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

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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?”