out more about your coaching programs. You show her all the cool things it offers, but in the end, she leaves you and she will never contact you anymore again? You might be thinking, why that is the case, even though you were not negative towards her at all.

Imagine if you tried to run a coaching business that won't bring in any money for 50 years by sticking to actions that don't bring in any money. How do you think you can sustain it with all the costs it has?

Burnt out coaches might think that there is no other way except for being pushy inside sales. Others try to find out the solutions to the problem.

Successful coaches know the importance of overcoming objections in phone calls. They know it's one of the key things that will help to generate consistent revenue. Because they know how unhealthy to undercharge and then to live from paycheck to paycheck if sales are not constant. 

What if I told you that selling can mostly be like coaching? 

Have you ever thought, how you can implement your coaching skills into those sales calls to handle them in the most professional ways possible? I will show you the A-C-R-E of plenty and how you can use this 4 step system to improve the quality of your sales calls.

 

Why Foundations are Important for Good Sales

 

Before I talk about the four step system, it would make sense to know some basics to build your house on a solid foundation, don’t you think?

Think about how successful coaches don't attach themselves to the outcome of the sale. It is not about getting the sale or not, because no one can control the client's will to buy or not.

It's rather being aligned to the outcome. That means that you do everything you can so that your potential client makes the best decision possible on her own and with clarity. This is something we teach inside our Ultimate Group Coaching Launch Checklist.

After all, do you prefer having someone who will be committed to your coaching program, or someone who has Fear of Missing Out (FOMO) -buys into it and drops off as quickly as she came? Which one, do you think you will be able to serve better and get results with?

Is it more important to help the clients that need it or to give clients something that they actually don't want?

 

Acknowledge All Sales Objections and Answers

 

The first step is to Acknowledge all the objections your clients might have.

Your clients might come in and tell you that they might not have time or that they don’t have the money to buy your program. Imagine if burnt out coaches then proceeded to only talk about all the good elements of your program. If you were a client in this example, would you even feel listened to? Can you imagine yourself trying to talk to a brick wall like that?

That is one reason why you accept that there is a problem. Imagine if another coach goes on to then mention this problem in front of you and then starts talking about it. Do you think that there is a positive difference in the second example? 

You probably heard that on the internet on: How to be a good listener. There they talk about this thing similarly when it's about trying to prevent heated arguments. 

They say how people should listen and repeat things said again. That signals to the talker, that the listener cares about her points and doesn't feel let down. Consequently, would there a reason to bring her guard up at that point?

That is why it is important to acknowledge the problems of your client.

 

Being Curious About Telesales Objections and Answers

 

The next thing is to be Curious. That means that you want to talk about their objections. You do that by asking questions.

First, you have to put yourself into your client’s shoes for a moment and ask what they have done so far to end up on this sales call. They have spent countless hours going through your marketing material, wanting more. 

Then they go to the trouble of taking their time to schedule a call with you and set things aside that day. They do all that because they want to know more and rely on you, the expert, to answer their questions.

Does this sound like they don’t care about your program? 

Then they will start saying things like that it is going to be hard or that they had past experiences that didn't go well.

Burnt out coaches might not think much about it. If they have tunnel vision on just getting the sale, they won't be able to focus on other important things, like the needs and wishes of their client.

Successful coaches see this opportunity and ask why they have those thoughts and problems. These coaches want to go more in depth. That way they can narrow down on a probable root problem. 

That is crucial because the next step is dependent on knowing the roots first. Knowing this allows you to use tools to fix it. Imagine, if your doctor doesn't diagnose the illness that is bothering you for days. There have been individual people with rare diseases, where the doctor thought that it was just a cold or something else harmless.

 

How to Overcome Objections in Sales Over the Phone by Reframing Them

 

Step 3 is Reframing the problem.

Burnt out coaches that keep being pushy probably won't realize this. But if they continue with what they have been doing before, even if it doesn't work, how will they be able to see things from a light? 

There might have been sales here and there, where these coaches didn't put the problems of their clients into a new perspective. But ask yourself, if that is sustainable over the long run?

A good coach, know how important it is to frame things in a new light because they know it from their coaching experience itself. Sales calls are similar to coaching, remember?  

An example might be a client that wants to lose weight. But she is worried that it might not work out for her and that it is too hard. You want to take this problem up and put it into a different perspective, that is helpful for the client. 

You say how you will show her easy to follow steps and that they will have accountability partners. You want to show them that it is not as scary and big as it seems by gently showing them what else there is to consider. If this is something you want for your business, check out our Ultimate Group Coaching Launch Checklist.

Evoke Decisions that Benefit Both You and Your Clients

 

Finally, you want to Evoke a decision.

Burnt out coaches make the mistake, where they want to force a decision onto the client themselves. Those clients won't have much room to decide for themselves and that is one of the things that make a sale feel pushy.

Successful coaches, on the other hand, are fine if the potential clients decline or if the clients will buy their programs later. As long as it is coming from an empowered and conscious position.

Then both parties will often benefit long term. The successful coach will get her committed clients at certain but relatively sure rates. They won’t feel down because her client doesn't get the results she deserves. 

And the client herself won't be put into something she doesn't want. That will also keep her from bad mouthing your business because she wasn't interested in it, to begin with. 

Don’t forget about the difference between someone who is committed and someone who is not. Have you ever instructed them to do something strictly as you say? You probably let your coaches decide on their own after you have given them feedback on what to look out for. 

After all, you will leave the bird’s nest because you also want to serve more clients. Then you want your little baby birds to be ready to care for themselves at some point, don’t you?

 

In Summary:

  • Be comfortable with the basics before a sale, so you can have a solid foundation to build your sales-house on.
  • Acknowledge the problems of your clients and talk to it.
  • Be curious about their problems and ask why it is the way they are to find the roots of the issue.
  • Reframe these roots and show your client how it is not scary as it seems.
  • Evoke a decision and empower them to make a decision on their own.

 

Do you want to know more about how sales work and how you can tailor them to your coaching business? Do you want to double your rates without price resistance just like successful coaches? Then download the Ultimate Group Coaching Program Launch Checklist.

 

 

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