Here's how you can skillfully address objections from potential clients as a beginner in sales coaching.

Great listening also includes Motivational Interviewing skills. Your prospect needs to “actively listen” to themselves too! Motivational interviewing (MI) in selling involves using a collaborative, person-centered approach to elicit and strengthen a client's motivation for change. Key MI techniques include asking open-ended questions, offering affirmations, reflective listening, summarizing, eliciting change talk and exploring ambivalence. These techniques help understand clients' needs, build stronger relationships, and guide them toward decisions aligned with their goals.

The term overcome objections is a misnomer. You should seek to UNDERSTAND stalls and objections. You accomplish this by very concisely reversing. Can you elaborate? Tell me more... Can you help me understand? Dummy up and don't act like you know exactly why the prospect is objecting. Dig in then address the root issue. "The problem the prospect brings up is almost always not the real problem."

I agree. Easier said than done. That’s is why a sales methodology is important with the appropriate frameworks you can role play and practice. We as people in generally aren’t great listeners. Most salespeople are more interested in pitching and selling, than listening. It’s a hard habit to break.

Active listening is the cornerstone of effectively addressing objections. Listen and Understand Their Perspective Let the prospect fully explain their objection without interrupting. Ask clarifying questions to better understand their specific situation and pain points. Respond in an understanding, non-confrontational way. For example, "I understand your hesitation about the investment required for coaching. Many clients have felt similarly before seeing the benefits..."

Understand this: by voicing an objection your customer is indicating to you, probably for the 1st time, his true purchase intent. As such, it is a POSITIVE sign. Objections should be celebrated, not feared. By voicing an objection, your customer is taking the risk of unveiling his true interest. He knows that. For that reason, it makes him/her feel vulnerable. Failing at listening it is not bad for business, it is a complete LACK of respect.

Empathy is a powerful tool in overcoming objections. Seek to Understand Root Motivations Ask questions to uncover the root motivation behind their objections. An objection about cost may actually stem from deeper concerns about ROI or risks. Once you understand their key motivations, craft your responses to directly address those underlying points.

Acknowledge: When a client raises an objection, it’s important to make them feel heard and understood. Use phrases like, “I understand where you’re coming from,” or “I see why that could be a concern.” This validation shows empathy and respect for their perspective. Acknowledging their feelings helps to build trust and sets a positive tone for the conversation. Relate: After acknowledging their concern, relate by sharing a relevant experience. Say, “I had a similar customer who had the same concern.” This not only demonstrates your experience but also shows that their issue is common and solvable. Sharing how you addressed the concern with another client can provide reassurance and make your solution more credible and relatable.

What is an objection? it is an OPINION. You may know that there 3 types of statements we share with others: 1) Facts; 2) Feelings & Emotions; 3) Opinions. By answering too fast to an objection, or worse by immediately disapproving it, you will make your customer will disapproved him/herself! Take to the time to consider the opinion. Accept it exists. Treasure it for a moment so you can show respect and empathy to your customer's concerns. If you fail to do so, people feel attacked or rejected. It is called the "ad Hominem" judgement.

To effectively clarify concerns, you can ask specific, open-ended questions that encourage clients to elaborate on their objections. Here are some questions you can use: 1. “Can you tell me more about what specifically concerns you about this aspect?” 2. “What are the key factors influencing your hesitation?” 3. “How does this concern impact your decision-making process?” 4. “What information or evidence would help alleviate your concerns?” 5. “Have you had similar experiences in the past that are influencing your current perspective?”

Ask probing questions to uncover the root of the problem. Reframe Objections as Opportunities Don't get defensive. Reframe objections as chances to provide more value. For example: "That's a fair concern about budget. Let me explain how the ROI from coaching can rapidly outweigh the costs..." "I can appreciate being skeptical based on prior coaching experiences. Here's how I ensure you get consistent, measurable results..."

Once you show you cared about your customer's opinion, ask precision to try to unveil the facts that helped forge the opinion in your customer's mind. You CANNOT reserve an opinion unless you show that the facts which forged it are wrong and should be replaced by your facts.

When offering solutions, always include a relevant customer reference point to build credibility and demonstrate proven success. For example: 1. Relate to Previous Clients: “A similar customer had the same concern. Here are solutions that worked for them, and this is how we implemented those solutions.” 2. Tailor Solutions: Customize your recommendations to address the specific concerns raised by the client. 3. Showcase Results: Highlight the positive outcomes achieved by previous clients who faced similar issues. 4. Provide Options: Offer multiple solutions to give the client a sense of control and flexibility.

NOT that quick. First make sure you pinpointed the facts which forged the opinion. Then you shall diminish their importance. Finally your customer will be ready to consider NEW FACTS. ONLY then he/she will be able to see the full benefits of your solutions.

Build that pipeline! Strong sales follow-up techniques are key to closing deals and building great customer relationships. Try sending personalized emails, sms, that address what the customer needs, and make sure you respond quickly to show you’re reliable. Scheduling follow-up calls to answer any questions or provide more info is also a good move. Use CRM tools to keep track of interactions and set reminders so you don’t miss any leads. Adding value in each follow-up, like sharing relevant content or solutions, keeps the conversation going and shows you’re genuinely committed to helping the potential customer succeed.

Take advantage of your smooth handling of the objection to propose your customer to close. there are only two outcomes to this: either a new objection arises which you need to deal with before hoping to close the deal, or you are progressing towards closing, either by receiving a plain yes to your proposal and an invitation to negotiate the terms. in both cases, you took the initiative to step toward the deal closing.

Building a prospect's confidence in your product during a sales presentation really hinges on your own confidence as a seller. Your enthusiasm and belief in the product will naturally boost their confidence. When you genuinely believe in what you’re selling, it shows, and that trust is insanely contagious.

Concerns should be viewed positively as they allow you to understand the root issues. Here’s how to handle them: 1. Encourage Open Dialogue: Invite clients to share concerns openly, showing your willingness to listen and address their needs. 2. Dive Deep: Use concerns for deeper discovery. Ask questions to uncover underlying issues. 3. Reframe Concerns: Position concerns to highlight your solution’s strengths. Show how addressing these can lead to better outcomes. 4. Build Trust: Handling concerns effectively builds trust and strengthens client relationships, showing empathy and providing tailored solutions to reassure clients of your commitment to their success.

Como aporte adicional podemos considerar. - No a todos los clientes podemos superar sus objeciones pero es importante evaluar el prospecto y mantenerte comunicado dándole seguimiento continuo para cuando tenga la necesidad piense en ti. Muchas veces tenemos una atención A1 pero no existe necesidad del cliente pensemos en esto como una venta a largo plazo y una relaciona con tu cliente generando una cartera.