Saturday, November 5, 2016

Emerald Phase - Lesson Five



EMERALD PHASE POST 5: Handling Objections about Coaching
Quote of the Day:
“An objection is not a rejection; it is simply a request for more information.” – Bo Bennett 

LESSON
Hey! As you know by now, not everyone you talk to is ready the first time you invite them to join your Challenge Group. Sometimes, you have to answer additional questions and overcome concerns. It doesn’t mean you’re doing anything wrong, it is just part of building trust in you as their Coach and them working toward a decision. 

It’ll be the same when you start inviting people to coaching! You may have a customer who you just KNOW would make a GREAT Coach but they don’t say yes to your invitation. That can be frustrating, but it’s part of the process in many cases. Try and see their objections or questions as opportunities to increase trust with the person and don’t take it personally. Often, the people with the most questions and concerns become your most committed Coaches! 

Remember the How to Overcome Objections guide? Review the tips there on how to handle objections like a pro! You don’t have to have all the answers, just relate to your customer and then ask questions for more information. Here are a few examples:

“If you were to Coach, what do you think you’d enjoy most about it?”
“How could earning some additional income be helpful to you right now?”
“What interests you the most about coaching?”

And, don’t forget, even if someone isn’t ready for coaching right now, make sure you ask them if they can think of anyone who would be ready. These types of referrals are very valuable to your business and will keep you connected with that person—you never know when they’ll be ready to take up coaching!

So, let’s work together here! What objections are you hearing when you invite people to coaching? How are you handling them? 

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