Handling Objections with grace and ease

I started thinking about what areas my clients and I could handle a little better, what areas could use a little grace and ease.

Instantly I went to the one area that most of my students struggle with - handling objections.

Objection in any form creates fear in many, so instead of going there we'd just rather avoid it. Actually, I'm going to go out on a limb here and say that rejection is probably one of the biggest fears that a human being can face.

As entrepreneurs, we volunteer ourselves up on a silver platter day in and day out in the face of rejection. So how can you look this fear straight in the eye and overcome it and connect with your customers from a place of grace of ease?

I am going to share 2 of the number one objections consultants and coaches get on a daily basis, and exactly what to say that will place you and your customer in a place of empowerment versus fear.

1. "But, I just can't afford it."
The very first thing I ask when I get this answer is, so if it weren't for the money/investment, is this something you would want to do?
If the answer is a resounding "YES," then you know that they are serious and really want to move forward. Discuss some payment options, notice I didn't say discount or give away your services. Every sale needs to be a win-win for you and your customer. No forcing, just assisting your client come to an empowered decision.
If they still can't see how they would be able to do this, work with your soon-to-be client on ways they can create some cash flow to make this happen. If they still are unclear in anyway, go back to how much they really desire this change.
Just ask, on a scale of 1-10, how much do you really want this change?

2. "I need to think about it."
Be cool about it, not sassy or pushy in anyway, but ask out of sincere curiosity. . .
"Then when would the right time be?"
I may even take this a step further and say something like . . .
"It's no accident that we are talking right now, so if you feel this is the right time I'll be happy to help make this work for you."
Something else I might say . . .
"No problem, take all the time you need. Just understand that within 48 hours (or whatever your limiter is) the fast-action decision/bonus savings will disappear."

Whatever their final decision, it's up to them. Stay detached to the outcome. I always tell my clients that no just means no, not right now. There is a reason the two of you were brought together for this conversation today.
Keep in mind that selling usually doesn't come naturally especially when you come from a place of such high service. Connecting and serving your client from a place of empowerment and understanding what fear they may be experiencing and ultimately is stopping them from making a powerful decision is key to the selling process and serving your client to your fullest ability.