PART #2: TIME/TIMING: a.k.a The “I'm not sure I have time” Sales Objection
This series goes into why “objections” are really just valid concerns, and dynamics to play with rather than make you feel deflated on the call.
When you're selling high-ticket, sales objections are a welcome sight. Courageously dig them up and expose them to the light of reason and compassion. How? Creating a safe space where questions/concerns are welcomed. And remember, you're here to help them make the right decision for them, not to make them buy from you. A couple of things to keep in mind:
The more you can release your attachment, the higher your conversion rates will be, because now you can be fully present, instead of being distracted by your own “hidden agendas.”
Often, what shows up as a concern, or “objection” is your potential client missing a piece of information. All of that is easily fixed by asking them, “is there anything you'd like to ask me about [your project/package/program]?”
And there's no such thing as “objections.” They're either valid concerns that simply need to be addressed, questions that need answers, or dynamics for us to dance with. That's it. Changing the language around this stuff matters.
Today, we're diving into concerns around not being able to make the time, or the timing being off, and how to support your potential client in making the right decision for them.
THE TRUTH ABOUT THE TIME/TIMING SALES OBJECTION
The most important thing about the time/timing objection is to respectfully guide your potential client through the process of identifying if there's truly no time/space for this transformation, or if they need support in helping them see how they can make this work.
Here's how you recognize this objection/concern:
When potential clients say things like:
“I'm not sure I'll be able to make the time for this it deserves,” or, “considering I've already committed to ________ I might not fit this in for the next ________,” or similar statements…
… Please always consider that the sales objection might be a valid concern.
Support your potential client in evaluating if they truly can't make time for the transformation you support people with, or if the timing is indeed off. How?
Remind them of their self-confessed “yes” so they remember this is important to them.
Next, ask them a question along the lines of, “considering [their self-confessed yes], this is clearly important to you – is there any way you can move things around to make space for this [project/package/program]?” Helping them shift into how they can make this work.
If you sense they use the time/timing sales objection as a way to push the transformation into the future, I like to ask them:
“Some people who tell me they can't fit it in actually simply have a concern they haven't expressed yet. Is there something about this project that makes you feel uncomfortable moving forward?”
Another question you might ask is:
“I just want to check in, is there no time for this, or do you struggle to prioritize yourself, and is there maybe something you need to say no to, in order to make space for this?“
Either they'll reply with a “no, this is very real, I can't reschedule _________,” or, “I'm already overcommitted as is, and ________.” And I personally respect that. Because even if it's a barrier they create between themselves and saying yes, it means they're not ready. In other words, if someone applies for my program, and this is what they tell me, I know enough:
They're not prioritizing this area of their life, and that's OK, it's a choice.
I personally like to level with potential clients in full transparency, and I might just say something like “I sense you really want this based on what you shared about [insert their self-confessed yes], and that right now is just not the time. When would this feel like the right timing/how much time do you feel you need to give this process what it needs?“, and we'll enter a conversation in which I help them identify how to recognize they're ready, so they can reach out to me at that time.
If you sell one-to-one, you can always offer them a shorter, but intensive offer instead if they don't like the thought of weekly calls (or whatever). Like a private intensive or VIP day. If you sell a program, here's what I suggest you do:
Ask them what they feel would be the biggest breakthrough they could have inside your program and show them they can have that without needing to attend all the calls. OR if you can afford it, offer them some one-on-one on the side, during times they can make it, either with you or someone on your team, addressing a very specific challenge they face.
Throughout the process of guiding them through their sales
objection, keep validating their concern, by saying things like:
“No, I totally get that it would feel like a waste of money if you could only attend half of the calls.”
“You're right, if you feel you're pulled away from this work because of ______, you might never have the transformation and that would be so sad – this does require [commitment].”
“I understand: you want to give this your all, and make sure you have time to implement, I couldn't agree more.”
Then (and only then) move into the process of helping them see how they can make it work with some adjustments, re-prioritizing, and custom bonuses.
If you do a circle back call, the coaching in between calls can be “have another look at your calendar and see if you can move _______ around,” or, “practice saying no to the things that are not a true priority for you, and see if you feel more spaciousness,” or, “sit with whether you're truly OK pushing this another year, or if you feel the time to move on this is now, and you'll create the space needed.”
Continue by hopping over to your calendar, and book in that second 15-minute sales conversation to answer final questions and close your client.
P.S. I also support my potential clients in relinquishing the sensation of overwhelm and busyness. But always from a place of respect, and consent. Bottom line, if people truly feel they're already overcommitted, then that's the truth.
© 2022 Merel Kriegsman Media. For permission to reproduce or repost this post, email firstname.lastname@example.org