You hear an objection after you pitch your offer, and you immediately go into “they aren’t interested” mode.
You feel defeated already. You assume you just lost the sale.
Here’s the thing I want you to realize: Hearing buyer objections is a good thing!
“An objection is not a rejection; it is simply a request for more information.” ~Bo Bennett
I’ve been preparing for a presentation I’ll be giving next week to over 1,100 business owners on how to overcome 5 common objections in sales…
⛔️ I can’t afford it. ⛔️ I’ll have to talk to my partner first. ⛔️ I’m not sure this will work for me; I’ve bought things like this before. ⛔️ Now isn’t the right time. ⛔️ I have to think about it.
And if you know me already, you know that I only approach sales in a heart-centered way. So I’m not all about teaching “how to get to YES” but instead I teach “how to get to an empowered yes or no.”
The beauty of hearing an objection from your potential buyer is it gives you a glimpse into what they are thinking.
They may be: ✓ anxious ✓ holding shame for past mistakes, let downs and inaction
✓ afraid to spend that kind of money
So when we get a glimpse into how your potential buyer feels after you make your offer, you can get into a real and honest conversation with them. You can help them heal from these negative feelings and potentially re-instill the excitement and hope they once had.
When they are in a more positive frame of mind, they are more likely to be able to make an empowered decision, whether it’s yes or no.
When both the seller and the buyer know that the decision came from an empowered place, there is no blame, shame or guilt. It’s purely a yes/no without judgment, and a mutual respect for the decision.
What I’ve found in my own journey in learning about sales is the more bold I am willing to be, the deeper the conversation can be.
As a Coach or Course Creator, you know that you have the potential to provide deep transformation for your clients.
They want and need what you have to offer.
Sometimes they need help making the best choice for them.
Your willingness to be bold and put a stake in the ground for what they really desire can help them get there.
So don’t shy away or back down from objections.
You never know what might transpire if you are willing to engage in a conversation that helps them make the most empowered decision for themselves.
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Katie Collins is a sales-boosting, client-generating business coach who helps you get over your fear of sales and visibility so you can finally make the impact, and the income, of your dreams.
As The Launch Squad’s Sales Superhero, Katie teaches you how to have successful sales conversations (without being pushy), get clear on your message, craft your offer, and structure your program content, including your launch strategy, with an offer that really sells.
Katie creates a safe, nurturing space for you to explore your limiting beliefs and transform your fears. She’s trained in the Art of Feminine Presence and will lovingly push you outside your comfort zone in a way that makes you wonder why you ever wanted to stay there in the first place.
She’s often hired by 7-figure coaching companies to serve as a lead on their sales teams during launches, and has brought in over $4.5 million in coaching program sales.
With personality quiz results like enneagram 1, ESTJ, and The Connoisseur, she’s the very definition of a Boss. So if you’re brave enough, let her boss you into some stellar sales and the life you’ve been dreaming of.
When Katie’s not helping you achieve your sales goals, you can find her barefoot in Barbados or snowboarding in her home state of Colorado.