UnitCoach

Your prospective consultant wants a better life and work she can love, but she will often have objections to starting. These objections are very real concerns for her.

She may be scared, overwhelmed, or too bogged down in life “stuff” to see a clear picture of her future. You can help her make a life-changing decision by thinking of her objections as ‘clues.’

When she objects to any part of becoming a consultant, she is giving you a hint, a clue, a secret into what is holding her back. Acknowledge her objection and then follow it with a question that targets her concern.

Remember, the average consultant will stop at the first “no,” the successful one will keep asking questions.

1. Objection: “I don’t have time.”

Possible responses:
“What would you do if your work gave you MORE free time?”
“Perfect! The best consultants were always way too busy to start!”
“Then let me show you how to get ahead of your busy schedule.”

2. Objection: “I can’t afford it.”

Possible responses:
“We all have the money we need for what we really want. What do you want that financial independence will bring you?”
“Perfect! Let’s first start working on getting you a financial reserve!”
“No problem. Let me show you how you can make twice your investment in the first 30 days!”
“What would have to happen for you to afford it?”
“Let’s look at the difference between what it costs and what it’s worth.”

3. Objection: “I’ve already got a job.”

Possible responses:
“What is your job not giving you that this opportunity will?”
“Do you have a financial goal or problem that would benefit from immediate extra income?
“Wonderful! That will provide a terrific cushion until you become financially independent.”

The key is to listen to the objection and use it to ask another targeted question that will address every one of her concerns.

Now go have a POWERFUL day!
- Ann Vertel, UnitCoach