Whether you’re parenting your teenager or applying for a job; enrolling a client or pitching for a new project… if you’re inviting people to make changes, decisions or investments, you’re going to run up against objections and concerns. Last week, I ran a poll asking what the number one objections and concerns people got when enrolling clients. The top 2 got more votes than all the other options combined! Here they are:
1) It’s too expensive / I can’t afford it.
2) Let me think about it and get back to you.
So how do you ‘handle’ these concerns? I’ve worked with a lot of people helping them answer this question, ranging from coaches, therapists and consultants to salesforces in large organisations. My answer points them in an unexpected direction. I’ll unpack it in a moment and reveal the ultimate objection-destroyer, but first I want to tell you a story. Here’s an excerpt from my Sunday Times bestselling book RESULTS: Think Less, Achieve More..(©2016 Jamie Smart). Read More →