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You’re having a heart-centered sales conversation with a potential client about your awesome programs. She’s at the point of making a life-changing decision, and then says, “I’d love to work with you, BUT…”
“… I don’t have the money…”
“… I don’t have the time…”
“… I need to think about it…”
“… I don’t think I’m ready for this…”
“…I need to check with my husband…”
What you are bumping up against in your sales conversation is a client objection. It’s natural for people to think of reasons why they can’t (or shouldn’t) do something, especially when it involves spending money.
If you’ve been having a heart-centered sales conversation with her, in which she’s discovered the cost of not taking action, and sees the gap of where she is, compared to where she wants to be, her objection is fear-based. Emotionally, she wants what you have to offer and the transformation awaiting her. And, ingrained and limiting beliefs—“old mental tapes” that play over and over again in her mind—are holding her back.
As human beings, we resist change, because it places us in “unknown territory.” This is natural. Even though we intellectually know “change is good” for us, emotionally, we automatically throw our weight against change and push it away.
The good thing about hearing objections like ones stated above is your client is interested in your program. Your role, as a coach, is to support her through the objection to help her make a decision and say, “Yes,” to stepping into the transformation that awaits her.
Think about this. If your potential client could navigate through solving her problem herself, she wouldn’t be talking with you. She needs you to help her gracefully break through this barrier that’s probably been holding her back for a very long time.
Having good sales conversation and coaching skills are critical to help your potential client push through her,” Yes, buts…” This is a tremendous opportunity for you to make a powerful difference, and transform her life. So, don’t give up on this magical moment. Embrace it, and help your prospective client through this knothole.
Here are some word-for-word scripts you can use in your sales conversations to help your prospective client get the transformation she’s craving and needs:
1. “I’d love to, but… I don’t have the money.”
Most entrepreneurs state the money objection readily, without even thinking if it is actually true. The truth is “money objections” are rarely “about money.” If we truly want something, whether it is investing in a coaching program, or buying a fabulous new pair of shoes, we will find a way to get it. So, it’s your job to find out if it really IS about the money, or some other limiting belief. To get to the bottom of the issue, ask your client:
“If money weren’t an issue, is this something you would do?”
If they say, “Yes,” then you can say, “Okay, let’s explore this a bit deeper. Is there something else that could be holding you back from moving forward?” By doing this, you sidestep the money issue, and try to reveal the real issue holding people back, and coach them through making a decision. What you’re doing is displacing money as the reason for hesitation, and getting the client to focus on the real issue.
2. “I’d love to, but… I don’t have the time.”
This is a common objection, because many people feel time-pressed. The real issue is usually lack of a time management strategy, and the ability to set priorities. You can find out if they truly have “too much to do” with this question:
“If I waved a magic wand and created all kinds of time in your schedule, is this something you’d want to move forward with?”
If they say “Yes,” then they only think they don’t have time. You’ll help them by exploring how they spend their time, and helping them reset priorities.
3. “I’d love to, but… I need to think about it.”
If your program is a fit for them, the “I have to think about it” statement usually means “I’m afraid” or “I’m not sure I can do this” or I’m not ready for this, yet.”
Simply say, “What is it that you need to think about?” or “what don’t you know now, that you will know later?”
They will then tell you their concern, or realize they have nothing to think about except their fear and limiting beliefs. If you let them ‘think about it,” most assuredly, their shadow beliefs will convince them while “thinking it over” that “now” is not the right time—when it’s probably the perfect time.
4. “…I need to check with my husband…”
Out of all the noted objections, this is one of the easiest to manage. It’s a good indicator they have open communication with a spouse, and need to get approval before investing family finances.
You can say to your prospective client, “I understand you need to talk this over with your husband, and I respect that. I would do the same.” Then, gently remind them of your generous “Take Action” incentive, and ask them to get back to you within the next 24 hours.
Using heart-centered sales conversation skills puts you in a position to help the people who really need you most. You’re giving them the opportunity to step into a place that will have a tremendous positive impact in their lives, and will help you meet your life goals, as well.
Do you want more resources about what to say during sales conversations? My “6 Steps to Create a 6-Figure Business 1-Day VIP Intensive” is now available! It’s complete with all the training tools, scripts, templates, and examples you need to create a 6-Figure business in 12 months (or less). Only 2 openings available. Email me at Bonita@BonitaRichter.com to get more information.