If you don’t feel crap when a discovery call, with a perfect prospect, ends in a “No”, it’s because you don’t love your coaching programme enough.
You see, I used to tell myself that if someone I couldn’t get someone past their…
“I can’t afford it”
“I need to think about it”
“I need to go speak to my spouse”
… objections, it meant that they just weren’t a good fit, and I should quickly forget about them and move straight onto the next opportunity.
But what the last 18 months have shown me, more and more, is that the vast majority of the time, those objections only become insurmountable, if I’ve not done a good enough job on the discovery call.
The reality is that when someone is investing thousands of dollars in themselves – which is probably something they don’t do very often – fear will come to the surface and be expressed through these types of statements.
But if you have a perfect prospect on the phone, who is desperate to move forward with you, and you can’t help them overcome those fears, so they can get the support that THEY WANT, then you should be feeling like you’ve let them down. Like you’ve done them a disservice by not being a good enough saleswoman to empower them to act. Like you’ve allowed them to walk away from the greatest opportunity of their life.
You see, sales isn’t about being sleazy or pushy. It’s about helping people to get what they want. And the clients who sign up with me never report feeling pushed into it. In fact, they usually thank me for helping them to spend thousands of dollars. Because they really wanted to.
JO DAVIDSON IS THE CLIENT CREATION COACH, A FIERCE AND DYNAMIC FORCE FOR WOMEN WHO ARE READY TO CHANGE THE WORLD WITH THEIR COACHING AND PROSPER IN THEIR BUSINESSES.
CONNECT WITH JO TODAY, IN THE FEARLESS WOMEN'S CIRCLE, TO CATCH HER FREE LIVE TRAINING VIDEOS AND GET SUPPORT AND GUIDANCE TO BUILD YOUR COACHING BIZ, THE EASY WAY.
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