Turn No Int YES Flashcards
What are some statements that a potential client can make in the form of objections to working with you?
I can’t afford it
I have to talk to my spouse
I don’t think this will work or me
What are your credentials
Your program sounds too expensive
I would do it if only you gave discounts
I don’t have the time
This seems too simple
This sounds too hard
I’m not ready yet
What’s really going on to a client’s “objections”?
Think back to the 3 brains: Brain stem, limbic system, the cortex
When confronted with change…
The brain stem (critter brain) freaks out and gets the limbic system loaded up with fear and worry and then the cortex (human brain) comes up with logical reasons to justify the fear and worry and the objection.
What kind of reactions does the critter brain experience?
Freeze, Fight, Flight
What is the response in freeze reaction?
The limbic system loads up on feelings of fear and the cortex justifies with “I want to think about it, can I call you next week?”
The freeze reaction looks like indecision or analysis paralysis
What is the response with fight reaction?
The limbic system loads up with feelings of anger and the cortex justifies with “this is too expensive. I can’t afford it. Who are you to charge this much?”
The fight reaction looks and sounds like a challenge or confrontation.
What response happens with the flight reaction?
The limbic system loads up with feelings of nervousness or anxiety and the cortex justifies with “I have to ask my spouse” (it’s not my decision to make), or “I’m not ready yet/It’s not the right time.”
The flight reaction looks and sounds like being passive with decision making and fleeing from responsibility.
How do you coach the “I can’t afford it objection”?
Ask the client to put money aside…pause and ask any of the following questions:
-Do you TRUST that you could potentially make these goals come true?
-How might your life shift if you did the program anyway? Are you curious to find out if it would be a dramatic shift?
-How will you be doing things differently from other times in your life? Who will you be 12 weeks from now? How have you grown or changed?
-What doubts or false thinking do you have about whether or not this will work for you?
How do you coach the “I want to think about it” objection?
Great. I appreciate your time and the fact that you recognize and want to take some more time to understand the potential that the program has to help you realize the changes you want to create for yourself. In the meantime, please allow me to send you something via email and I would like to reconnect on Thursday via phone so I can answer any additional questions that you may have. Otherwise you can just confirm with me on Thursday if you feel this is a good fit for you at this time. (Come up with your 24hr follow up email “food for thought”)
How to coach “I need to talk it over with my husband/wife” objection?
Of course. I respect that you feel this is a family decision. After all, how might your spouse or your kids benefit if you have more energy, know how to cook healthy, delicious food, and have more time and patience at the end of the day?
Your family is probably going to be really proud of you. Yes? You’re going to feel lighter, happier, less stressed.
Can I share with you how my life has changed and how it’s benefitted my family?…
How to coach the “I think I’m pretty healthy already” objection?
Yes, based on what I have learned about you, I would agree. But what’s not perfect yet?”
Do you think there’s somewhere inside of you that is desiring to be stretched into a new level of healthy or who wants to be challenged?
I consider myself pretty healthy too , but I also know there’s always room for growth. I’m always trying new things and learning what works best for me. So, where do you think you still have areas that can grow?
How do you coach “the economy is bad. I’m not sure this is the right time” objection?
I can understand how you can be feeling uncertainty about the economy. But are you maybe feeling uncertainty of creating change in your immediate environment? How can I support you to get what you want? If you believe you don’t have enough money for everything, you must also feel that you don’t have enough money for the most important things? A statement of uncertainty about the future, holds us in fear from creating something new and better in the present. Let me help you work through this kind of thinking and let’s figure out together the money part. I don’t want this to be a barrier between you and the self discoveries you will gain from the program.
