How To Overcome Objections With Compassion
I’m that weird person who loves objections. I think it’s funny that we use that phrase of “handling an objection” because we’re not handling something. Instead, objections are opportunities to coach and serve your potential clients.
When you speak to a client and have this amazing connection, you’ve conveyed what you are offering, and they can see the value in it, yet something is coming up for them that’s preventing them from saying yes – GET EXCITED. You officially have your first opportunity to coach them through something!
When your client is objecting, they are (consciously or subconsciously) seeking evidence that “it won’t work for me.” So when somebody says to you, “I can’t afford it,” just take a moment and think of it as this is a vulnerable moment for them.
Here are the steps to take when overcoming objections. Let’s use the “I can’t afford it” objection in this example.
Relate To The Client
Here’s where you take a moment to listen to what your client is saying. Then use phrases like, “I understand, I’ve been there, and I’ve felt exactly what you are feeling now.”
Let the person speak fully and complete their thought. Acknowledge that you HEARD them before you move forward in the conversation.
Share a Personal Story
Talk to your client about a time when you felt like you couldn’t afford something and how it was a stretch for you. Even if your scenario isn’t the same, a vulnerable story will help you connect with the person deeper.
How You Overcame The Obstacle
What did you do to overcome the thing that was holding you back?
What mindset shifts did you have to make?
What conversations did you have to have?
Then, show them the solution you used to overcome the obstacle.
In my case, I would tell a story about how discovering how to sell high-ticket offers was the key to creating financial freedom in my life.
Share Your Results From Following Through
What happened next? Position your offer as one option that will help them get the key to breakthrough their block. Then start closing out the conversation.
Check in to see if they are truly still interested in your offer. If so, then I’d say, “well, before you decide that you can’t do it, what if we put our heads together and brainstorm some ideas of how you could do it?”
Once I started to show up for people on my calls that way, it felt more heart-centered and aligned to talk with my clients. Because I genuinely care about showing up in the best way possible for them.
“I would be honored to coach you and you want to be coached by me. I believe there’s always a way. So what if we put our heads together and brainstorm some ideas of how it could happen before we decide that it’s completely impossible?”
And, if nothing else, they may have a breakthrough around their money story.
So if you think about it as, “I’m here to make the biggest difference possible. I’m not here for only my agenda., I’m not here to push, convince, shove, manipulate, or be tactical. I just want to connect and help them at a deeper level.”
That’s how you can draw in your best clients for everyone’s highest good.
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Hi, I am Amy Yamada.
a Business Coach, Entrepreneur and Author of my signature "Create, Connect, Offer" system
When you market yourself and your business in an authentic and loving way, you attract authentic and loving clients. When you have a sales conversation that is inspiring, heart-centered, and dedicated to making a difference, your BEST clients will be thrilled to work with you!
My team and I are dedicated to helping you build a deep connection with yourself, your vision, and your audience so you can make a big difference for your ideal clients and create the income you desire! Over the last six years, I have coached hundreds of entrepreneurs and spoken in front of thousands of them on how to create unique marketing messaging, write e-mail copy that personally connects and converts, and have heart-centered sales conversations with the RIGHT clients.
Once you learn these skills, you can build ANY level of business you’d like.
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