with Linda Albright

MASTERING OBJECTIONS:

HOW TO TURN “I can’t afford it” INTO

“I can’t wait to star�!”

If you get stuck whenever a prospect says, “Let me think about it…” or you think the sales conversation over when you hear “I can’t afford it,” think again. Learning a few simple strategies and scripts can empower you to have more productive sales conversations that are far more likely to end in a transaction. And that means you’ll enjoy more income and have a bigger impact on the world with your precious talents. Now that’s what the Women’s Wealth Revolution is all about!

My mission with this report is to help you understand the principles of sales objections and help you acquire the necessary communication skills so that you can start to enjoy sales conversations and land as many clients as your business can handle!

The following strategies can be applied in any scenario: whether you’re a coach/consultant, a baker, an interior designer, or even a financial planner. It can help whether you’re selling services or products. You may need to modify these suggestions to fit your needs, but give them a try the next time you think the conversation is over.

Most people approach sales conversations from a very matter of fact point of view: “I have this product or service which is good for you…you need it…I want you to buy it…so what’s the problem? Just buy…why don’t you buy from me…can’t you see it’s GOOD FOR YOU?!?! JUST HIRE ME!” Yes, I’m oversimplifying it, but you get the idea.

Welcome!

Copyright © 2015, Women’s Wealth Revolution™ | www.WomensWealthRevolution.com 1

Masterful sales conversations go nothing like that. Masterful sales conversations help the person realize they NEED you. And when they realize they need you, then they want to hear more about how you can HELP them. And if you stop after their first objection, you’re not helping them at all.

Does this sound familiar? You’re speaking on the phone, having a good sales conversation with your ideal client. You’ve asked all the right questions and you’re feeling really positive at this point. You’ve clearly presented how your services solve their problem, and they seem interested. Then it’s time… time to ask for the sale. You choke up...and you freeze a little because it’s time to talk about money. You take a deep breathe and with excitement you say “The price is...what do you think...do you want to get started?” Clunk... Your prospect pauses. You start to get uncomfortable with the silence coming from the other end. Then you finally hear, “I’m just not sure, let me think about it. Call me in a week.” You end the call without landing the sale. You start to get discouraged and your soul takes a hit. You then start to replay the conversation in your head, but this time you think of different ways you “could have” answered the objections and maybe could have converted that sales conversation into a sale. But you’re really not sure what happened or what to do next. If you can relate, keep reading because you’re in the right place. This report will give you the communication skills and scripts to help you understand how to handle sales objections the soulful way.

What are objections, really?

So when your ideal client tells you to contact them in a week, is that the end of the conversation right then and there?

Not necessarily.

Do they really mean it, or are they just trying to end the call? What’s really going on?

Unless you know how to respond to such statements (“Call me later...I can’t afford it...Let me ask my husband…”) you’re missing out not only on a potential sale, but more importantly, on an opportunity to have a transformational conversation. You see, sales conversations get really good when people’s “stuff” comes up. It’s an opportunity to dig deep, to guide them into where they’re stuck, and to help them bust through these blocks. Because wherever they’re stuck in this decision is most likely where they’re stuck in their business/life. Wherever they’re blocked in making this kind of decision is most likely where they’re blocked in other areas of their life as well. And as a transformational entrepreneur, you’re here to help people grow and stretch beyond their comfort zones. To take bold action. To get what they need to be successful in business and in life by using your products or services. Right?

It’s your job to push them past their pre-set limitations. It’s possible that s/he was ready to work with you, but was just afraid of making an immediate decision. If her fears were eliminated, she may have signed up.

If someone raises objections after having a great conversation with you, do you take it personally? If you did a “good job” during the conversation, are you confused why they don’t say yes? If you hit a “home run” and feel like you truly connected, are you dumbfounded why they don’t just climb aboard?

Here’s the thing you may not realize: sales objections are a natural part of the selling process. Most people think if they do a “good job selling” then people won’t object. Not necessarily. Objections can be signals that they ARE interested, and just want you to help them get over their fears and concerns (that is, unless you know for a fact there isn’t a fit between you, in which case the conversation really is over. The situations I’m referring are the ones where things seemed “so good,” yet you don’t know why they didn’t say yes.) Another way to think about sales objections is that if they DON’T arise, it can mean that the prospect is just not interested. Objections are part of the sales process, and can lead to some powerful conversations to help your prospect make her decision. Side note: If you need a Step-by-Step Script to learn how to conduct juicy sales conversations in the first place - before you get to the objections - then I invite you to get your hands on that report by clicking here. Objections give you the insight into what your ideal client is thinking and what is holding them back from making their final decision. It’s your chance to focus on that major issue which allows you to then redirect that objection and turn it into an advantage to close the sale.

Objections can come out in different forms. The most common ones we hear are:

“Let me think about it.”“I don’t think I have enough of time.” “Let me ask my husband.”“I don’t have the money.”

Whatever the objection, handling it isn’t a science... it’s an art.

What I mean by this is that it’s your job to understand their hesitation and to acknowledge that you heard them. However, it is not your job to agree with their self-imposed limitations. It’s your job to “hold them at a 10,” to see possibility for them where they can’t see it themselves. You know the amazing results they will attain if they work with you; they sense it too or they wouldn’t be talking to you. So at this point, when objections arise, it’s your job to “hold the high watch,” meaning you need to see for them the opportunity for growth and expansion that they are afraid to step into. They… just… need... help.

What?

Yes, you are the beacon of light for them, a way-shower. You know what they don’t. You see the possibility for them. So if you fold, if you cow-tow now, if you accept their fears, you’re not serving them now are you? Your job is to get out of your own way and have constructive responses to guide them past their limitations.

Ready?

Here are the most common scenarios you’ll encounter if you’re actively growing your business and having powerful sales conversations.

The First Thing to Do Realize an “objection” is only an objection until you learn the skill to turn it into an opportunity. It’s actually a powerful opportunity for you to provide your prospect with additional information or insights to bring them closer to making a decision.

After the objection, try saying this:

“Would it be okay if I asked you something about this?”

You’ve just opened up the channels to take the conversation deeper, into talking about what’s really getting in their way.

You never want to keep pushing and talking unless you ask their permission. Most people are open to continuing, and if they’re not, then they’re likely not your ideal client in the first place. But more times than not, they’ll be open to chatting further.

Next, ask questions related to their “stall.”

Specific Objections

“Let me think about it.”

You might say “I understand why you might want to think it over, it’s a big commitment. Can you share with me what you’re concerned about, what it is you aren’t sure about?”

When handling objections you will often realize that your prospects may try to camouflage their real concern. For an example, if you haven’t clearly outlined how your services will solve their problem or proved to be an expert in your field, it’s much easier and nicer for your prospect to say “I need to think about it” rather than saying “I am just not sure that what you offer can help me.”

You must (this is an important nugget) hear the person out—listen fully! Do not interrupt them. Interrupting may cause the prospect to become preoccupied with the objection. Let your genuine concern and sincere interest be known by listening to your prospect and not rushing them or trying to anticipate what she will say and then finish her sentences. Even if you’ve heard this objection a million times, it is THEIR heartfelt concern, so honor that. Plus, they may have a unique issue intertwined within their objection.

The “listening” process will often expose the real reasons for not making a decision and your prospect may even volunteer new information that will help you better understand their needs.

Here are some alternatives to handling the “Let me think about it” objection: (Your goal here is to see if you can get the question, concern or objection on the table.) “No problem, I know it’s important to give some thought before making important decisions.” Then ask a question that they can expound on. “Before we hang up, may I ask you something?”

“Usually for me, when I say I have to think about something it means one of 3 things; either the price scares me, I have a problem with the services described, or there’s something not yet clear to me. Which one of these is it for you? Admittedly this is bold, but your prospect will appreciate your openness because you opened up the door for them to be frank with you and perhaps get to the real reason why they don’t want to move forward at this time.

“I can’t afford it.”

Ahhh...this is our favorite one, isn’t it?

First of all, I’d like to point out that as human beings, we generally find the money for things we believe in. Right? When we say “I can’t afford it” often we are saying “I don’t think this is important enough for me to find the money,” aren’t we? Think back: haven’t you at least once in your life found money to do something that your soul was aching to do? I know I have. So it’s rarely about just the money...

Here are a few options to handle the “I can’t afford it” objection.

“Has there ever been something you couldn’t afford to do that was so important to you that you knew you had to do it anyway? So isn’t it just really about realizing that you’re worth investing in?

Or

“Where will you be a few years from now if you don’t invest to solve this problem now? How will things change if you don’t take action?”

Or

“If it weren’t for the money, is this something you’d want to do?”

Now, Indeed if you come to find out that it is really about the money and they really can’t afford it, well then that shifts the conversation to a brainstorming, problem-solving mode. And you can handle that by asking:

“So this is something you know you want, and it’s really just about the money, so would you like help strategizing about how to pay for it?”

If you get stuck whenever a prospect says, “Let me think about it…” or you think the sales conversation over when you hear “I can’t afford it,” think again. Learning a few simple strategies and scripts can empower you to have more productive sales conversations that are far more likely to end in a transaction. And that means you’ll enjoy more income and have a bigger impact on the world with your precious talents. Now that’s what the Women’s Wealth Revolution is all about!

My mission with this report is to help you understand the principles of sales objections and help you acquire the necessary communication skills so that you can start to enjoy sales conversations and land as many clients as your business can handle!

The following strategies can be applied in any scenario: whether you’re a coach/consultant, a baker, an interior designer, or even a financial planner. It can help whether you’re selling services or products. You may need to modify these suggestions to fit your needs, but give them a try the next time you think the conversation is over.

Most people approach sales conversations from a very matter of fact point of view: “I have this product or service which is good for you…you need it…I want you to buy it…so what’s the problem? Just buy…why don’t you buy from me…can’t you see it’s GOOD FOR YOU?!?! JUST HIRE ME!” Yes, I’m oversimplifying it, but you get the idea.

Copyright © 2015, Women’s Wealth Revolution™ | www.WomensWealthRevolution.com 2

Masterful sales conversations go nothing like that. Masterful sales conversations help the person realize they NEED you. And when they realize they need you, then they want to hear more about how you can HELP them. And if you stop after their first objection, you’re not helping them at all.

Does this sound familiar? You’re speaking on the phone, having a good sales conversation with your ideal client. You’ve asked all the right questions and you’re feeling really positive at this point. You’ve clearly presented how your services solve their problem, and they seem interested. Then it’s time… time to ask for the sale. You choke up...and you freeze a little because it’s time to talk about money. You take a deep breathe and with excitement you say “The price is...what do you think...do you want to get started?” Clunk... Your prospect pauses. You start to get uncomfortable with the silence coming from the other end. Then you finally hear, “I’m just not sure, let me think about it. Call me in a week.” You end the call without landing the sale. You start to get discouraged and your soul takes a hit. You then start to replay the conversation in your head, but this time you think of different ways you “could have” answered the objections and maybe could have converted that sales conversation into a sale. But you’re really not sure what happened or what to do next. If you can relate, keep reading because you’re in the right place. This report will give you the communication skills and scripts to help you understand how to handle sales objections the soulful way.

What are objections, really?

So when your ideal client tells you to contact them in a week, is that the end of the conversation right then and there?

Not necessarily.

Do they really mean it, or are they just trying to end the call? What’s really going on?

Unless you know how to respond to such statements (“Call me later...I can’t afford it...Let me ask my husband…”) you’re missing out not only on a potential sale, but more importantly, on an opportunity to have a transformational conversation. You see, sales conversations get really good when people’s “stuff” comes up. It’s an opportunity to dig deep, to guide them into where they’re stuck, and to help them bust through these blocks. Because wherever they’re stuck in this decision is most likely where they’re stuck in their business/life. Wherever they’re blocked in making this kind of decision is most likely where they’re blocked in other areas of their life as well. And as a transformational entrepreneur, you’re here to help people grow and stretch beyond their comfort zones. To take bold action. To get what they need to be successful in business and in life by using your products or services. Right?

It’s your job to push them past their pre-set limitations. It’s possible that s/he was ready to work with you, but was just afraid of making an immediate decision. If her fears were eliminated, she may have signed up.

If someone raises objections after having a great conversation with you, do you take it personally? If you did a “good job” during the conversation, are you confused why they don’t say yes? If you hit a “home run” and feel like you truly connected, are you dumbfounded why they don’t just climb aboard?

Here’s the thing you may not realize: sales objections are a natural part of the selling process. Most people think if they do a “good job selling” then people won’t object. Not necessarily. Objections can be signals that they ARE interested, and just want you to help them get over their fears and concerns (that is, unless you know for a fact there isn’t a fit between you, in which case the conversation really is over. The situations I’m referring are the ones where things seemed “so good,” yet you don’t know why they didn’t say yes.) Another way to think about sales objections is that if they DON’T arise, it can mean that the prospect is just not interested. Objections are part of the sales process, and can lead to some powerful conversations to help your prospect make her decision. Side note: If you need a Step-by-Step Script to learn how to conduct juicy sales conversations in the first place - before you get to the objections - then I invite you to get your hands on that report by clicking here. Objections give you the insight into what your ideal client is thinking and what is holding them back from making their final decision. It’s your chance to focus on that major issue which allows you to then redirect that objection and turn it into an advantage to close the sale.

Objections can come out in different forms. The most common ones we hear are:

“Let me think about it.”“I don’t think I have enough of time.” “Let me ask my husband.”“I don’t have the money.”

Whatever the objection, handling it isn’t a science... it’s an art.

What I mean by this is that it’s your job to understand their hesitation and to acknowledge that you heard them. However, it is not your job to agree with their self-imposed limitations. It’s your job to “hold them at a 10,” to see possibility for them where they can’t see it themselves. You know the amazing results they will attain if they work with you; they sense it too or they wouldn’t be talking to you. So at this point, when objections arise, it’s your job to “hold the high watch,” meaning you need to see for them the opportunity for growth and expansion that they are afraid to step into. They… just… need... help.

What?

Yes, you are the beacon of light for them, a way-shower. You know what they don’t. You see the possibility for them. So if you fold, if you cow-tow now, if you accept their fears, you’re not serving them now are you? Your job is to get out of your own way and have constructive responses to guide them past their limitations.

Ready?

Here are the most common scenarios you’ll encounter if you’re actively growing your business and having powerful sales conversations.

The First Thing to Do Realize an “objection” is only an objection until you learn the skill to turn it into an opportunity. It’s actually a powerful opportunity for you to provide your prospect with additional information or insights to bring them closer to making a decision.

After the objection, try saying this:

“Would it be okay if I asked you something about this?”

You’ve just opened up the channels to take the conversation deeper, into talking about what’s really getting in their way.

You never want to keep pushing and talking unless you ask their permission. Most people are open to continuing, and if they’re not, then they’re likely not your ideal client in the first place. But more times than not, they’ll be open to chatting further.

Next, ask questions related to their “stall.”

Specific Objections

“Let me think about it.”

You might say “I understand why you might want to think it over, it’s a big commitment. Can you share with me what you’re concerned about, what it is you aren’t sure about?”

When handling objections you will often realize that your prospects may try to camouflage their real concern. For an example, if you haven’t clearly outlined how your services will solve their problem or proved to be an expert in your field, it’s much easier and nicer for your prospect to say “I need to think about it” rather than saying “I am just not sure that what you offer can help me.”

You must (this is an important nugget) hear the person out—listen fully! Do not interrupt them. Interrupting may cause the prospect to become preoccupied with the objection. Let your genuine concern and sincere interest be known by listening to your prospect and not rushing them or trying to anticipate what she will say and then finish her sentences. Even if you’ve heard this objection a million times, it is THEIR heartfelt concern, so honor that. Plus, they may have a unique issue intertwined within their objection.

The “listening” process will often expose the real reasons for not making a decision and your prospect may even volunteer new information that will help you better understand their needs.

Here are some alternatives to handling the “Let me think about it” objection: (Your goal here is to see if you can get the question, concern or objection on the table.) “No problem, I know it’s important to give some thought before making important decisions.” Then ask a question that they can expound on. “Before we hang up, may I ask you something?”

“Usually for me, when I say I have to think about something it means one of 3 things; either the price scares me, I have a problem with the services described, or there’s something not yet clear to me. Which one of these is it for you? Admittedly this is bold, but your prospect will appreciate your openness because you opened up the door for them to be frank with you and perhaps get to the real reason why they don’t want to move forward at this time.

“I can’t afford it.”

Ahhh...this is our favorite one, isn’t it?

First of all, I’d like to point out that as human beings, we generally find the money for things we believe in. Right? When we say “I can’t afford it” often we are saying “I don’t think this is important enough for me to find the money,” aren’t we? Think back: haven’t you at least once in your life found money to do something that your soul was aching to do? I know I have. So it’s rarely about just the money...

Here are a few options to handle the “I can’t afford it” objection.

“Has there ever been something you couldn’t afford to do that was so important to you that you knew you had to do it anyway? So isn’t it just really about realizing that you’re worth investing in?

Or

“Where will you be a few years from now if you don’t invest to solve this problem now? How will things change if you don’t take action?”

Or

“If it weren’t for the money, is this something you’d want to do?”

Now, Indeed if you come to find out that it is really about the money and they really can’t afford it, well then that shifts the conversation to a brainstorming, problem-solving mode. And you can handle that by asking:

“So this is something you know you want, and it’s really just about the money, so would you like help strategizing about how to pay for it?”

If you get stuck whenever a prospect says, “Let me think about it…” or you think the sales conversation over when you hear “I can’t afford it,” think again. Learning a few simple strategies and scripts can empower you to have more productive sales conversations that are far more likely to end in a transaction. And that means you’ll enjoy more income and have a bigger impact on the world with your precious talents. Now that’s what the Women’s Wealth Revolution is all about!

My mission with this report is to help you understand the principles of sales objections and help you acquire the necessary communication skills so that you can start to enjoy sales conversations and land as many clients as your business can handle!

The following strategies can be applied in any scenario: whether you’re a coach/consultant, a baker, an interior designer, or even a financial planner. It can help whether you’re selling services or products. You may need to modify these suggestions to fit your needs, but give them a try the next time you think the conversation is over.

Most people approach sales conversations from a very matter of fact point of view: “I have this product or service which is good for you…you need it…I want you to buy it…so what’s the problem? Just buy…why don’t you buy from me…can’t you see it’s GOOD FOR YOU?!?! JUST HIRE ME!” Yes, I’m oversimplifying it, but you get the idea.

Copyright © 2015, Women’s Wealth Revolution™ | www.WomensWealthRevolution.com 3

Masterful sales conversations go nothing like that. Masterful sales conversations help the person realize they NEED you. And when they realize they need you, then they want to hear more about how you can HELP them. And if you stop after their first objection, you’re not helping them at all.

Does this sound familiar? You’re speaking on the phone, having a good sales conversation with your ideal client. You’ve asked all the right questions and you’re feeling really positive at this point. You’ve clearly presented how your services solve their problem, and they seem interested. Then it’s time… time to ask for the sale. You choke up...and you freeze a little because it’s time to talk about money. You take a deep breathe and with excitement you say “The price is...what do you think...do you want to get started?” Clunk... Your prospect pauses. You start to get uncomfortable with the silence coming from the other end. Then you finally hear, “I’m just not sure, let me think about it. Call me in a week.” You end the call without landing the sale. You start to get discouraged and your soul takes a hit. You then start to replay the conversation in your head, but this time you think of different ways you “could have” answered the objections and maybe could have converted that sales conversation into a sale. But you’re really not sure what happened or what to do next. If you can relate, keep reading because you’re in the right place. This report will give you the communication skills and scripts to help you understand how to handle sales objections the soulful way.

What are objections, really?

So when your ideal client tells you to contact them in a week, is that the end of the conversation right then and there?

Not necessarily.

Do they really mean it, or are they just trying to end the call? What’s really going on?

Unless you know how to respond to such statements (“Call me later...I can’t afford it...Let me ask my husband…”) you’re missing out not only on a potential sale, but more importantly, on an opportunity to have a transformational conversation. You see, sales conversations get really good when people’s “stuff” comes up. It’s an opportunity to dig deep, to guide them into where they’re stuck, and to help them bust through these blocks. Because wherever they’re stuck in this decision is most likely where they’re stuck in their business/life. Wherever they’re blocked in making this kind of decision is most likely where they’re blocked in other areas of their life as well. And as a transformational entrepreneur, you’re here to help people grow and stretch beyond their comfort zones. To take bold action. To get what they need to be successful in business and in life by using your products or services. Right?

It’s your job to push them past their pre-set limitations. It’s possible that s/he was ready to work with you, but was just afraid of making an immediate decision. If her fears were eliminated, she may have signed up.

If someone raises objections after having a great conversation with you, do you take it personally? If you did a “good job” during the conversation, are you confused why they don’t say yes? If you hit a “home run” and feel like you truly connected, are you dumbfounded why they don’t just climb aboard?

Here’s the thing you may not realize: sales objections are a natural part of the selling process. Most people think if they do a “good job selling” then people won’t object. Not necessarily. Objections can be signals that they ARE interested, and just want you to help them get over their fears and concerns (that is, unless you know for a fact there isn’t a fit between you, in which case the conversation really is over. The situations I’m referring are the ones where things seemed “so good,” yet you don’t know why they didn’t say yes.) Another way to think about sales objections is that if they DON’T arise, it can mean that the prospect is just not interested. Objections are part of the sales process, and can lead to some powerful conversations to help your prospect make her decision. Side note: If you need a Step-by-Step Script to learn how to conduct juicy sales conversations in the first place - before you get to the objections - then I invite you to get your hands on that report by clicking here. Objections give you the insight into what your ideal client is thinking and what is holding them back from making their final decision. It’s your chance to focus on that major issue which allows you to then redirect that objection and turn it into an advantage to close the sale.

Objections can come out in different forms. The most common ones we hear are:

“Let me think about it.”“I don’t think I have enough of time.” “Let me ask my husband.”“I don’t have the money.”

Whatever the objection, handling it isn’t a science... it’s an art.

What I mean by this is that it’s your job to understand their hesitation and to acknowledge that you heard them. However, it is not your job to agree with their self-imposed limitations. It’s your job to “hold them at a 10,” to see possibility for them where they can’t see it themselves. You know the amazing results they will attain if they work with you; they sense it too or they wouldn’t be talking to you. So at this point, when objections arise, it’s your job to “hold the high watch,” meaning you need to see for them the opportunity for growth and expansion that they are afraid to step into. They… just… need... help.

What?

Yes, you are the beacon of light for them, a way-shower. You know what they don’t. You see the possibility for them. So if you fold, if you cow-tow now, if you accept their fears, you’re not serving them now are you? Your job is to get out of your own way and have constructive responses to guide them past their limitations.

Ready?

Here are the most common scenarios you’ll encounter if you’re actively growing your business and having powerful sales conversations.

The First Thing to Do Realize an “objection” is only an objection until you learn the skill to turn it into an opportunity. It’s actually a powerful opportunity for you to provide your prospect with additional information or insights to bring them closer to making a decision.

After the objection, try saying this:

“Would it be okay if I asked you something about this?”

You’ve just opened up the channels to take the conversation deeper, into talking about what’s really getting in their way.

You never want to keep pushing and talking unless you ask their permission. Most people are open to continuing, and if they’re not, then they’re likely not your ideal client in the first place. But more times than not, they’ll be open to chatting further.

Next, ask questions related to their “stall.”

Specific Objections

“Let me think about it.”

You might say “I understand why you might want to think it over, it’s a big commitment. Can you share with me what you’re concerned about, what it is you aren’t sure about?”

When handling objections you will often realize that your prospects may try to camouflage their real concern. For an example, if you haven’t clearly outlined how your services will solve their problem or proved to be an expert in your field, it’s much easier and nicer for your prospect to say “I need to think about it” rather than saying “I am just not sure that what you offer can help me.”

You must (this is an important nugget) hear the person out—listen fully! Do not interrupt them. Interrupting may cause the prospect to become preoccupied with the objection. Let your genuine concern and sincere interest be known by listening to your prospect and not rushing them or trying to anticipate what she will say and then finish her sentences. Even if you’ve heard this objection a million times, it is THEIR heartfelt concern, so honor that. Plus, they may have a unique issue intertwined within their objection.

The “listening” process will often expose the real reasons for not making a decision and your prospect may even volunteer new information that will help you better understand their needs.

Here are some alternatives to handling the “Let me think about it” objection: (Your goal here is to see if you can get the question, concern or objection on the table.) “No problem, I know it’s important to give some thought before making important decisions.” Then ask a question that they can expound on. “Before we hang up, may I ask you something?”

“Usually for me, when I say I have to think about something it means one of 3 things; either the price scares me, I have a problem with the services described, or there’s something not yet clear to me. Which one of these is it for you? Admittedly this is bold, but your prospect will appreciate your openness because you opened up the door for them to be frank with you and perhaps get to the real reason why they don’t want to move forward at this time.

“I can’t afford it.”

Ahhh...this is our favorite one, isn’t it?

First of all, I’d like to point out that as human beings, we generally find the money for things we believe in. Right? When we say “I can’t afford it” often we are saying “I don’t think this is important enough for me to find the money,” aren’t we? Think back: haven’t you at least once in your life found money to do something that your soul was aching to do? I know I have. So it’s rarely about just the money...

Here are a few options to handle the “I can’t afford it” objection.

“Has there ever been something you couldn’t afford to do that was so important to you that you knew you had to do it anyway? So isn’t it just really about realizing that you’re worth investing in?

Or

“Where will you be a few years from now if you don’t invest to solve this problem now? How will things change if you don’t take action?”

Or

“If it weren’t for the money, is this something you’d want to do?”

Now, Indeed if you come to find out that it is really about the money and they really can’t afford it, well then that shifts the conversation to a brainstorming, problem-solving mode. And you can handle that by asking:

“So this is something you know you want, and it’s really just about the money, so would you like help strategizing about how to pay for it?”

If you get stuck whenever a prospect says, “Let me think about it…” or you think the sales conversation over when you hear “I can’t afford it,” think again. Learning a few simple strategies and scripts can empower you to have more productive sales conversations that are far more likely to end in a transaction. And that means you’ll enjoy more income and have a bigger impact on the world with your precious talents. Now that’s what the Women’s Wealth Revolution is all about!

My mission with this report is to help you understand the principles of sales objections and help you acquire the necessary communication skills so that you can start to enjoy sales conversations and land as many clients as yourbusiness can handle!

The following strategies can be applied in any scenario: whether you’re a coach/consultant, a baker, an interior designer, or even a financial planner. It can help whether you’re selling services or products. You may need to modifythese suggestions to fit your needs, but give them a try the next time you think the conversation is over.

Most people approach sales conversations from a very matter of fact point ofview: “I have this product or service which is good for you…you need it…I want you to buy it…so what’s the problem? Just buy…why don’t you buy from me…can’t you see it’s GOOD FOR YOU?!?! JUST HIRE ME!” Yes, I’m oversimplifying it, but you get the idea.

Masterful sales conversations go nothing like that. Masterful sales conversations help the person realize they NEED you. And when they realize they need you, then they want to hear more about how you can HELP them. And if you stop after their first objection, you’re not helping them at all.

Does this sound familiar?

You’re speaking on the phone, having a good sales conversation with yourideal client. You’ve asked all the right questions and you’re feeling reallypositive at this point. You’ve clearly presented how your services solve theirproblem, and they seem interested. Then it’s time… time to ask for the sale. You choke up...and you freeze a little because it’s time to talk about money.

You take a deep breathe and with excitement you say “The price is...what do you think...do you want to get started?”

Clunk...

Your prospect pauses. You start to get uncomfortable with the silence coming from the other end. Then you finally hear, “I’m just not sure, let me think about it. Call me in a week.”

You end the call without landing the sale. You start to get discouraged and your soul takes a hit. You then start to replay the conversation in your head, but this time you think of different ways you “could have” answered the objections and maybe could have converted that sales conversation into a sale. But you’re really not sure what happened or what to do next.

If you can relate, keep reading because you’re in the right place. This report will give you the communication skills and scripts to help you understand howto handle sales objections the soulful way.

What are objections, really?

So when your ideal client tells you to contact them in a week, is that the end of the conversation right then and there?

Not necessarily.

Do they really mean it, or are they just trying to end the call? What’s reallygoing on?

Unless you know how to respond to such statements (“Call me later...I can’t afford it...Let me ask my husband…”) you’re missing out not only on a potential sale, but more importantly, on an opportunity to have a transformational conversation. You see, sales conversations get really good when people’s “stuff” comes up. It’s an opportunity to dig deep, to guide them into where they’re stuck, and to help them bust through these blocks. Because whereverthey’re stuck in this decision is most likely where they’re stuck in theirbusiness/life. Wherever they’re blocked in making this kind of decision is most likely where they’re blocked in other areas of their life as well. And as a transformational entrepreneur, you’re here to help people grow and stretch beyond their comfort zones. To take bold action. To get what they need to be successful in business and in life by using your products or services. Right?

It’s your job to push them past their pre-set limitations.

It’s possible that s/he was ready to work with you, but was just afraid of making an immediate decision. If her fears were eliminated, she may have signed up.

If someone raises objections after having a great conversation with you, do you take it personally? If you did a “good job” during the conversation, are you confused why they don’t say yes? If you hit a “home run” and feel like you trulyconnected, are you dumbfounded why they don’t just climb aboard?

Copyright © 2015, Women’s Wealth Revolution™ | www.WomensWealthRevolution.com 4

Here’s the thing you may not realize: sales objections are a natural part of the selling process. Most people think if they do a “good job selling” then people won’t object. Not necessarily. Objections can be signals that they ARE interested, and just want you to help them get over their fears and concerns (that is, unless you know for a fact there isn’t a fit between you, in which case the conversation really is over. The situations I’m referring are the ones where things seemed “so good,” yet you don’t know why they didn’t say yes.)

Another way to think about sales objections is that if they DON’T arise, it can mean that the prospect is just not interested. Objections are part of the sales process, and can lead to some powerful conversations to help your prospect make her decision.

Side note: If you need a Step-by-Step Script to learn how to conduct juicy sales conversations in the first place - before you get to the objections - then I invite you to get your hands on that report by clicking here.

Objections give you the insight into what your ideal client is thinking and what is holding them back from making their final decision. It’s your chance to focus on that major issue which allows you to then redirect that objection and turn it into an advantage to close the sale.

Objections can come out in different forms. The most common ones we hear are:

“Let me think about it.”“I don’t think I have enough of time.” “Let me ask my husband.”“I don’t have the money.”

Whatever the objection, handling it isn’t a science... it’s an art.

What I mean by this is that it’s your job to understand their hesitation and to acknowledge that you heard them. However, it is not your job to agree with their self-imposed limitations. It’s your job to “hold them at a 10,” to see possibility for them where they can’t see it themselves. You know the amazing results they will attain if they work with you; they sense it too or they wouldn’t be talking to you. So at this point, when objections arise, it’s your job to “hold the high watch,” meaning you need to see for them the opportunity for growth and expansion that they are afraid to step into. They… just… need... help.

What?

Yes, you are the beacon of light for them, a way-shower. You knowwhat they don’t. You see the possibility for them. So if you fold, if you cow-tow now, if you accept their fears, you’re not serving them now are you? Your job is to get out of yourown way and have constructive responses to guide them past their limitations.

Ready?

Here are the most common scenarios you’ll encounter if you’re activelygrowing your business and having powerful sales conversations.

The First Thing to Do

Realize an “objection” is only an objection until you learn the skill to turn it into an opportunity. It’s actually a powerful opportunity for you to provide your prospect with additional information or insights to bring them closer to making a decision.

After the objection, try saying this:

“Would it be okay if I asked you something about this?”

You’ve just opened up the channels to take the conversation deeper, into talking about what’s really getting in their way.

You never want to keep pushing and talking unless you ask their permission. Most people are open to continuing, and if they’re not, then they’re likely not your ideal client in the first place. But more times than not, they’ll be open to chatting further.

Next, ask questions related to their “stall.”

Specific Objections

“Let me think about it.”

You might say “I understand why you might want to think it over, it’s a big commitment. Can you share with me what you’re concerned about, what it is you aren’t sure about?”

When handling objections you will often realize that your prospects may tryto camouflage their real concern. For an example, if you haven’t clearlyoutlined how your services will solve their problem or proved to be an expert in your field, it’s much easier and nicer for your prospect to say “I need to think about it” rather than saying “I am just not sure that what you offer can help me.”

You must (this is an important nugget) hear the person out—listen fully! Do not interrupt them. Interrupting may cause the prospect to become preoccupied with the objection. Let your genuine concern and sincere interest be known by listening to your prospect and not rushing them or trying to anticipate what she will say and then finish her sentences. Even if you’ve heard this objection a million times, it is THEIR heartfelt concern, so honorthat. Plus, they may have a unique issue intertwined within their objection.

The “listening” process will often expose the real reasons for not making a decision and your prospect may even volunteer new information that will help you better understand their needs.

Here are some alternatives to handling the “Let me think about it” objection:

(Your goal here is to see if you can get the question, concern or objection on the table.)

“No problem, I know it’s important to give some thought before making important decisions.”

Then ask a question that they can expound on.

“Before we hang up, may I ask you something?”

“Usually for me, when I say I have to think about something it means one of 3 things; either the price scares me, I have a problem with the services described, orthere’s something not yet clear to me. Which one of these is it for you?

Admittedly this is bold, but your prospect will appreciate your openness because you opened up the door for them to be frank with you and perhaps get to the real reason why they don’t want to move forward at this time.

“I can’t afford it.”

Ahhh...this is our favorite one, isn’t it?

First of all, I’d like to point out that as human beings, we generally find the money for things we believe in. Right? When we say “I can’t afford it” often we are saying “I don’t think this is important enough for me to find the money,” aren’t we? Think back: haven’t you at least once in your life found money to do something that your soul was aching to do? I know I have. So it’s rarely about just the money...

Here are a few options to handle the “I can’t afford it” objection.

“Has there ever been something you couldn’t afford to do that was so important to you that you knew you had to do it anyway? So isn’t it just really about realizing that you’re worth investing in?

Or

“Where will you be a few years from now if you don’t invest to solve this problem now? How will things change if you don’t take action?”

Or

“If it weren’t for the money, is this something you’d want to do?”

Now, Indeed if you come to find out that it is really about the money and theyreally can’t afford it, well then that shifts the conversation to a brainstorming, problem-solving mode. And you can handle that by asking:

“So this is something you know you want, and it’s really just about the money, so would you like help strategizing about how to pay for it?”

If you get stuck whenever a prospect says, “Let me think about it…” or you think the sales conversation over when you hear “I can’t afford it,” think again. Learning a few simple strategies and scripts can empower you to have more productive sales conversations that are far more likely to end in a transaction. And that means you’ll enjoy more income and have a bigger impact on the world with your precious talents. Now that’s what the Women’s Wealth Revolution is all about!

My mission with this report is to help you understand the principles of sales objections and help you acquire the necessary communication skills so that you can start to enjoy sales conversations and land as many clients as yourbusiness can handle!

The following strategies can be applied in any scenario: whether you’re a coach/consultant, a baker, an interior designer, or even a financial planner. It can help whether you’re selling services or products. You may need to modifythese suggestions to fit your needs, but give them a try the next time you think the conversation is over.

Most people approach sales conversations from a very matter of fact point ofview: “I have this product or service which is good for you…you need it…I want you to buy it…so what’s the problem? Just buy…why don’t you buy from me…can’t you see it’s GOOD FOR YOU?!?! JUST HIRE ME!” Yes, I’m oversimplifying it, but you get the idea.

Masterful sales conversations go nothing like that. Masterful sales conversations help the person realize they NEED you. And when they realize they need you, then they want to hear more about how you can HELP them. And if you stop after their first objection, you’re not helping them at all.

Does this sound familiar?

You’re speaking on the phone, having a good sales conversation with yourideal client. You’ve asked all the right questions and you’re feeling reallypositive at this point. You’ve clearly presented how your services solve theirproblem, and they seem interested. Then it’s time… time to ask for the sale. You choke up...and you freeze a little because it’s time to talk about money.

You take a deep breathe and with excitement you say “The price is...what do you think...do you want to get started?”

Clunk...

Your prospect pauses. You start to get uncomfortable with the silence coming from the other end. Then you finally hear, “I’m just not sure, let me think about it. Call me in a week.”

You end the call without landing the sale. You start to get discouraged and your soul takes a hit. You then start to replay the conversation in your head, but this time you think of different ways you “could have” answered the objections and maybe could have converted that sales conversation into a sale. But you’re really not sure what happened or what to do next.

If you can relate, keep reading because you’re in the right place. This report will give you the communication skills and scripts to help you understand howto handle sales objections the soulful way.

What are objections, really?

So when your ideal client tells you to contact them in a week, is that the end of the conversation right then and there?

Not necessarily.

Do they really mean it, or are they just trying to end the call? What’s reallygoing on?

Unless you know how to respond to such statements (“Call me later...I can’t afford it...Let me ask my husband…”) you’re missing out not only on a potential sale, but more importantly, on an opportunity to have a transformational conversation. You see, sales conversations get really good when people’s “stuff” comes up. It’s an opportunity to dig deep, to guide them into where they’re stuck, and to help them bust through these blocks. Because whereverthey’re stuck in this decision is most likely where they’re stuck in theirbusiness/life. Wherever they’re blocked in making this kind of decision is most likely where they’re blocked in other areas of their life as well. And as a transformational entrepreneur, you’re here to help people grow and stretch beyond their comfort zones. To take bold action. To get what they need to be successful in business and in life by using your products or services. Right?

It’s your job to push them past their pre-set limitations.

It’s possible that s/he was ready to work with you, but was just afraid of making an immediate decision. If her fears were eliminated, she may have signed up.

If someone raises objections after having a great conversation with you, do you take it personally? If you did a “good job” during the conversation, are you confused why they don’t say yes? If you hit a “home run” and feel like you trulyconnected, are you dumbfounded why they don’t just climb aboard?

Copyright © 2015, Women’s Wealth Revolution™ | www.WomensWealthRevolution.com 5

Here’s the thing you may not realize: sales objections are a natural part of the selling process. Most people think if they do a “good job selling” then people won’t object. Not necessarily. Objections can be signals that they ARE interested, and just want you to help them get over their fears and concerns (that is, unless you know for a fact there isn’t a fit between you, in which case the conversation really is over. The situations I’m referring are the ones where things seemed “so good,” yet you don’t know why they didn’t say yes.)

Another way to think about sales objections is that if they DON’T arise, it can mean that the prospect is just not interested. Objections are part of the sales process, and can lead to some powerful conversations to help your prospect make her decision.

Side note: If you need a Step-by-Step Script to learn how to conduct juicysales conversations in the first place - before you get to the objections - then I invite you to get your hands on that report by clicking here.

Objections give you the insight into what your ideal client is thinking and what is holding them back from making their final decision. It’s your chance to focus on that major issue which allows you to then redirect that objection and turn it into an advantage to close the sale.

Objections can come out in different forms. The most common ones we hear are:

“Let me think about it.”“I don’t think I have enough of time.” “Let me ask my husband.”“I don’t have the money.”

Whatever the objection, handling it isn’t a science... it’s an art.

What I mean by this is that it’s your job to understand their hesitation and to acknowledge that you heard them. However, it is not your job to agree with their self-imposed limitations. It’s your job to “hold them at a 10,” to see possibility for them where they can’t see it themselves. You know the amazing results they will attain if they work with you; they sense it too or they wouldn’t be talking to you. So at this point, when objections arise, it’s your job to “hold the high watch,” meaning you need to see for them the opportunity for growth and expansion that they are afraid to step into. They… just… need... help.

What?

Yes, you are the beacon of light for them, a way-shower. You know what they don’t. You see the possibility for them. So if you fold, if you kowtow now, if you accept their fears, you’re not serving them now are you? Your job is to get out of your own way and have constructive responses to guide them past their limitations.

Ready?

Here are the most common scenarios you’ll encounter if you’re actively growing your business and having powerful sales conversations.

The First Thing to Do Realize an “objection” is only an objection until you learn the skill to turn it into an opportunity. It’s actually a powerful opportunity for you to provide your prospect with additional information or insights to bring them closer to making a decision.

After the objection, try saying this:

“Would it be okay if I asked you something about this?”

You’ve just opened up the channels to take the conversation deeper, into talking about what’s really getting in their way.

You never want to keep pushing and talking unless you ask their permission. Most people are open to continuing, and if they’re not, then they’re likely not your ideal client in the first place. But more times than not, they’ll be open to chatting further.

Next, ask questions related to their “stall.”

Specific Objections

“Let me think about it.”

You might say “I understand why you might want to think it over, it’s a big commitment. Can you share with me what you’re concerned about, what it is you aren’t sure about?”

When handling objections you will often realize that your prospects may try to camouflage their real concern. For an example, if you haven’t clearly outlined how your services will solve their problem or proved to be an expert in your field, it’s much easier and nicer for your prospect to say “I need to think about it” rather than saying “I am just not sure that what you offer can help me.”

You must (this is an important nugget) hear the person out—listen fully! Do not interrupt them. Interrupting may cause the prospect to become preoccupied with the objection. Let your genuine concern and sincere interest be known by listening to your prospect and not rushing them or trying to anticipate what she will say and then finish her sentences. Even if you’ve heard this objection a million times, it is THEIR heartfelt concern, so honor that. Plus, they may have a unique issue intertwined within their objection.

The “listening” process will often expose the real reasons for not making a decision and your prospect may even volunteer new information that will help you better understand their needs.

Here are some alternatives to handling the “Let me think about it” objection: (Your goal here is to see if you can get the question, concern or objection on the table.) “No problem, I know it’s important to give some thought before making important decisions.” Then ask a question that they can expound on. “Before we hang up, may I ask you something?”

“Usually for me, when I say I have to think about something it means one of 3 things; either the price scares me, I have a problem with the services described, or there’s something not yet clear to me. Which one of these is it for you? Admittedly this is bold, but your prospect will appreciate your openness because you opened up the door for them to be frank with you and perhaps get to the real reason why they don’t want to move forward at this time.

“I can’t afford it.”

Ahhh...this is our favorite one, isn’t it?

First of all, I’d like to point out that as human beings, we generally find the money for things we believe in. Right? When we say “I can’t afford it” often we are saying “I don’t think this is important enough for me to find the money,” aren’t we? Think back: haven’t you at least once in your life found money to do something that your soul was aching to do? I know I have. So it’s rarely about just the money...

Here are a few options to handle the “I can’t afford it” objection.

“Has there ever been something you couldn’t afford to do that was so important to you that you knew you had to do it anyway? So isn’t it just really about realizing that you’re worth investing in?

Or

“Where will you be a few years from now if you don’t invest to solve this problem now? How will things change if you don’t take action?”

Or

“If it weren’t for the money, is this something you’d want to do?”

Now, indeed if you come to find out that it is really about the money and they really can’t afford it, well then that shifts the conversation to a brainstorming, problem-solving mode. And you can handle that by asking:

“So this is something you know you want, and it’s really just about the money, so would you like help strategizing about how to pay for it?”

TIP It’s important to know that most people want the same things; more money, freedom, time, great health and most importantly to feel that they are making a positive impact on others. Become great at painting a “solu-tion picture” for your prospect. Get them really talking about what is it they really want if money wasn’t an object. Keep them in that space for a while. Then (if true) let them see that it’s possible and you can help get them there. When you get great at painting vivid pictures that address your prospect’s needs, you will be able to avoid having the money objection come up, or when it does surface, you will be able to handle it with ease.

If you get stuck whenever a prospect says, “Let me think about it…” or you think the sales conversation over when you hear “I can’t afford it,” think again. Learning a few simple strategies and scripts can empower you to have more productive sales conversations that are far more likely to end in a transaction. And that means you’ll enjoy more income and have a bigger impact on the world with your precious talents. Now that’s what the Women’s Wealth Revolution is all about!

My mission with this report is to help you understand the principles of sales objections and help you acquire the necessary communication skills so that you can start to enjoy sales conversations and land as many clients as your business can handle!

The following strategies can be applied in any scenario: whether you’re a coach/consultant, a baker, an interior designer, or even a financial planner. It can help whether you’re selling services or products. You may need to modify these suggestions to fit your needs, but give them a try the next time you think the conversation is over.

Most people approach sales conversations from a very matter of fact point of view: “I have this product or service which is good for you…you need it…I want you to buy it…so what’s the problem? Just buy…why don’t you buy from me…can’t you see it’s GOOD FOR YOU?!?! JUST HIRE ME!” Yes, I’m oversimplifying it, but you get the idea.

Masterful sales conversations go nothing like that. Masterful sales conversations help the person realize they NEED you. And when they realize they need you, then they want to hear more about how you can HELP them. And if you stop after their first objection, you’re not helping them at all.

Does this sound familiar? You’re speaking on the phone, having a good sales conversation with your ideal client. You’ve asked all the right questions and you’re feeling really positive at this point. You’ve clearly presented how your services solve their problem, and they seem interested. Then it’s time… time to ask for the sale. You choke up...and you freeze a little because it’s time to talk about money. You take a deep breathe and with excitement you say “The price is...what do you think...do you want to get started?” Clunk... Your prospect pauses. You start to get uncomfortable with the silence coming from the other end. Then you finally hear, “I’m just not sure, let me think about it. Call me in a week.” You end the call without landing the sale. You start to get discouraged and your soul takes a hit. You then start to replay the conversation in your head, but this time you think of different ways you “could have” answered the objections and maybe could have converted that sales conversation into a sale. But you’re really not sure what happened or what to do next. If you can relate, keep reading because you’re in the right place. This report will give you the communication skills and scripts to help you understand how to handle sales objections the soulful way.

What are objections, really?

So when your ideal client tells you to contact them in a week, is that the end of the conversation right then and there?

Not necessarily.

Do they really mean it, or are they just trying to end the call? What’s really going on?

Unless you know how to respond to such statements (“Call me later...I can’t afford it...Let me ask my husband…”) you’re missing out not only on a potential sale, but more importantly, on an opportunity to have a transformational conversation. You see, sales conversations get really good when people’s “stuff” comes up. It’s an opportunity to dig deep, to guide them into where they’re stuck, and to help them bust through these blocks. Because wherever they’re stuck in this decision is most likely where they’re stuck in their business/life. Wherever they’re blocked in making this kind of decision is most likely where they’re blocked in other areas of their life as well. And as a transformational entrepreneur, you’re here to help people grow and stretch beyond their comfort zones. To take bold action. To get what they need to be successful in business and in life by using your products or services. Right?

It’s your job to push them past their pre-set limitations. It’s possible that s/he was ready to work with you, but was just afraid of making an immediate decision. If her fears were eliminated, she may have signed up.

If someone raises objections after having a great conversation with you, do you take it personally? If you did a “good job” during the conversation, are you confused why they don’t say yes? If you hit a “home run” and feel like you truly connected, are you dumbfounded why they don’t just climb aboard?

Copyright © 2015, Women’s Wealth Revolution™ | www.WomensWealthRevolution.com 6

Here’s the thing you may not realize: sales objections are a natural part of the selling process. Most people think if they do a “good job selling” then people won’t object. Not necessarily. Objections can be signals that they ARE interested, and just want you to help them get over their fears and concerns (that is, unless you know for a fact there isn’t a fit between you, in which case the conversation really is over. The situations I’m referring are the ones where things seemed “so good,” yet you don’t know why they didn’t say yes.) Another way to think about sales objections is that if they DON’T arise, it can mean that the prospect is just not interested. Objections are part of the sales process, and can lead to some powerful conversations to help your prospect make her decision. Side note: If you need a Step-by-Step Script to learn how to conduct juicy sales conversations in the first place - before you get to the objections - then I invite you to get your hands on that report by clicking here. Objections give you the insight into what your ideal client is thinking and what is holding them back from making their final decision. It’s your chance to focus on that major issue which allows you to then redirect that objection and turn it into an advantage to close the sale.

Objections can come out in different forms. The most common ones we hear are:

“Let me think about it.”“I don’t think I have enough of time.” “Let me ask my husband.”“I don’t have the money.”

Whatever the objection, handling it isn’t a science... it’s an art.

What I mean by this is that it’s your job to understand their hesitation and to acknowledge that you heard them. However, it is not your job to agree with their self-imposed limitations. It’s your job to “hold them at a 10,” to see possibility for them where they can’t see it themselves. You know the amazing results they will attain if they work with you; they sense it too or they wouldn’t be talking to you. So at this point, when objections arise, it’s your job to “hold the high watch,” meaning you need to see for them the opportunity for growth and expansion that they are afraid to step into. They… just… need... help.

What?

Yes, you are the beacon of light for them, a way-shower. You know what they don’t. You see the possibility for them. So if you fold, if you cow-tow now, if you accept their fears, you’re not serving them now are you? Your job is to get out of your own way and have constructive responses to guide them past their limitations.

Ready?

Here are the most common scenarios you’ll encounter if you’re actively growing your business and having powerful sales conversations.

The First Thing to Do Realize an “objection” is only an objection until you learn the skill to turn it into an opportunity. It’s actually a powerful opportunity for you to provide your prospect with additional information or insights to bring them closer to making a decision.

After the objection, try saying this:

“Would it be okay if I asked you something about this?”

You’ve just opened up the channels to take the conversation deeper, into talking about what’s really getting in their way.

You never want to keep pushing and talking unless you ask their permission. Most people are open to continuing, and if they’re not, then they’re likely not your ideal client in the first place. But more times than not, they’ll be open to chatting further.

Next, ask questions related to their “stall.”

Specific Objections

“Let me think about it.”

You might say “I understand why you might want to think it over, it’s a big commitment. Can you share with me what you’re concerned about, what it is you aren’t sure about?”

When handling objections you will often realize that your prospects may try to camouflage their real concern. For an example, if you haven’t clearly outlined how your services will solve their problem or proved to be an expert in your field, it’s much easier and nicer for your prospect to say “I need to think about it” rather than saying “I am just not sure that what you offer can help me.”

You must (this is an important nugget) hear the person out—listen fully! Do not interrupt them. Interrupting may cause the prospect to become preoccupied with the objection. Let your genuine concern and sincere interest be known by listening to your prospect and not rushing them or trying to anticipate what she will say and then finish her sentences. Even if you’ve heard this objection a million times, it is THEIR heartfelt concern, so honor that. Plus, they may have a unique issue intertwined within their objection.

The “listening” process will often expose the real reasons for not making a decision and your prospect may even volunteer new information that will help you better understand their needs.

Here are some alternatives to handling the “Let me think about it” objection: (Your goal here is to see if you can get the question, concern or objection on the table.) “No problem, I know it’s important to give some thought before making important decisions.” Then ask a question that they can expound on. “Before we hang up, may I ask you something?”

“Usually for me, when I say I have to think about something it means one of 3 things; either the price scares me, I have a problem with the services described, or there’s something not yet clear to me. Which one of these is it for you? Admittedly this is bold, but your prospect will appreciate your openness because you opened up the door for them to be frank with you and perhaps get to the real reason why they don’t want to move forward at this time.

“I can’t afford it.”

Ahhh...this is our favorite one, isn’t it?

First of all, I’d like to point out that as human beings, we generally find the money for things we believe in. Right? When we say “I can’t afford it” often we are saying “I don’t think this is important enough for me to find the money,” aren’t we? Think back: haven’t you at least once in your life found money to do something that your soul was aching to do? I know I have. So it’s rarely about just the money...

Here are a few options to handle the “I can’t afford it” objection.

“Has there ever been something you couldn’t afford to do that was so important to you that you knew you had to do it anyway? So isn’t it just really about realizing that you’re worth investing in?

Or

“Where will you be a few years from now if you don’t invest to solve this problem now? How will things change if you don’t take action?”

Or

“If it weren’t for the money, is this something you’d want to do?”

Now, Indeed if you come to find out that it is really about the money and they really can’t afford it, well then that shifts the conversation to a brainstorming, problem-solving mode. And you can handle that by asking:

“So this is something you know you want, and it’s really just about the money, so would you like help strategizing about how to pay for it?”

TIP When faced with sales objections, acknowledge their objection. Acknowledge their absolute right to express their thoughts. You can do this by thanking them for sharing their objections and letting them know (if it’s true) that you or others have had the same or similar concerns. Basically, let them know you appreciate their point of view. You don’t have to agree with it, but you absolutely respect and value their right to voice it.

If you get stuck whenever a prospect says, “Let me think about it…” or you think the sales conversation over when you hear “I can’t afford it,” think again. Learning a few simple strategies and scripts can empower you to have more productive sales conversations that are far more likely to end in a transaction. And that means you’ll enjoy more income and have a bigger impact on the world with your precious talents. Now that’s what the Women’s Wealth Revolution is all about!

My mission with this report is to help you understand the principles of sales objections and help you acquire the necessary communication skills so that you can start to enjoy sales conversations and land as many clients as your business can handle!

The following strategies can be applied in any scenario: whether you’re a coach/consultant, a baker, an interior designer, or even a financial planner. It can help whether you’re selling services or products. You may need to modify these suggestions to fit your needs, but give them a try the next time you think the conversation is over.

Most people approach sales conversations from a very matter of fact point of view: “I have this product or service which is good for you…you need it…I want you to buy it…so what’s the problem? Just buy…why don’t you buy from me…can’t you see it’s GOOD FOR YOU?!?! JUST HIRE ME!” Yes, I’m oversimplifying it, but you get the idea.

Masterful sales conversations go nothing like that. Masterful sales conversations help the person realize they NEED you. And when they realize they need you, then they want to hear more about how you can HELP them. And if you stop after their first objection, you’re not helping them at all.

Does this sound familiar? You’re speaking on the phone, having a good sales conversation with your ideal client. You’ve asked all the right questions and you’re feeling really positive at this point. You’ve clearly presented how your services solve their problem, and they seem interested. Then it’s time… time to ask for the sale. You choke up...and you freeze a little because it’s time to talk about money. You take a deep breathe and with excitement you say “The price is...what do you think...do you want to get started?” Clunk... Your prospect pauses. You start to get uncomfortable with the silence coming from the other end. Then you finally hear, “I’m just not sure, let me think about it. Call me in a week.” You end the call without landing the sale. You start to get discouraged and your soul takes a hit. You then start to replay the conversation in your head, but this time you think of different ways you “could have” answered the objections and maybe could have converted that sales conversation into a sale. But you’re really not sure what happened or what to do next. If you can relate, keep reading because you’re in the right place. This report will give you the communication skills and scripts to help you understand how to handle sales objections the soulful way.

What are objections, really?

So when your ideal client tells you to contact them in a week, is that the end of the conversation right then and there?

Not necessarily.

Do they really mean it, or are they just trying to end the call? What’s really going on?

Unless you know how to respond to such statements (“Call me later...I can’t afford it...Let me ask my husband…”) you’re missing out not only on a potential sale, but more importantly, on an opportunity to have a transformational conversation. You see, sales conversations get really good when people’s “stuff” comes up. It’s an opportunity to dig deep, to guide them into where they’re stuck, and to help them bust through these blocks. Because wherever they’re stuck in this decision is most likely where they’re stuck in their business/life. Wherever they’re blocked in making this kind of decision is most likely where they’re blocked in other areas of their life as well. And as a transformational entrepreneur, you’re here to help people grow and stretch beyond their comfort zones. To take bold action. To get what they need to be successful in business and in life by using your products or services. Right?

It’s your job to push them past their pre-set limitations. It’s possible that s/he was ready to work with you, but was just afraid of making an immediate decision. If her fears were eliminated, she may have signed up.

If someone raises objections after having a great conversation with you, do you take it personally? If you did a “good job” during the conversation, are you confused why they don’t say yes? If you hit a “home run” and feel like you truly connected, are you dumbfounded why they don’t just climb aboard?

Copyright © 2015, Women’s Wealth Revolution™ | www.WomensWealthRevolution.com 7

TIP Ask questions that might reveal what is really stopping them. For example, “Are you concerned with the terms?” Maybe there is something that was not clear about my services. Maybe I can help by answering your questions now. …What was it about the program that you need to think over, so that I know I’ve properly explained everything?” Your overall goal here is to determine the underlying objection (as true with any objection you are faced with). Most times, you will get a reply that helps you to uncov-er the real objection so that you can handle it and close the sale.

Here’s the thing you may not realize: sales objections are a natural part of the selling process. Most people think if they do a “good job selling” then people won’t object. Not necessarily. Objections can be signals that they ARE interested, and just want you to help them get over their fears and concerns (that is, unless you know for a fact there isn’t a fit between you, in which case the conversation really is over. The situations I’m referring are the ones where things seemed “so good,” yet you don’t know why they didn’t say yes.) Another way to think about sales objections is that if they DON’T arise, it can mean that the prospect is just not interested. Objections are part of the sales process, and can lead to some powerful conversations to help your prospect make her decision. Side note: If you need a Step-by-Step Script to learn how to conduct juicy sales conversations in the first place - before you get to the objections - then I invite you to get your hands on that report by clicking here. Objections give you the insight into what your ideal client is thinking and what is holding them back from making their final decision. It’s your chance to focus on that major issue which allows you to then redirect that objection and turn it into an advantage to close the sale.

Objections can come out in different forms. The most common ones we hear are:

“Let me think about it.”“I don’t think I have enough of time.” “Let me ask my husband.”“I don’t have the money.”

Whatever the objection, handling it isn’t a science... it’s an art.

What I mean by this is that it’s your job to understand their hesitation and to acknowledge that you heard them. However, it is not your job to agree with their self-imposed limitations. It’s your job to “hold them at a 10,” to see possibility for them where they can’t see it themselves. You know the amazing results they will attain if they work with you; they sense it too or they wouldn’t be talking to you. So at this point, when objections arise, it’s your job to “hold the high watch,” meaning you need to see for them the opportunity for growth and expansion that they are afraid to step into. They… just… need... help.

What?

Yes, you are the beacon of light for them, a way-shower. You know what they don’t. You see the possibility for them. So if you fold, if you cow-tow now, if you accept their fears, you’re not serving them now are you? Your job is to get out of your own way and have constructive responses to guide them past their limitations.

Ready?

Here are the most common scenarios you’ll encounter if you’re actively growing your business and having powerful sales conversations.

The First Thing to Do Realize an “objection” is only an objection until you learn the skill to turn it into an opportunity. It’s actually a powerful opportunity for you to provide your prospect with additional information or insights to bring them closer to making a decision.

After the objection, try saying this:

“Would it be okay if I asked you something about this?”

You’ve just opened up the channels to take the conversation deeper, into talking about what’s really getting in their way.

You never want to keep pushing and talking unless you ask their permission. Most people are open to continuing, and if they’re not, then they’re likely not your ideal client in the first place. But more times than not, they’ll be open to chatting further.

Next, ask questions related to their “stall.”

Specific Objections

“Let me think about it.”

You might say “I understand why you might want to think it over, it’s a big commitment. Can you share with me what you’re concerned about, what it is you aren’t sure about?”

When handling objections you will often realize that your prospects may try to camouflage their real concern. For an example, if you haven’t clearly outlined how your services will solve their problem or proved to be an expert in your field, it’s much easier and nicer for your prospect to say “I need to think about it” rather than saying “I am just not sure that what you offer can help me.”

You must (this is an important nugget) hear the person out—listen fully! Do not interrupt them. Interrupting may cause the prospect to become preoccupied with the objection. Let your genuine concern and sincere interest be known by listening to your prospect and not rushing them or trying to anticipate what she will say and then finish her sentences. Even if you’ve heard this objection a million times, it is THEIR heartfelt concern, so honor that. Plus, they may have a unique issue intertwined within their objection.

The “listening” process will often expose the real reasons for not making a decision and your prospect may even volunteer new information that will help you better understand their needs.

Here are some alternatives to handling the “Let me think about it” objection: (Your goal here is to see if you can get the question, concern or objection on the table.) “No problem, I know it’s important to give some thought before making important decisions.” Then ask a question that they can expound on. “Before we hang up, may I ask you something?”

“Usually for me, when I say I have to think about something it means one of 3 things; either the price scares me, I have a problem with the services described, or there’s something not yet clear to me. Which one of these is it for you? Admittedly this is bold, but your prospect will appreciate your openness because you opened up the door for them to be frank with you and perhaps get to the real reason why they don’t want to move forward at this time.

“I can’t afford it.”

Ahhh...this is our favorite one, isn’t it?

First of all, I’d like to point out that as human beings, we generally find the money for things we believe in. Right? When we say “I can’t afford it” often we are saying “I don’t think this is important enough for me to find the money,” aren’t we? Think back: haven’t you at least once in your life found money to do something that your soul was aching to do? I know I have. So it’s rarely about just the money...

Here are a few options to handle the “I can’t afford it” objection.

“Has there ever been something you couldn’t afford to do that was so important to you that you knew you had to do it anyway? So isn’t it just really about realizing that you’re worth investing in?

Or

“Where will you be a few years from now if you don’t invest to solve this problem now? How will things change if you don’t take action?”

Or

“If it weren’t for the money, is this something you’d want to do?”

Now, Indeed if you come to find out that it is really about the money and they really can’t afford it, well then that shifts the conversation to a brainstorming, problem-solving mode. And you can handle that by asking:

“So this is something you know you want, and it’s really just about the money, so would you like help strategizing about how to pay for it?”

If you get stuck whenever a prospect says, “Let me think about it…” or you think the sales conversation over when you hear “I can’t afford it,” think again. Learning a few simple strategies and scripts can empower you to have more productive sales conversations that are far more likely to end in a transaction. And that means you’ll enjoy more income and have a bigger impact on the world with your precious talents. Now that’s what the Women’s Wealth Revolution is all about!

My mission with this report is to help you understand the principles of sales objections and help you acquire the necessary communication skills so that you can start to enjoy sales conversations and land as many clients as your business can handle!

The following strategies can be applied in any scenario: whether you’re a coach/consultant, a baker, an interior designer, or even a financial planner. It can help whether you’re selling services or products. You may need to modify these suggestions to fit your needs, but give them a try the next time you think the conversation is over.

Most people approach sales conversations from a very matter of fact point of view: “I have this product or service which is good for you…you need it…I want you to buy it…so what’s the problem? Just buy…why don’t you buy from me…can’t you see it’s GOOD FOR YOU?!?! JUST HIRE ME!” Yes, I’m oversimplifying it, but you get the idea.

Masterful sales conversations go nothing like that. Masterful sales conversations help the person realize they NEED you. And when they realize they need you, then they want to hear more about how you can HELP them. And if you stop after their first objection, you’re not helping them at all.

Does this sound familiar? You’re speaking on the phone, having a good sales conversation with your ideal client. You’ve asked all the right questions and you’re feeling really positive at this point. You’ve clearly presented how your services solve their problem, and they seem interested. Then it’s time… time to ask for the sale. You choke up...and you freeze a little because it’s time to talk about money. You take a deep breathe and with excitement you say “The price is...what do you think...do you want to get started?” Clunk... Your prospect pauses. You start to get uncomfortable with the silence coming from the other end. Then you finally hear, “I’m just not sure, let me think about it. Call me in a week.” You end the call without landing the sale. You start to get discouraged and your soul takes a hit. You then start to replay the conversation in your head, but this time you think of different ways you “could have” answered the objections and maybe could have converted that sales conversation into a sale. But you’re really not sure what happened or what to do next. If you can relate, keep reading because you’re in the right place. This report will give you the communication skills and scripts to help you understand how to handle sales objections the soulful way.

What are objections, really?

So when your ideal client tells you to contact them in a week, is that the end of the conversation right then and there?

Not necessarily.

Do they really mean it, or are they just trying to end the call? What’s really going on?

Unless you know how to respond to such statements (“Call me later...I can’t afford it...Let me ask my husband…”) you’re missing out not only on a potential sale, but more importantly, on an opportunity to have a transformational conversation. You see, sales conversations get really good when people’s “stuff” comes up. It’s an opportunity to dig deep, to guide them into where they’re stuck, and to help them bust through these blocks. Because wherever they’re stuck in this decision is most likely where they’re stuck in their business/life. Wherever they’re blocked in making this kind of decision is most likely where they’re blocked in other areas of their life as well. And as a transformational entrepreneur, you’re here to help people grow and stretch beyond their comfort zones. To take bold action. To get what they need to be successful in business and in life by using your products or services. Right?

It’s your job to push them past their pre-set limitations. It’s possible that s/he was ready to work with you, but was just afraid of making an immediate decision. If her fears were eliminated, she may have signed up.

If someone raises objections after having a great conversation with you, do you take it personally? If you did a “good job” during the conversation, are you confused why they don’t say yes? If you hit a “home run” and feel like you truly connected, are you dumbfounded why they don’t just climb aboard?

Here’s the thing you may not realize: sales objections are a natural part of the selling process. Most people think if they do a “good job selling” then people won’t object. Not necessarily. Objections can be signals that they ARE interested, and just want you to help them get over their fears and concerns (that is, unless you know for a fact there isn’t a fit between you, in which case the conversation really is over. The situations I’m referring are the ones where things seemed “so good,” yet you don’t know why they didn’t say yes.) Another way to think about sales objections is that if they DON’T arise, it can mean that the prospect is just not interested. Objections are part of the sales process, and can lead to some powerful conversations to help your prospect make her decision. Side note: If you need a Step-by-Step Script to learn how to conduct juicy sales conversations in the first place - before you get to the objections - then I invite you to get your hands on that report by clicking here. Objections give you the insight into what your ideal client is thinking and what is holding them back from making their final decision. It’s your chance to focus on that major issue which allows you to then redirect that objection and turn it into an advantage to close the sale.

Objections can come out in different forms. The most common ones we hear are:

“Let me think about it.”“I don’t think I have enough of time.” “Let me ask my husband.”“I don’t have the money.”

Whatever the objection, handling it isn’t a science... it’s an art.

What I mean by this is that it’s your job to understand their hesitation and to acknowledge that you heard them. However, it is not your job to agree with their self-imposed limitations. It’s your job to “hold them at a 10,” to see possibility for them where they can’t see it themselves. You know the amazing results they will attain if they work with you; they sense it too or they wouldn’t be talking to you. So at this point, when objections arise, it’s your job to “hold the high watch,” meaning you need to see for them the opportunity for growth and expansion that they are afraid to step into. They… just… need... help.

What?

Yes, you are the beacon of light for them, a way-shower. You know what they don’t. You see the possibility for them. So if you fold, if you cow-tow now, if you accept their fears, you’re not serving them now are you? Your job is to get out of your own way and have constructive responses to guide them past their limitations.

Ready?

Here are the most common scenarios you’ll encounter if you’re actively growing your business and having powerful sales conversations.

The First Thing to Do Realize an “objection” is only an objection until you learn the skill to turn it into an opportunity. It’s actually a powerful opportunity for you to provide your prospect with additional information or insights to bring them closer to making a decision.

After the objection, try saying this:

“Would it be okay if I asked you something about this?”

You’ve just opened up the channels to take the conversation deeper, into talking about what’s really getting in their way.

You never want to keep pushing and talking unless you ask their permission. Most people are open to continuing, and if they’re not, then they’re likely not your ideal client in the first place. But more times than not, they’ll be open to chatting further.

Next, ask questions related to their “stall.”

Specific Objections

“Let me think about it.”

You might say “I understand why you might want to think it over, it’s a big commitment. Can you share with me what you’re concerned about, what it is you aren’t sure about?”

When handling objections you will often realize that your prospects may try to camouflage their real concern. For an example, if you haven’t clearly outlined how your services will solve their problem or proved to be an expert in your field, it’s much easier and nicer for your prospect to say “I need to think about it” rather than saying “I am just not sure that what you offer can help me.”

Copyright © 2015, Women’s Wealth Revolution™ | www.WomensWealthRevolution.com 8

You must (this is an important nugget) hear the person out—listen fully! Do not interrupt them. Interrupting may cause the prospect to become preoccupied with the objection. Let your genuine concern and sincere interest be known by listening to your prospect and not rushing them or trying to anticipate what she will say and then finish her sentences. Even if you’ve heard this objection a million times, it is THEIR heartfelt concern, so honor that. Plus, they may have a unique issue intertwined within their objection.

The “listening” process will often expose the real reasons for not making a decision and your prospect may even volunteer new information that will help you better understand their needs.

TIP Restate the objection back to your prospect. This will show your pros-pect your concern and that you understand them and most importantly that you were listening to them. This will also allow you to get clarifica-tion in case you misunderstood her point. You can start this off by saying “I can understand that, so what you are saying is (objection). Or “Do I understand you to mean that (objection).”

Here are some alternatives to handling the “Let me think about it” objection: (Your goal here is to see if you can get the question, concern or objection on the table.) “No problem, I know it’s important to give some thought before making important decisions.” Then ask a question that they can expound on. “Before we hang up, may I ask you something?”

“Usually for me, when I say I have to think about something it means one of 3 things; either the price scares me, I have a problem with the services described, or there’s something not yet clear to me. Which one of these is it for you? Admittedly this is bold, but your prospect will appreciate your openness because you opened up the door for them to be frank with you and perhaps get to the real reason why they don’t want to move forward at this time.

“I can’t afford it.”

Ahhh...this is our favorite one, isn’t it?

First of all, I’d like to point out that as human beings, we generally find the money for things we believe in. Right? When we say “I can’t afford it” often we are saying “I don’t think this is important enough for me to find the money,” aren’t we? Think back: haven’t you at least once in your life found money to do something that your soul was aching to do? I know I have. So it’s rarely about just the money...

Here are a few options to handle the “I can’t afford it” objection.

“Has there ever been something you couldn’t afford to do that was so important to you that you knew you had to do it anyway? So isn’t it just really about realizing that you’re worth investing in?

Or

“Where will you be a few years from now if you don’t invest to solve this problem now? How will things change if you don’t take action?”

Or

“If it weren’t for the money, is this something you’d want to do?”

Now, Indeed if you come to find out that it is really about the money and they really can’t afford it, well then that shifts the conversation to a brainstorming, problem-solving mode. And you can handle that by asking:

“So this is something you know you want, and it’s really just about the money, so would you like help strategizing about how to pay for it?”

If you get stuck whenever a prospect says, “Let me think about it…” or you think the sales conversation over when you hear “I can’t afford it,” think again. Learning a few simple strategies and scripts can empower you to have more productive sales conversations that are far more likely to end in a transaction. And that means you’ll enjoy more income and have a bigger impact on the world with your precious talents. Now that’s what the Women’s Wealth Revolution is all about!

My mission with this report is to help you understand the principles of sales objections and help you acquire the necessary communication skills so that you can start to enjoy sales conversations and land as many clients as your business can handle!

The following strategies can be applied in any scenario: whether you’re a coach/consultant, a baker, an interior designer, or even a financial planner. It can help whether you’re selling services or products. You may need to modify these suggestions to fit your needs, but give them a try the next time you think the conversation is over.

Most people approach sales conversations from a very matter of fact point of view: “I have this product or service which is good for you…you need it…I want you to buy it…so what’s the problem? Just buy…why don’t you buy from me…can’t you see it’s GOOD FOR YOU?!?! JUST HIRE ME!” Yes, I’m oversimplifying it, but you get the idea.

Masterful sales conversations go nothing like that. Masterful sales conversations help the person realize they NEED you. And when they realize they need you, then they want to hear more about how you can HELP them. And if you stop after their first objection, you’re not helping them at all.

Does this sound familiar? You’re speaking on the phone, having a good sales conversation with your ideal client. You’ve asked all the right questions and you’re feeling really positive at this point. You’ve clearly presented how your services solve their problem, and they seem interested. Then it’s time… time to ask for the sale. You choke up...and you freeze a little because it’s time to talk about money. You take a deep breathe and with excitement you say “The price is...what do you think...do you want to get started?” Clunk... Your prospect pauses. You start to get uncomfortable with the silence coming from the other end. Then you finally hear, “I’m just not sure, let me think about it. Call me in a week.” You end the call without landing the sale. You start to get discouraged and your soul takes a hit. You then start to replay the conversation in your head, but this time you think of different ways you “could have” answered the objections and maybe could have converted that sales conversation into a sale. But you’re really not sure what happened or what to do next. If you can relate, keep reading because you’re in the right place. This report will give you the communication skills and scripts to help you understand how to handle sales objections the soulful way.

What are objections, really?

So when your ideal client tells you to contact them in a week, is that the end of the conversation right then and there?

Not necessarily.

Do they really mean it, or are they just trying to end the call? What’s really going on?

Unless you know how to respond to such statements (“Call me later...I can’t afford it...Let me ask my husband…”) you’re missing out not only on a potential sale, but more importantly, on an opportunity to have a transformational conversation. You see, sales conversations get really good when people’s “stuff” comes up. It’s an opportunity to dig deep, to guide them into where they’re stuck, and to help them bust through these blocks. Because wherever they’re stuck in this decision is most likely where they’re stuck in their business/life. Wherever they’re blocked in making this kind of decision is most likely where they’re blocked in other areas of their life as well. And as a transformational entrepreneur, you’re here to help people grow and stretch beyond their comfort zones. To take bold action. To get what they need to be successful in business and in life by using your products or services. Right?

It’s your job to push them past their pre-set limitations. It’s possible that s/he was ready to work with you, but was just afraid of making an immediate decision. If her fears were eliminated, she may have signed up.

If someone raises objections after having a great conversation with you, do you take it personally? If you did a “good job” during the conversation, are you confused why they don’t say yes? If you hit a “home run” and feel like you truly connected, are you dumbfounded why they don’t just climb aboard?

Here’s the thing you may not realize: sales objections are a natural part of the selling process. Most people think if they do a “good job selling” then people won’t object. Not necessarily. Objections can be signals that they ARE interested, and just want you to help them get over their fears and concerns (that is, unless you know for a fact there isn’t a fit between you, in which case the conversation really is over. The situations I’m referring are the ones where things seemed “so good,” yet you don’t know why they didn’t say yes.) Another way to think about sales objections is that if they DON’T arise, it can mean that the prospect is just not interested. Objections are part of the sales process, and can lead to some powerful conversations to help your prospect make her decision. Side note: If you need a Step-by-Step Script to learn how to conduct juicy sales conversations in the first place - before you get to the objections - then I invite you to get your hands on that report by clicking here. Objections give you the insight into what your ideal client is thinking and what is holding them back from making their final decision. It’s your chance to focus on that major issue which allows you to then redirect that objection and turn it into an advantage to close the sale.

Objections can come out in different forms. The most common ones we hear are:

“Let me think about it.”“I don’t think I have enough of time.” “Let me ask my husband.”“I don’t have the money.”

Whatever the objection, handling it isn’t a science... it’s an art.

What I mean by this is that it’s your job to understand their hesitation and to acknowledge that you heard them. However, it is not your job to agree with their self-imposed limitations. It’s your job to “hold them at a 10,” to see possibility for them where they can’t see it themselves. You know the amazing results they will attain if they work with you; they sense it too or they wouldn’t be talking to you. So at this point, when objections arise, it’s your job to “hold the high watch,” meaning you need to see for them the opportunity for growth and expansion that they are afraid to step into. They… just… need... help.

What?

Yes, you are the beacon of light for them, a way-shower. You know what they don’t. You see the possibility for them. So if you fold, if you cow-tow now, if you accept their fears, you’re not serving them now are you? Your job is to get out of your own way and have constructive responses to guide them past their limitations.

Ready?

Here are the most common scenarios you’ll encounter if you’re actively growing your business and having powerful sales conversations.

The First Thing to Do Realize an “objection” is only an objection until you learn the skill to turn it into an opportunity. It’s actually a powerful opportunity for you to provide your prospect with additional information or insights to bring them closer to making a decision.

After the objection, try saying this:

“Would it be okay if I asked you something about this?”

You’ve just opened up the channels to take the conversation deeper, into talking about what’s really getting in their way.

You never want to keep pushing and talking unless you ask their permission. Most people are open to continuing, and if they’re not, then they’re likely not your ideal client in the first place. But more times than not, they’ll be open to chatting further.

Next, ask questions related to their “stall.”

Specific Objections

“Let me think about it.”

You might say “I understand why you might want to think it over, it’s a big commitment. Can you share with me what you’re concerned about, what it is you aren’t sure about?”

When handling objections you will often realize that your prospects may try to camouflage their real concern. For an example, if you haven’t clearly outlined how your services will solve their problem or proved to be an expert in your field, it’s much easier and nicer for your prospect to say “I need to think about it” rather than saying “I am just not sure that what you offer can help me.”

You must (this is an important nugget) hear the person out—listen fully! Do not interrupt them. Interrupting may cause the prospect to become preoccupied with the objection. Let your genuine concern and sincere interest be known by listening to your prospect and not rushing them or trying to anticipate what she will say and then finish her sentences. Even if you’ve heard this objection a million times, it is THEIR heartfelt concern, so honor that. Plus, they may have a unique issue intertwined within their objection.

The “listening” process will often expose the real reasons for not making a decision and your prospect may even volunteer new information that will help you better understand their needs.

Copyright © 2015, Women’s Wealth Revolution™ | www.WomensWealthRevolution.com 9

Here are some alternatives to handling the “Let me think about it” objection: (Your goal here is to see if you can get the question, concern or objection on the table.) “No problem, I know it’s important to give some thought before making important decisions.” Then ask a question that they can expound on. “Before we hang up, may I ask you something?”

“Usually for me, when I say I have to think about something it means one of 3 things; either the price scares me, I have a problem with the services described, or there’s something not yet clear to me. Which one of these is it for you? Admittedly this is bold, but your prospect will appreciate your openness because you opened up the door for them to be frank with you and perhaps get to the real reason why they don’t want to move forward at this time.

“I can’t afford it.”

Ahhh...this is our favorite one, isn’t it?

First of all, I’d like to point out that as human beings, we generally find the money for things we believe in. Right? When we say “I can’t afford it” often we are saying “I don’t think this is important enough for me to find the money,” aren’t we? Think back: haven’t you at least once in your life found money to do something that your soul was aching to do? I know I have. So it’s rarely about just the money...

Here are a few options to handle the “I can’t afford it” objection.

“Has there ever been something you couldn’t afford to do that was so important to you that you knew you had to do it anyway? So isn’t it just really about realizing that you’re worth investing in?

Or

“Where will you be a few years from now if you don’t invest to solve this problem now? How will things change if you don’t take action?”

Or

“If it weren’t for the money, is this something you’d want to do?”

Now, Indeed if you come to find out that it is really about the money and they really can’t afford it, well then that shifts the conversation to a brainstorming, problem-solving mode. And you can handle that by asking:

“So this is something you know you want, and it’s really just about the money, so would you like help strategizing about how to pay for it?”

TIP Your goal in sales conversations is NOT actually to make the sale. Yes, you heard that right. Your mission is to help your prospect get clarity about what they need and about what’s stopping them from being suc-cessful. You’re there to help them imagine what life would be like for them if money, time, permission, or whatever their objection is did not stop them. You’re there to help them see the steps they need to take to get what it is they want.

If you get stuck whenever a prospect says, “Let me think about it…” or you think the sales conversation over when you hear “I can’t afford it,” think again. Learning a few simple strategies and scripts can empower you to have more productive sales conversations that are far more likely to end in a transaction. And that means you’ll enjoy more income and have a bigger impact on the world with your precious talents. Now that’s what the Women’s Wealth Revolution is all about!

My mission with this report is to help you understand the principles of sales objections and help you acquire the necessary communication skills so that you can start to enjoy sales conversations and land as many clients as your business can handle!

The following strategies can be applied in any scenario: whether you’re a coach/consultant, a baker, an interior designer, or even a financial planner. It can help whether you’re selling services or products. You may need to modify these suggestions to fit your needs, but give them a try the next time you think the conversation is over.

Most people approach sales conversations from a very matter of fact point of view: “I have this product or service which is good for you…you need it…I want you to buy it…so what’s the problem? Just buy…why don’t you buy from me…can’t you see it’s GOOD FOR YOU?!?! JUST HIRE ME!” Yes, I’m oversimplifying it, but you get the idea.

Masterful sales conversations go nothing like that. Masterful sales conversations help the person realize they NEED you. And when they realize they need you, then they want to hear more about how you can HELP them. And if you stop after their first objection, you’re not helping them at all.

Does this sound familiar? You’re speaking on the phone, having a good sales conversation with your ideal client. You’ve asked all the right questions and you’re feeling really positive at this point. You’ve clearly presented how your services solve their problem, and they seem interested. Then it’s time… time to ask for the sale. You choke up...and you freeze a little because it’s time to talk about money. You take a deep breathe and with excitement you say “The price is...what do you think...do you want to get started?” Clunk... Your prospect pauses. You start to get uncomfortable with the silence coming from the other end. Then you finally hear, “I’m just not sure, let me think about it. Call me in a week.” You end the call without landing the sale. You start to get discouraged and your soul takes a hit. You then start to replay the conversation in your head, but this time you think of different ways you “could have” answered the objections and maybe could have converted that sales conversation into a sale. But you’re really not sure what happened or what to do next. If you can relate, keep reading because you’re in the right place. This report will give you the communication skills and scripts to help you understand how to handle sales objections the soulful way.

What are objections, really?

So when your ideal client tells you to contact them in a week, is that the end of the conversation right then and there?

Not necessarily.

Do they really mean it, or are they just trying to end the call? What’s really going on?

Unless you know how to respond to such statements (“Call me later...I can’t afford it...Let me ask my husband…”) you’re missing out not only on a potential sale, but more importantly, on an opportunity to have a transformational conversation. You see, sales conversations get really good when people’s “stuff” comes up. It’s an opportunity to dig deep, to guide them into where they’re stuck, and to help them bust through these blocks. Because wherever they’re stuck in this decision is most likely where they’re stuck in their business/life. Wherever they’re blocked in making this kind of decision is most likely where they’re blocked in other areas of their life as well. And as a transformational entrepreneur, you’re here to help people grow and stretch beyond their comfort zones. To take bold action. To get what they need to be successful in business and in life by using your products or services. Right?

It’s your job to push them past their pre-set limitations. It’s possible that s/he was ready to work with you, but was just afraid of making an immediate decision. If her fears were eliminated, she may have signed up.

If someone raises objections after having a great conversation with you, do you take it personally? If you did a “good job” during the conversation, are you confused why they don’t say yes? If you hit a “home run” and feel like you truly connected, are you dumbfounded why they don’t just climb aboard?

Here’s the thing you may not realize: sales objections are a natural part of the selling process. Most people think if they do a “good job selling” then people won’t object. Not necessarily. Objections can be signals that they ARE interested, and just want you to help them get over their fears and concerns (that is, unless you know for a fact there isn’t a fit between you, in which case the conversation really is over. The situations I’m referring are the ones where things seemed “so good,” yet you don’t know why they didn’t say yes.) Another way to think about sales objections is that if they DON’T arise, it can mean that the prospect is just not interested. Objections are part of the sales process, and can lead to some powerful conversations to help your prospect make her decision. Side note: If you need a Step-by-Step Script to learn how to conduct juicy sales conversations in the first place - before you get to the objections - then I invite you to get your hands on that report by clicking here. Objections give you the insight into what your ideal client is thinking and what is holding them back from making their final decision. It’s your chance to focus on that major issue which allows you to then redirect that objection and turn it into an advantage to close the sale.

Objections can come out in different forms. The most common ones we hear are:

“Let me think about it.”“I don’t think I have enough of time.” “Let me ask my husband.”“I don’t have the money.”

Whatever the objection, handling it isn’t a science... it’s an art.

What I mean by this is that it’s your job to understand their hesitation and to acknowledge that you heard them. However, it is not your job to agree with their self-imposed limitations. It’s your job to “hold them at a 10,” to see possibility for them where they can’t see it themselves. You know the amazing results they will attain if they work with you; they sense it too or they wouldn’t be talking to you. So at this point, when objections arise, it’s your job to “hold the high watch,” meaning you need to see for them the opportunity for growth and expansion that they are afraid to step into. They… just… need... help.

What?

Yes, you are the beacon of light for them, a way-shower. You know what they don’t. You see the possibility for them. So if you fold, if you kowtow now, if you accept their fears, you’re not serving them now are you? Your job is to get out of your own way and have constructive responses to guide them past their limitations.

Ready?

Here are the most common scenarios you’ll encounter if you’re actively growing your business and having powerful sales conversations.

The First Thing to Do Realize an “objection” is only an objection until you learn the skill to turn it into an opportunity. It’s actually a powerful opportunity for you to provide your prospect with additional information or insights to bring them closer to making a decision.

After the objection, try saying this:

“Would it be okay if I asked you something about this?”

You’ve just opened up the channels to take the conversation deeper, into talking about what’s really getting in their way.

You never want to keep pushing and talking unless you ask their permission. Most people are open to continuing, and if they’re not, then they’re likely not your ideal client in the first place. But more times than not, they’ll be open to chatting further.

Next, ask questions related to their “stall.”

Specific Objections

“Let me think about it.”

You might say “I understand why you might want to think it over, it’s a big commitment. Can you share with me what you’re concerned about, what it is you aren’t sure about?”

When handling objections you will often realize that your prospects may try to camouflage their real concern. For an example, if you haven’t clearly outlined how your services will solve their problem or proved to be an expert in your field, it’s much easier and nicer for your prospect to say “I need to think about it” rather than saying “I am just not sure that what you offer can help me.”

You must (this is an important nugget) hear the person out—listen fully! Do not interrupt them. Interrupting may cause the prospect to become preoccupied with the objection. Let your genuine concern and sincere interest be known by listening to your prospect and not rushing them or trying to anticipate what she will say and then finish her sentences. Even if you’ve heard this objection a million times, it is THEIR heartfelt concern, so honor that. Plus, they may have a unique issue intertwined within their objection.

The “listening” process will often expose the real reasons for not making a decision and your prospect may even volunteer new information that will help you better understand their needs.

Here are some alternatives to handling the “Let me think about it” objection: (Your goal here is to see if you can get the question, concern or objection on the table.) “No problem, I know it’s important to give some thought before making important decisions.” Then ask a question that they can expound on. “Before we hang up, may I ask you something?”

“Usually for me, when I say I have to think about something it means one of 3 things; either the price scares me, I have a problem with the services described, or there’s something not yet clear to me. Which one of these is it for you? Admittedly this is bold, but your prospect will appreciate your openness because you opened up the door for them to be frank with you and perhaps get to the real reason why they don’t want to move forward at this time.

Copyright © 2015, Women’s Wealth Revolution™ | www.WomensWealthRevolution.com 10

“I can’t afford it.”

Ahhh...this is our favorite one, isn’t it?

First of all, I’d like to point out that as human beings, we generally find the money for things we believe in. Right? When we say “I can’t afford it” often we are saying “I don’t think this is important enough for me to find the money,” aren’t we? Think back: haven’t you at least once in your life found money to do something that your soul was aching to do? I know I have. So it’s rarely about just the money...

Here are a few options to handle the “I can’t afford it” objection.

“Has there ever been something you couldn’t afford to do that was so important to you that you knew you had to do it anyway? So isn’t it just really about realizing that you’re worth investing in?

Or

“Where will you be a few years from now if you don’t invest to solve this problem now? How will things change if you don’t take action?”

Or

“If it weren’t for the money, is this something you’d want to do?”

Now, indeed if you come to find out that it is really about the money and they really can’t afford it, well then that shifts the conversation to a brainstorming, problem-solving mode. And you can handle that by asking:

“So this is something you know you want, and it’s really just about the money, so would you like help strategizing about how to pay for it?”

Copyright © 2015, Women’s Wealth Revolution™ | www.WomensWealthRevolution.com 11

“I need to speak with my husband/wife.” This can be tricky because you absolutely want to honor their marital decision-making process. However, sometimes it’s a stall tactic, hiding a bigger issue. It’s important that you discern the difference.

Here are some responses to try:

“I completely understand, and I think it’s great you and your husband are a team. Open communication is what makes a relationship strong…If you ask your husband, and he agrees and supports you, would you be ready to get started?”

Or

“I sense your excitement and you seem ready to move forward, but you just need your husband’s feedback. Would that be fair to say?”

If they say “yes” then continue.

“May I offer a suggestion? (wait for their response) In order to get your husband as excited as you are and to get him on board, I recommend that you sit down with him and review the program/product and also review some of the testimonials. What questions do you think he may have, so that I can make sure you have the answers you need?...How about we set up a time to talk tomorrow after you sit down with your husband tonight?”

Sometimes underneath the “I have to ask my husband” objection is your ideal client’s core belief that that she doesn’t believe in herself, or is afraid her husband doesn’t believe in her. In which case, you can empower her then and there to create the life/business she wants.

BONUS TIP One of many closing mistakes is not closing at all. So many sales con-versations end without asking the prospect to make a decision. Some people are so afraid of rejection or losing a sale that they shy away from the closing question. Please don’t waste all your preparation and time by being afraid to go for the close. The world needs you to deliver your gifts to the world in the way you were meant to… HANDS DOWN!

Copyright © 2015, Women’s Wealth Revolution™ | www.WomensWealthRevolution.com 12

“I need to speak with my husband/wife.” This can be tricky because you absolutely want to honor their marital decision-making process. However, sometimes it’s a stall tactic, hiding a bigger issue. It’s important that you discern the difference.

Here are some responses to try:

“I completely understand, and I think it’s great you and your husband are a team. Open communication is what makes a relationship strong…If you ask your husband, and he agrees and supports you, would you be ready to get started?”

Or

“I sense your excitement and you seem ready to move forward, but you just need your husband’s feedback. Would that be fair to say?”

If they say “yes” then continue.

“May I offer a suggestion? (wait for their response) In order to get your husband as excited as you are and to get him on board, I recommend that you sit down with him and review the program/product and also review some of the testimonials. What questions do you think he may have, so that I can make sure you have the answers you need?...How about we set up a time to talk tomorrow after you sit down with your husband tonight?”

Sometimes underneath the “I have to ask my husband” objection is your ideal client’s core belief that that she doesn’t believe in herself, or is afraid her husband doesn’t believe in her. In which case, you can empower her then and there to create the life/business she wants.

FINAL TIP It’s very important to not get discouraged. If the timing is wrong for your prospect, or the prospect is not ready for change in their life, no matter how well you handled their objections; they will not be “open” to moving forward. It’s nothing personal.

About Linda AlbrightWomen’s Wealth Revolution™ founder Linda Albright believes financially and spiritually empowered women make the world stronger, healthier and happier. For that reason she is passionate about helping heart-centered visionaries reclaim their confidence, align their personal spirituality with their business mission, and make great money with their natural gifts and talents.

Linda has decades of experience building successful companies, ranging from a chimney sweep business to an investor-funded dotcom. In addition to running her own multi-six-figure company, Linda serves on the Advisory Board of the

national networking group Over 40 Females, and is a Founding Board Member of the Copper Beech Institute, an exciting new center for mindfulness in Connecticut.

Copyright © 2015, Women’s Wealth Revolution™ | www.WomensWealthRevolution.com 13

Next Steps: Make a goal (5? 10?) for the number of sales conversations you intend to have this week, and then go do it. Like anything, practice makes perfect. It’s a numbers game; the more sales conversations you have, the more success you’ll have in overcoming sales objections. If you’d like expert feedback about your sales process — a seasoned mentor to uncover what you’re doing wrong and how you can close more deals and make more money — then you’re invited to chat with me or one of my associates by applying for a complimentary Sales Brainstorming Session at www.womenswealthrevolution.com/start. Nothing is more powerful than when YOU make more money, because you have such a positive effect in the world. Thank you for having the courage and energy to create and grow your business.

Let the Women’s Wealth Revolution live on!

Fondly,