{"id":26371,"date":"2021-08-01T20:58:04","date_gmt":"2021-08-02T04:58:04","guid":{"rendered":"https:\/\/coachestrainingblog.com\/becomeacoach\/?p=26371"},"modified":"2021-08-01T20:58:06","modified_gmt":"2021-08-02T04:58:06","slug":"coaching-clients-past-objections","status":"publish","type":"post","link":"https:\/\/coachestrainingblog.com\/becomeacoach\/coaching-clients-past-objections\/","title":{"rendered":"Coaching Clients Past Objections"},"content":{"rendered":"\n

I used to be afraid of objections when I first started enrolling coaching clients.<\/p>\n\n\n\n

I used to think that objections meant the client didn\u2019t want my coaching\u2026<\/p>\n\n\n\n

…or couldn\u2019t afford my coaching\u2026<\/p>\n\n\n\n

…or didn\u2019t have time.<\/p>\n\n\n\n

But then I realized that unless you discover a client\u2019s objections (or concerns)…<\/p>\n\n\n\n

…they aren\u2019t really enrolled<\/span>.<\/p>\n\n\n\n

Think about it.<\/p>\n\n\n\n

If your new client has concerns about your coaching program<\/span>\u2026<\/p>\n\n\n\n

…and those concerns are never even talked about<\/span> (much less resolved)\u2026<\/p>\n\n\n\n

They might say \u201cyes\u201d\u2026<\/strong><\/p>\n\n\n\n

…but those doubts that you left on the table start to grow in their mind as soon as they hang up the phone with you.<\/strong><\/p>\n\n\n\n

Because once they\u2019ve left their discovery session\u2026<\/p>\n\n\n\n

…they\u2019re out of your \u2018coaching optimism zone.\u2019<\/p>\n\n\n\n

Suddenly they start thinking about how they can get out of coaching…<\/strong><\/h2>\n\n\n\n

…then they never pay their fee\u2026<\/p>\n\n\n\n

…they don\u2019t respond to your follow-up calls\u2026<\/p>\n\n\n\n

…and then they disappear completely.<\/p>\n\n\n\n

THE POINT: Address and resolve your new client\u2019s objections and concerns BEFORE you complete that enrollment conversation.<\/strong><\/p>\n\n\n\n

Handle ANYTHING that gets in the way of your client being 100%.<\/p>\n\n\n\n

Handle ANYTHING that gets in the way of your client being 100%.”<\/p><\/blockquote>\n\n\n\n

How do you handle those concerns and objections?<\/p>\n\n\n\n

\"Steps<\/a><\/figure>\n\n\n\n

Follow these four steps:<\/strong><\/h2>\n\n\n\n
  1. Ask questions.<\/li>
  2. Give your client space to think.<\/li>
  3. Explore their concerns together.<\/li>
  4. Empower your client to be confident about their decision.<\/li><\/ol>\n\n\n\n

    STEP ONE: ASK QUESTIONS<\/strong><\/h2>\n\n\n\n

    Let\u2019s talk about the questions…<\/p>\n\n\n\n

    You need to ask questions to understand your client and their concerns\u2026<\/strong><\/p>\n\n\n\n

    …without judgment or agenda.<\/p>\n\n\n\n

    When your client shares a concern\u2026<\/p>\n\n\n\n

    …write it down\u2026<\/p>\n\n\n\n

    …and then acknowledge the concern briefly (without trying to change their mind)…<\/p>\n\n\n\n

    STEP TWO: GIVE YOUR CLIENT SPACE TO THINK<\/strong><\/h2>\n\n\n\n

    Ask what other concerns they have<\/span>\u2026<\/p>\n\n\n\n

    …until your client runs out of concerns<\/span>.<\/p>\n\n\n\n

    Be warned\u2026<\/p>\n\n\n\n

    …this isn\u2019t natural<\/span> – to listen to multiple concerns from a new client.<\/p>\n\n\n\n

    Most coaches are more likely to interrupt\u2026<\/p>\n\n\n\n

    …argue\u2026<\/p>\n\n\n\n

    …or problem-solve.<\/p>\n\n\n\n

    \"\"<\/a><\/figure>
    \n

    (NOTE: If you want to learn how to start your own coaching business, then check out this webinar<\/a><\/strong>, called “How to Start Your Coaching Business in 30 Days<\/a>“<\/a><\/strong> \u00a0During the webinar, I\u2019ll cover how to get your first paid clients fast and make it feel natural for you. Click HERE now<\/a><\/strong> to attend the webinar<\/a><\/strong>.)<\/em><\/p>\n<\/div><\/div>\n\n\n\n

    STEP THREE: EXPLORE THEIR CONCERNS TOGETHER<\/strong><\/h2>\n\n\n\n

    The process of listening to all your client’s issues is going to take a lot longer than you realize<\/span>.<\/p>\n\n\n\n

    It can take 30 minutes or more.<\/p>\n\n\n\n

    Let them take their time.<\/strong><\/p>\n\n\n\n

    Why?<\/p>\n\n\n\n

    Because until your client airs all their concerns\u2026<\/p>\n\n\n\n

    …and feels fully heard\u2026<\/p>\n\n\n\n

    …they won\u2019t be open to resolving them.<\/p>\n\n\n\n

    It\u2019s a trust issue.<\/strong><\/p>\n\n\n\n

    When you give your client (or anyone) the experience to share EVERYTHING\u2026and you accept all of it unconditionally<\/span>\u2026they trust you.”<\/p><\/blockquote>\n\n\n\n

    STEP FOUR: EMPOWER YOUR CLIENT TO BE CONFIDENT ABOUT THEIR DECISION<\/strong><\/h2>\n\n\n\n

    Then you can work on resolving those issues together.<\/p>\n\n\n\n

    If you fail to resolve the real reasons why your client isn\u2019t yet 100%…<\/strong><\/p>\n\n\n\n

    …then you actually fail your client<\/span>.<\/strong><\/p>\n\n\n\n

    You haven\u2019t really served them in a way that allows them to transform their life.<\/p>\n\n\n\n

    Why?<\/p>\n\n\n\n

    Because you\u2019re robbing them of the coaching they actually need<\/span> and want.<\/p>\n\n\n\n

    The PROOF?<\/p>\n\n\n\n

    If they didn\u2019t want coaching\u2026<\/p>\n\n\n\n

    \u2026they wouldn\u2019t have agreed to meet with you in the first place\u2026<\/p>\n\n\n\n

    …or spent an hour or more talking with you.<\/p>\n\n\n\n

    You must believe that coaching is valuable to your client.<\/strong><\/h2>\n\n\n\n

    …as valuable as a bottle of cold water to a stranded desert traveler.<\/p>\n\n\n\n

    Of course the desert traveler wants the bottle of water\u2026<\/p>\n\n\n\n

    \"Man<\/a><\/figure>\n\n\n\n

    …and they would be willing to pay just about anything<\/span> to save their life.<\/p>\n\n\n\n

    Your client is just like that stranded desert traveler\u2026<\/strong><\/p>\n\n\n\n

    At least when it comes to their career…<\/p>\n\n\n\n

    …or their finances.<\/p>\n\n\n\n

    …or their health.<\/p>\n\n\n\n

    …whatever it is they came to you for.<\/p>\n\n\n\n

    Your potential clients are hoping that you have the solution they need to save or resolve that part of their life.<\/strong><\/h2>\n\n\n\n

    They are silently rooting for you to be awesome…<\/p>\n\n\n\n

    …hoping that you can give them the help they need.<\/p>\n\n\n\n

    But they will also be afraid\u2026<\/strong><\/p>\n\n\n\n

    …so it\u2019s up to you to give them the courage and confidence<\/span> to know they can succeed.<\/p>\n\n\n\n

    BE the coach.<\/p>\n\n\n\n

    These techniques are great for selling anything\u2026<\/p>\n\n\n\n

    …if done sincerely.<\/p>\n\n\n\n

    For example\u2026<\/p>\n\n\n\n

    When my husband and I were making a decision to adopt our son\u2026<\/p>\n\n\n\n

    …my husband was terrified\u2026<\/strong><\/h2>\n\n\n\n

    …and we had to make a decision by the next day.<\/p>\n\n\n\n

    I encouraged him to tell me ALL of his concerns<\/span>\u2026<\/p>\n\n\n\n

    …I truly wanted to know and understand.<\/p>\n\n\n\n

    There were 19 objections!<\/p>\n\n\n\n

    Most of which I had no control over\u2026<\/p>\n\n\n\n

    …and no way to ease his fears.<\/p>\n\n\n\n

    But I wrote them down anyway<\/span>\u2026<\/p>\n\n\n\n

    …One by one…<\/p>\n\n\n\n

    These concerns included:<\/p>\n\n\n\n

    1. He wanted me to quit my job.<\/li>
    2. He wanted me to get a new car that could carry all 3 kids.<\/li>
    3. Finances would be tight (of course…because of #1 and #2).<\/li><\/ol>\n\n\n\n

      But believe it or not\u2026<\/p>\n\n\n\n

      …after he was out of objections and felt heard<\/span>\u2026<\/p>\n\n\n\n

      …he simply said, \u201cOK, let\u2019s do it.\u201d<\/strong><\/h2>\n\n\n\n

      He was “sold”.<\/p>\n\n\n\n

      Why do I share that story?<\/p>\n\n\n\n

      That conversation changed our lives.<\/strong><\/p>\n\n\n\n

      I get to live with the results of that \u201ccoaching session\u201d… my adopted son!<\/p>\n\n\n\n

      I got to experience how happy my husband was as I supported him in his decision\u2026<\/p>\n\n\n\n

      …and he is still happy with his decision 13 years later.<\/p>\n\n\n\n

      That is the level of caring you need to have for your clients.<\/strong><\/h2>\n\n\n\n

      Care enough to help them achieve what their heart desires<\/span>.<\/p>\n\n\n\n

      Care enough to support them, even when it\u2019s uncomfortable<\/span>.<\/p>\n\n\n\n

      Care enough to:<\/p>\n\n\n\n

      1. Ask questions.<\/li>
      2. Give your client space to think.<\/li>
      3. Explore their concerns together.<\/li>
      4. Empower your client to be confident about their decision.<\/li><\/ol>\n\n\n\n

        When you show up this way<\/span> for your discovery sessions\u2026<\/p>\n\n\n\n

        …you give the magic of coaching<\/span>.<\/p>\n\n\n\n

        That\u2019s why you\u2019re on this journey in the first place.<\/p>\n\n\n\n

        Colette “Magic Coaching” Coiner<\/p>\n\n\n\n

        \n
        \"\"<\/a><\/figure><\/div>\n\n\n\n

        Dr. Colette Coiner, PCC, PT, DPT, FAAOMPT<\/a><\/strong> <\/p>\n\n\n\n

        Associate Dean, Master Coach University<\/a><\/strong>
        drcolettecoiner@coachestrainingblog.com<\/a><\/strong>
        858-232-3739<\/strong><\/p>\n<\/div><\/div>\n\n\n\n