The subject of objections is rich, layered and nuanced. In the world of hard sales working with what’s in the way of “getting” the client is automatic. The pressure to convince is written as a script to be utilized with every person who expresses interest.

This approach may be somewhat effective in that world—and, in the world of coaching, that’s not the case.

At its core coaching is about the unique individual and relationship in front of you, which is why the end of the enrollment process is very different from sales. In this arena, service is king. And, service looks different depending on the person across from you.

This is why I’m leading an Early Enrollment Bonus Class on Serving in the Close: The Most Powerful Way to Be with Objections. This session is included for anyone who enrolls in Summer Camp before June 13, 2022.

Learning when to go into what’s in the way of the person committing to their goal is a skill. So is learning how to do that.

Below are two examples:

Had Michelle Bauman (the coach who transformed my life) not gone into my concerns and fears about money when I was in my first enrollment process with her, I would not be the successful coach I am today. Michelle was not trying to get me as a client in this part of the conversation—this is key. She was serving me at a level I had never experienced. It was not easy—in fact, I got really mad at her at one point—and, her willingness to show me uncomfortable things (and my willingness to see them) changed my life. (I’ll share more of this story in the Early Enrollment Bonus Class.)

This is an example of when to lean into objections. Below is an example of when not to.

A student in The CFJ Coaching Success School recently shared about a conversation she had with a prospective client. This prospect was convinced that they could not plan for their future until after their contentious divorce was complete. After multiple conversations the prospect said they wanted to work with the CFJ student; however, they couldn’t do so right now because they didn’t have the money.

Had the CFJ student met the surface level objection—helping this person find the money—the conversation would’ve fallen flat. The truth is, the deeper objection and area of opportunity was the fact that this person believed they needed to put their life on hold until the divorce was finalized. That was the objection underneath the objection—and likely the most profound place to explore, if the prospect was willing.

There is no one size fits all approach when it comes to enrollment. That’s the beauty of it—even if it’s frustrating when you’re first learning.

The truth is the more depth we bring to the conversation, the higher the likelihood that transformation will occur. And that transformation is what inspires the person to commit to themselves in the work. Sometimes this depth is enhanced by exploring the objection in the way.

Summer Camp for Coaches is happening this July. If you’d like to dive deeper into this topic and many others, you can sign up here.

With Fierce Loving,
Amber
ps: There are Only 2 Spots Left for the additional In-Person Day of Miracles! If you want to join me in Los Angeles and create a miracle in your practice grab your spot asap. {UPDATE: Day of Miracles is SOLD OUT!}