4/9 BIG WINS!! Selling, Pricing, & Enrollment

CALL PART 1

CALL PART 2

Handling Objections: 

As Ontological coaches, we address the whole BEING of the person. At the end of any conversation or sample session, when the question, “Would you have any objections to working with me as your coach?” is asked, we are actually driving up their objections on purpose.

What there is to do is actually address the objection, on purpose. And then address everything around the objection – their context, their physicality, their reality, and the POSSIB ILITY. Finally, address the pain/what is predictable in keeping the limitation in place versus the Possibility.

The gap is the place where coaching makes the difference:

Identifying the gap; Creating the possibility in their life; and Distinguishing that future from what is predictable; Leaving them at choice and at cause – this is the work of a coach.

And many clients will hire you once they see their objection as simply the latest iteration of the theme in their life that stops them.

Some common objections, and the way we invite you to listen to them, include:

TIME/MONEY OBJECTIONS (Money example below)

1. GET THE OBJECTION

- This is a way of being. Spend a full minute and really get it. Authentically reflect what you heard, like, “Wow, I really got that...you would if you could, but you can’t afford it.”

2. RELEASE AL L PRESSURE AND GET PERMISSION TO COACH

“It’s totally fine with me. I know that it’s not always the right time to hire a coach, and I appreciate your time and looking at it.” Make sure that they are clear that you are not attached.

Then, “Here’s the thing: We could just let it go at that and if you want to that, it is really okay with me. And, you know, I coach people for a living. My work is a lot about taking the things that stop folks in life out of their way. Can I ask you, if the money weren’t an issue at all...would you take on coaching, and if so, would you choose to work with me?”

If no, then there are other objections to handle. Get those out on the table too. 

If yes, move forward.“Ok ay . So as a coach I hear some things in what you’ve shared, and I’m wondering if you’re interested in some coaching around money so that it’s not a stop for you here. When you were talking about the money, the way you said that, it struck me that this probably isn’t the first time you didn’t do something you wanted due to money. Is that right?“

Are you interested in a breakthrough in that?” If no, you're done. Do not coach people who do not have a request for coaching. 

{If yes, then coach their context. Here is one possible conversation /place to look :}

1. DISTINGUISH THEIR PATTERN/CONTEXT vs. WHAT’S POSSIBLE

First, look at their context, and the familiarity of this issue in their life. For example: “How does it usually go with you and money?”  

“Where else in your life is money the thing between you and what you want?”

“What are the costs/benefits of this issue in their life?”

2. DISTINGUISH THE PAIN

AND/OR PREDiCTABLE FUTURE OF CONTINUING WITHOUT COACHING OR WITHOUT DOING SOMETHING DIFFERENT

“What’s predictable from this pattern?”

“How does it go from here?”

3. POINT TO WHAT’S POSSIBLE

“Okay. So whether it’s coaching or something else, it’s not going where you want unless you do something different, right?”

“So, is there or isn’t there possibility in the world? Do you know of people who are able to create what they want?”

“There’s a cultural conversation we have about value. If I said, ‘There’s a 1978 Pinto downstairs for $500, it would be different for you than if I said, ‘There’s a 2008 Mercedes downstairs for $500,’ right?”

“And if I said that there was a private jet downstairs for $550 per month, and that was like a dream come true for you...well, you’d find a way to create that $550, wouldn’t you?”

“So, perhaps there’s no such thing called “can I afford it?” Perhaps the question is really, “Do I value it enough to spend my money on it?” 

4. DISTINGUISH THE VALUE OF FULFILLING ON THE CLIENT’S PROJECTS

“So, here’s what I heard you say you wanted to get out of coaching…(recreate what they said powerfully.) I charge $550 per month. So, let’s say it would take a year of your life and $6,600…would it be worth it?”

If no, don’t coach.

If yes, then you’re dealing with the how.

At this point, some people will just jump in. They will have worked out the “how” in their mind or realized that it was never about the “how” in the first place. Others will be at, “Yes, I’d love to and I just don’t know how!”

5. SUPPORTING THEM IN THE “HOW”

You can ask them a general question: “What can you see you could do to generate $550 per month?”

Often times, people will generate it themselves. If they’re stuck, say, “Okay. This is where we take on action. Let’s have you break outside of the box of looking in your checkbook and saying, ‘Oh, it’s not there, guess I can’t.’” (Sometimes it supports people to get clarity about the facts…what are they bringing in per month, what is going out, what other assets they have, etc. Then you can distinguish the client’s conversation/beliefs separate from the facts. Often they will be able to see they have been making up a lot about what they do and do not have.)

“So, I invite you to make a list of at least 10 ways you know to make that money. Now 10 ways you could never do to make that money. Now, how about the five easiest ways to make that money…” They will start to see new opportunities. If they are still stuck, the coach can offer ideas.

(Coaching the “how” is about expanding the client’s view and supporting them to see new possibilities. Do not take on the “how” until you have distinguished the context. If you do, you will get caught in “fixing” the person’s money “problem” and it is unlikely that it will be effective.)

WHAT IF THEY SAY: I HAVE A GREAT LIFE (WITHOUT COACHING) 

Again, first, GET the objection. Then, make sure that you have permission to have a conversation from COACH with them about this topic. Then, make sure that you are speaking from COACH and in alignment with their goals.

Then, some places to look:

1. Address the oddity/unusual quality of their perspective.

2. Consider the “7/8” aspect of their life. (This is another context item – Are they rating every area of their life as 7 or 8 on a scale of ten? If so, what is the purpose – are they avoiding 9 and 10? Or 3, 4, 5? Where else does this show up in life? What is the experience of this type of life? What are the costs/benefits?)

3. Ask questions designed to access the POSSIBILITY beyond the current paradigm; e.g., “What if you won the lottery? I mean a really big one?”

4. Ask questions designed to reflect the limitations of the current paradigm; e.g., “Have you attained all of your goals, or lowered your standards?”

5. Address the contradiction of their statement to their presentation or circumstance; e.g., “I hear you saying that you are completely satisfied in your life, and yet I notice a certain sadness in your being. What is that about?”

 

3/12 - Money Consciousness, Time, & Triggers

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Money Consciousness Worksheet

1. My current financial situation that I wish to change is . . .

2. My emotions around this situation, right now, are...

 3. I love myself for having these feelings. My feelings are perfect feedback. My feelings are an indication of how much meaning I am attaching to money. How open are you to a shift? 

Where are you emotionally with the above statement, please circle: 

Willing? Unwilling? Skeptical? Open? 

4. I am noticing that I am giving power to money that it doesn’t have by attaching to it the following restrictive thoughts, beliefs or assumptions about money, both in general and arising from the current situation. These are:

5. I am willing to forgive those who modeled or taught me these negative associations around money and resolve to do a 3-Letter series exercise on the following people,before our next call, in order to transform this energy: 

a)

b)

c)

d)

6. I am willing to see that I have lovingly created this money issue for myself as an opportunity to learn and grow and I am willing to create the following break throughs: 

7. I now realize that money is neutral, has no power of its own, and no inherent value. It is just energy, so I now release my need to be right about the meanings I had attached to money, as noted above, and since there is no shortage of it, I open myself to allowing money to flow easily in my life now by doing the following... 

8. I now realize that I was withholding love from myself and others by imagining that money was or is... 

 

and I now affirm my strong belief that the Universe is a place of total abundance, and that there is no shortage of anything.

 9. I now see myself as being in a heightened state of openness to receive money and to have this issue resolved in the most perfect way for all concerned. I express this shift by doing the following... 

10. I now realize that I am someone who can generate into my life everything that I need. I now declare I am in the process of creating the following:  

11. I am now ready and willing to reframe the situation outlined in Question #1 in terms of the perspective of self-love & forgiveness and greater spiritual paradigm that agrees that everything is Divine order. Attempt a reframe in your own words -- “I now recognize that . . .

12. I now turn this over to my own Spiritual Intelligence and surrender to the infinate universe in the knowledge and comfort that all is well, and that what I saw as a problem was purely a misperception on my part. I have already resolved it by recognizing that I am abundantly supplied at all times. Any idea of shortage or lack that I was holding onto, I recognize now, has no validity or power whatsoever, and I give it none. To demonstrate my commitment to divine surrender I regularly am... 

13. I now realize that money was not the issue. I have no issues around money. Whatever the real issue was, I have handed it over to the Divine and have an unshakeable trust that as long as I do my part, the Universe will always have my back. I am committed to doing, "my part" which means... 

Thank you. And So It Is!

This worksheet is a modified version of The Radical Empowerment Program by Colin Tipping, Published by Global 13 Publications, Inc. © Colin Tipping, 2006


Suggested Forgiveness Exercise: 

THE THREE-LETTER SERIES NOTES ABOUT COMPLETION AND THIS TOOL:

As with any completion tool, the essential ingredient is your willingness to be complete. If you are unwilling to use this tool to move through your emotions to a place of responsibility and completion, the tool will not make a difference. So, ask yourself, “Am I willing to be complete with this person and/or situation?” before starting. Completion is an inside job. From Essence, we get complete and then we get in communication from a space of completion. We do not need the other person to do or say something different in order to cause our completion. The three-letter series provides access to completion when there is some emotional energy present for the client. The opportunity is to express all the upset, to take responsibility, and to get back to Being. Do these letters in order. We don’t suggest you leave much time between them. Write these letters as if you were writing directly to the other person (i.e., “Dear …”).

NOTE: DO NOT send these letters. DO NOT leave them out where anyone can find them. DO NOT use these letters to communicate anything to anyone. These letters are for your process only. Write them and then destroy them.

Letter Number l: Emotions Letter:

In this letter, let it fly. Get out all the emotion around this issue: anger, blame, disappointment, sadness, joy, despair, etc., that is there. Feel free to be as much of a victim as you can. Don’t be nice or transformed. Really let them have it. Continue to write until it is ALL out. At the end, it should seem like there’s nothing left to say. If the upset is not fully expressed in this letter, it will be difficult to do the next two letters in a way that makes a difference.

Letter Number 2: Responsibility:

In this letter, share what you can be responsible for. Note what you did and didn’t do that had it go this way. Really look on your side of the street. What did I do/say/not do, etc. that had things turn out this way. Include in this letter anything you see to apologize for. {Note: If this letter is short or seems challenging to write, go back to Letter Number 1…there is likely more to say there.}

Letter Number 3: Acknowledgement:

In the last letter, acknowledge the person. Even if it is challenging, please be intentional about doing this step completely. You can let them know what you are grateful for about who they are, what they have done, and what they are committed to. You can thank them for the difference they have made in your life or the lives of others. You can acknowledge them for doing the best they can with what they have. Whatever acknowledgement is authentic for you, share it in this letter. {NOTE: Again, if this letter seems challenging, go back and add more to Letter Number 1.}

Signed:

Date:  


COMMIT TO THE SPECIFIC PROJECTS & RESULTS YOU WILL CREATE BY DECEMBER

1.

2.

3.

4.

5.

Who or what in your life would you consider a resource to each of these projects and their goals. 

What support do you require in order to achieve the goals you have committed to by December?

How will you call in the specific support you need?  

How much time are you willing to give to each of your goals per week? per month? Are you currently giving your dreams priority? 


What are the things you are NEVER late for? 

What are the things that you are sometimes, often, always, late for? 

What do you say your top 3 priorities are? 

Based on how you respect and honor time, what are your ACTUALLY top 3 priotities? 

What are you willing do to to balance these lists? 


Before our next call: 

1) Please print out the calendar in the files section (or use one of your own) and go through each of your desired results by December and add milestones on the calendar. Don't worry about the "how" -- just put the days that you would ideally like to have each milestone completed. Begin in December and walk backwards through every month and create milestones that you expect yourself to have achieved in the given time.  Please share with the group or at least take a photo of your calendar to inspire others to do the same. 

2) Do a three-letter series journal exercise for everyone that came up in your money meditation as someone you need to forgive, or anyone else in your life who you are holding on to unnecessary drama or emotional weight onto. 

3) Please write a letter from the far far future -- your obituary or your life-time achievement award intro -- whatever resonates for you. Who are you at 80? What have you created? What is your greatest achievement? How do you feel? What makes you the most proud about what you have created in your life time? What contribution did your work make in the world? 

4) Honor your calendar, your time, and other peoples time, like it is the law. Notice what practices you put in place to make this possible and what difference it makes in your relationships & experience of your life. 

 

 

 

3/5 - CHOICE, releasing pain that is not yours & forgiving your parents


Set your intentions:

What are your financial declarations for the month of March?

How much do you plan on earning this month (all income considered)?

What are your products and how much to they cost?

What can you do to in addition to what you have been doing to sell your products?

How do your multiple products relate to each other?

What can you do to communicate to the universe that you're ready to receive this extra income?