Episode F.027 Coach to Close: Time Objection

Show Objectives
There is a psychological element to every sales conversation, just like there is with every coaching session. Your prospect is about to make a big commitment of time and money - the two biggest resources that most business owners don’t have enough of. As bad as things may be sometimes, there’s always the chance they could be worse and that worse could show up in the form of a coaching contract. That fear of change is always in the back of your prospect’s mind, especially with big-ticket purchases on the heels of a pandemic. Use your coaching skills to close more ideal clients who will benefit from working with you.

The REAL thoughts behind “Time” objections
The reason why prospects respond with “I'll think about it” is a form of what we call “Buyer's Remorse in advance”. They are too afraid to fail or to make the wrong decision. It's actually this fear that makes them want to postpone the actual decision-making and say things like “Let me think about it” or “Let's circle back at the end of the month.”

What the “No Time” objection sounds like

1. “It’s not the right time” “I need time to think about it.” 
2. “There’s just too much going on right now. I just don’t have the time to do this.” 
3. “I am not sure I have time for this.”  
4. “I am not ready now, maybe in a couple of months.” 
5. “I am just not sure I’m ready to take this step and commit to this type of schedule.” 
6. “I just don’t know. I need to think about it for a while.” 
7. “I need to give this some thought before I make a final decision.” 

This is what your prospect is actually thinking

1. “Please show me how investing time for coaching benefits me and my business. I don’t understand how coaching can help me.”
2. “I am not seeing this as a short term fix and I’m afraid it won’t work for me.”
3. “I need time to get more information.”
4. “I need more time to consider all the information I have. I’m confused about your offer.”
5. “You haven't addressed a concern or need I have.”

How to Coach to Close

1. Establish massive rapport
2. Ask qualifying questions
3. Create emotional and logical certainty
4. Focus on building the three 10’s in your prospects mind. As you do this you will lower their action threshold 
5. Raise the pain threshold by creating an undesirable future picture of their business if they continue down the same path they are on. 
6. Propose your solution to their problem (your Premier Package)
7. Expect an objection and offer a deflection
8. Raise three 10’s again to build certainty
9. Raise the pain threshold with new information gained from deflection answers
10. Proposed your second solution (your Medium Package). Repeat steps 8-10 again if needed.

How to frame your “No Time” Rebuttal
A new purchase means commitment, and often people are not sure if they can find time for it. We all have busy schedules and try to juggle as much as possible in a very short time. Most products and coaching services require your client to commit time. Show how easy it is to use your product

• Use guides/scheduled on how to use your product
• Address the drawbacks of procrastination
• Speak to the fact that there is never a “convenient time” to change to get things on the right track. It’s also not convenient for you to continue pouring hours into dealing with your problem alone. ​

​Written by: Donna Kunde