It’s an inevitable part of the sales process: you’re talking with a prospective client, it seems to be going well…and then, all of a sudden, they hit you with a barrage of objections to business coaching.
How to handle it? What should you do?
First, be prepared. Understand and practice the three A’s of objection-busting: Agree, Answer, Ask. And always come armed with the 21 Silver Bullets–the precise action steps you’ll help your clients implement in order to improve their businesses.
Then, use these scripts to overcome the most common objections to business coaching!
1: I don’t think I can hold myself accountable
Response: “Of course you can’t. No one can hold themselves accountable to the level that a good coach will. But I can promise you this. I WILL hold you accountable. Being held accountable is about doing what you agree to do to help your business, period. Are you open to that kind of accountability? I can also promise you that if you don’t complete the actions we agree on, then I’ll have to fire you as a client. My reputation is the only thing I’ve got and I’m building my business on your success.”
2: I don’t think I have the money to do this
Response: “Of course you don’t. If you had the money, this would be a no-brainer. So, if you did have the money you’d be ready to get going on this, yes? Here’s a question I want to ask you. If we can figure out how to find some revenue and loosen up some cash flow, will you be ready to get going on this? Yes? Okay, I have a list of quick cash flow strategies that we can use to generate more revenue. Let’s have a look at these.” Shoot the Cash Gap Plan, Break Even Plan, Tactical Marketing Plan, USP & Guarantee, and Sales Management System Silver Bullets!
3: I don’t think I have the time to do this
Response. “Of course you don’t. If you had the time, this would be a no-brainer. So, if you had the time you’d be ready to get going on this, yes? The reality is that work always expands to fill the time allotted to it. So, here’s my question for you. If we could carve 5 to 10 hours per week out of your schedule would you be ready to get going on this? Yes? Okay, I have a list of quick time recovery strategies that we can use to carve more time out of your schedule. Let’s have a look at these.” Shoot the Time Management Plan, Apprenticeship Plan, Key Performance Indicator Plan, Organizational Plan, and Team Meeting Rhythm Silver Bullets!
4: I need to think about it
Response: “Sure. We both need to think about whether this is a good fit. And we did agree in our first conversation last week that we’d think about it together today and decide at the end if it made sense to both of us to work together or not. So, what other questions are you thinking about?” Proceed to handle the additional objections.
If you ever need to follow up an unconverted sales call that ended this way, use this script: “At the end of our conversation you said that you wanted to think about it more. So, tell me, what have you been thinking about since then?”
5: We’re already doing all this stuff
Response: “Well, it definitely sounds like you’re doing a lot of things and doing a lot of things well. But I do believe you said that _______ really should be better, right? So, sounds like we need to get you started on _____ right away, don’t you think?”
Responding to objections to business coaching takes practice. Role play with a spouse, a business partner, a friend--or better yet, your own Coaches' Coach.
Responding to objections to business coaching takes practice. Role play with a spouse, a business partner, a friend–or better yet, your own Coaches’ Coach as part of your membership in our comprehensive learning portal. Get a FREE 30-day trial here.