Increasing Sales By Overcoming Objections
(4 min read)
This conversation series centers on overcoming objections during the initial consult with a prospect. These objections fall into three major categories: Price, the Decision Maker, and the Stall. This article focuses on the objection of price. While no objection overcome is perfect, this scenario will give you the language and context to close more sales and help more people.
Setting: the initial consultation with a prospect. The coach and prospect have already discussed the prospect's goal and previous efforts to achieve that goal. This scenario starts as the coach presents price.
Coach: After discussing your goals, my recommendation is our Lifestyle Coaching package with 12 sessions. For all twelve sessions that's $378. Is this an amount you can manage?
Client: Oh. That is more than I was expecting.
Coach: It’s important to remember that a twelve-session package will get you through nearly 3 months of Lifestyle Coaching. And that means the cost to you is around $32 per week.
Client: That's true. Can I actually see progress in that time?
Coach: Absolutely. And let’s agree, $378 dollars is not an insignificant investment.
Client: That’s also true.
Coach: But you’ve shared with me your goal and your previous struggles to achieve it. I know I can help and I’m confident we can see progress together.
Coach: Yes, and the fact that this is a significant amount means you’ll take it seriously and get the most out of this program.
Client: That’s a good way to look at it.
Coach: I want to work with you and I believe this is the best service I have that fits your needs and goals. Would you like to get started with this or we can explore our four-session package at $140?
Client: Is four sessions enough?
Coach: With your goals, I believe we will need more time, but what's important to me today is to get you started. I recommended the twelve-session package because I believe it's the best fit for you and your goals, but if starting with the four-session package is our path to seeing progress toward your goals, I'll happily do that.
Client: I'm so relieved to see how much you care. It may be a little tight, but I can make the twelve-session package work.
Coach: Wonderful. Let's go to the front desk and get our first session scheduled.
Notes: This article refers to the service as Lifestyle Coaching, but coaches are encouraged to use the language that best resonates with their clients. Additionally, the prices mentioned in this article are derived from a training cost of $90/hour. For more info on how to price behavior coaching sessions, read this article.
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