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
This is what your prospect is actually thinking
How to Coach to Close
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
Written by: Donna Kunde
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