Executive Coaching Tips 4: A Decisive Way To Overcome Objections
Posted: Saturday, August 08, 2009
by Shmaya David
ecoachingsuccess.com
When trying to sell your coaching services, it is likely that you will come up against objections. There are many ways to deal with objections. The one described here is to most direct and therefore most difficult, but also the most efficient if you can pull it off. The idea here it to use the prospective client's as your argument. It is like a Judo trick, where you use your opponent's own energy against him. What you do is, you take whatever objection the prospect raised, and you turn it 180 degrees around by stating "{the objection} is exactly why you need to hire me as your coach!"
Here is an example. You are speaking to an HR manager and trying to sell him coaching for a mid-level manager. The HR raises the objection that this person is known to be very shy and in unlikely to cooperate with the coaching process. You can respond something like "It is exactly because he such a shy person that you need me to coach him. I can show him that he doesn't need to open up his personal life to be coached for his work, and both he and your organization can benefit from the improved performance".
It takes nerves, and usually you can not use the same technique for multiple objections or the other person may feel that you are constantly contradicting him. However, when you manage to pull this off, the basis for the objection is no longer valid, and the road to close the deal is open.
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