This week we have been exploring common objections and how to write and implement rebuttals using a Coach to Close method and your current skill set as a professional Coach.
Objection handling means responding to the buyer in a way that changes their mindset or alleviates their concerns. When trying to overcome any sales objections, it is vital that you respond appropriately and avoid reacting impulsively to your prospect’s objections.
The REAL thoughts behind “Not an Industry Expert” objections
Regardless of industry, it’s the systems and processes in the coaching process that will help your prospect grow their business. Let’s take a minute to reframe objections. Often an objection is viewed as a “no” response when in fact it really means your prospect needs more information. Objections should not be feared, they should be welcomed. With a little pre-meeting thought and planning , you should be able to answer any objection that is thrown at you.
What the “Not an Industry Expert” objection sounds like
This is what your prospect is actually thinking
How to Coach to Close
How to frame your “Not an Industry Expert” Rebuttal
Many business owners are technicians first. They have offered their products and services for years and they understand their business inside and out. Your role as a coach is to help them move away from being the technician and into the role of business owner and leader.
Written by: Donna Kunde
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