Why And How To Answer Objections Early In The Sales Process

It makes sense that leads have questions before booking a discovery call. Most people have questions about finance, time commitment, and legitimacy. I’m here to help you answer all their questions and a few more, Before their discovery call.

It helps when you can answer objections early in the sales process. It gives a sense of comfort in knowing what to expect from you. It also helps to thin out tire kickers and people who just want to see what your program is about without committing. 

First, share the common objections and answers on your blog, newsletter, and social media. Create an article like this one and briefly answer each question. Ensure you add a call to action so those interested may take the next step. 

Second, include answers to objections in your discovery call confirmation email. Again, it will help your leads feel a sense of comfort that you are being open and honest and offering solutions to their fears. 

Third, be prepared to answer objections in your sales call. The best way to prepare is to practice. The more you practice overcoming objections, the more comfortable you will be. 

Below are questions I often receive and how I answer them. 

How do I know your program and services are legitimate?

This is an excellent opportunity to brag about your accomplishments and direct them to testimonials, press kits, and other proof that your offer works. 

I have many videos and written testimonials from happy clients who stand by the results and work I’ve provided. Below are links to videos and written testimonials.

I can’t afford your program. 

Acknowledge your program is expensive, then share with them how others have been able to afford it. Office several ways of paying for your services via payment plans and financing.

“My program is expensive. Many of my clients have said the same thing you’ve said. What helped them is I don’t require clients to pay in full. I offer payment options for all of my clients. The payment plan and FlexxBuy financing are the most utilized options and are easy to qualify.”

I can do this on my own. 

Agree with the lead; they can go solo. Then lay out the consequences of going solo. Share with the money, time, and energy they will waste by not obtaining help. 

“You sure can. That’s how I started, on my own without help. Like me, what will happen is that you will waste a ton of time and money trying to figure it out on your own. You’ll make unnecessary mistakes that could have been avoided if you hired a professional to help you. My process is proven to take less time and recover 100% of your return on investment within the first 3-6 months after the program is complete. All you have to do is follow the process.”

I don't care about making money. I just want to help people. 

Share with your lead that charging well is more than vanity but necessity.

"You can't service your clients at the level they deserve if you aren't making enough money. Packaging your services and pricing them isn't about charging high rates to the highest payer. It's about covering your operation costs, enhancing your knowledge with higher levels of training, covering opportunity costs, and offering systems and amenities to your clients that help them reach their highest potential. You can't do that for free. If you run a non-profit, you still need to bring in money to support that. Grantors want to know that you can sell your program to other donors."

I don't have time.

Acknowledge, validate, and normalize your lead's concerns.  

"Finding time to prioritize your dreams can be challenging. You're working full time and taking care of your family. So it makes sense that you may feel overwhelmed with your schedule. God has placed an assignment on your heart. Let me help you with time management to start working on the project in your heart. If God gave you the vision, he would give you the time. So the question is whether you choose to take the time to put HIS vision into action."

I want to pray on it. 

Offer to pray with them. 

"I understand entirely. God is my CEO and COO. I also know you've already prayed on it. You asked God to help you get your new coaching practice. You asked him to help you make enough money from your course, so you could leave your exhausting 9-5 and serve HIM on a full-time basis. This may be the answer to your prayers. Before attending the meeting, ask God to provide you with confirmation that enrolling in Business Launch Prep School is according to HIS will. Ask him to remove all obstacles from your way so you can fulfill HIS vision and HIS will, then step back and watch him work. If your intuition feels good, follow it. God gave us intuition, and it never lies."

Published by Rolande Sumner

Rolande S. Sumner is a retired US Army veteran and the CEO & Founder of Life After Service Transitional Coaching LLC®. Rolande enlisted in the US Army National Guard in 1995 and retired in 2015. During her career, she was an Admin Clerk, Heavy Vehicle Operator, and Human Resources Manager. She served as both a traditional National Guard Soldier and as an Active Guard/Reserve (AGR) Soldier; and stationed in Massachusetts, South Carolina, and Afghanistan. She is an Associate Certified Coach (ACC) via the International Coaching Federation, a Certified Professional Coach (CPC) and Energy Leadership Index Master Practitioner (ELI-MP). Rolande is also one of the bestselling authors of Behind The Rank, Volume 3.

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