Oh, I get it – just because I built a successful 6-figure health coaching business, don’t think for one second that I didn’t hear ‘no’ at least 40-50% of the time.
There are always a few reasons for the ‘no’ – but there are also 3 common sales objections that I want to help you solve right now.
- Time
- Money
- Belief
So, let’s dive right into how to do this best so you get more clients!
Step 1: The Art of Asking Questions and Listening
When you hop on a discovery call, the key is to let your potential client do most of the talking. Ask open-ended questions that encourage them to share their thoughts, challenges, and goals.
Listen attentively to their responses, they will give you valuable insights into their needs and desires. Remember, this is their time to shine, your role is to be a compassionate and curious listener.
Step 2: Uncover the Solutions They Seek
Once you’ve gathered information in step one, it’s time to dig deeper. Ask them about their previous tries to solve their problem. What strategies have they tried? How successful were they? Understanding their past experiences will help you tailor your approach to their specific situation. Then, ask them what they truly want to achieve or fix.
Encourage them to envision their desired outcome and how it would feel to have their problem resolved. This step allows you to connect on a deeper level and helps you understand their aspirations.
Step 3: Presenting Your Offer with Confidence and Focus
As you reach the closing part of the call, it’s time to present your offer. Remember, confidence is key! Based on the information they shared during the call, recommend the specific program, service, or solution that aligns with their needs. Highlight the benefits and results they can expect from your offering.
Be attentive to their unique situation and emphasize how your recommended option addresses their specific challenges. Focus on the duration, features, and value they will receive from this tailored solution. By aligning your offer with their needs, you increase the chances of them seeing the value and making a commitment.
And there you have it —a simple three-step process to host impactful discovery calls:
Step 1: Ask engaging questions and be an attentive listener.
Step 2: Uncover their previous tries and identify their desires.
Step 3: Present your offer confidently, focusing on their needs and the best solution for them.
To make things even EASIER, here’s a script to follow.
I believe in you and your ability to ace those discovery calls! Feel free to reach out if you have any questions or need further guidance. You’ve got this!
