How to handle objections on a discovery call

Discovery call. Clarity call. Next step strategy call. Consultation. Whatever you choose to call it. How do you handle objections?

There is much to be said on the topic of discovery calls and the subsequent closing of a client into your coaching program.

Let's talk about; How to handle objections on a sales call as a coach;

Mindset, and tips for that FREE call you offer.

"I really mess up sales calls" says a wonderful coach to me. "Really. I'm hopeless at them. I am on the phone and she sounds interested and I .. somehow it falls flat."

You may relate. Or not. You are a successful coach. But yet, you do not love your sales calls. It feels heavy, maybe. Or, it puts you on the defensive. You may not actually give them much thought, but now that you're being asked the question, "How do you feel about your sales calls?" you are becoming aware of - how you find them.

If you resonate until now and you want to explore and see how you can get what you want on these calls, then welcome to this post where I will be sharing 3 simple techniques you need to understand about calls with a prospective client, in particular when said prospect raises an objection. Hmmm.

Point #1: Pre-empt Objections.

Yes, if you know before the call the main objections people will make, and how to actually pre-empt them, - How would that change the game?

When you can pre-empt the objections, the prospective client may likely raise, you feel empowered, and you are also motivating the person to take good action. This, in turn, increases conversion rates.

On the flip side, if you get caught off-guard with an objection, it puts you out of your empowerment, which is no good for either of you. You are confused, (Is this legit or is it a smokescreen?), you resort to convincing in a way you didn't plan to (and you don't like yourself doing that) and you are giving the person an excuse to stay stuck, because your response is that weak.

You find yourself on the defensive and kind of argue your case, which is unprofessional at least, and wearying.

So yes, the trick is to pre-empt objections. In PIVOT program (the full details of which you can see here) you learn the exact step-by-step of how this looks like in real conversation.

Point #2; Handle the Objections

If you can handle the objections; see them for what they are and coach the person through it, you are doing your job.

Whereas. If you, upon hearing the objection, say something like, "O'h okay, all the best"

then, well.

For you to handle objections smart, you need to know the 3 main ones people make and how you view them. How do you know when to see them as legit and how to see through them as a smokescreen.

Where do you go from there? How do you continue the conversation without losing your bearings. You don't want to push yourself to convince, and you also don't want to give up. In short you would love to know how to move forward in the conversation once an objection is raised, in a smart, and effective manner. Wouldn't that be nice?

We cover the main objections people make, and how to get astute and navigate, in PIVOT, the full details of which you can see here.

Point #3: Push or Pull

What's your way to invite people into your program? Are you compelling? Or are you pushing them away?

"Duh" I hear you say "Of course I'm doing my best to make my program sound appealing. And I, myself, know the power of what I'm offering and it's amazing! It's natural for me to attract people in, I know what it can do for them!?"

Of course we want for them to come in, but have you considered the psychology of what would make people want?

This is not to be manipulative. What we are doing on the free call is to narrow down any distractions to their WANT in the area which we can help them with.

We want to be able to do that in the most effective way possible.

Conclusion;

Once you know whether you are pushing a person away or pulling a person, you are aware of the objections, and know how to navigate; and you can pre-empt the objections before they come up, then you have lived in your mission whilst on the free call.

You read that right. Spending time and energy on free calls with people who are interested in your program is not merely a means to an end, you are already in the sun, in your mission, giving value and facilitating a clear choice for the person on the call to take the next best step towards her success.

If you want to learn more about the style of the coaching program designed for seasoned and driven coaches, I have broken down the core points of its uniqueness in a free 16 minute virtual training The Pro-Active Mindset. You can register and get access for this here