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What would you say if I tell you that a sales call expert who understands the art of sales, will face sales objections? They will still only close around 1 out of every 5 prospects. That is equal to an average close rate for sales calls of around 20%. So you need to bring your A game to every high ticket sales call conversation and absolutely do not make these mistakes when handling sales call objections.

I know what it takes to create trust and rapport when closing sales and the common mistakes that hold coaches and consultants back from closing high ticket deals. If you want to stop leaving money on the table and handle high ticket sales like a pro, keep reading to eliminate sales call objections.

Eliminating Objections Before the Sales Call

Before we dive into how to eliminate sales call objections, let me start by saying DO NOT ever manipulate others to buy from you on a call. Besides being extremely gross, when it comes to closing ultra high ticket deals, these kinds of tricks rarely work on a more sophisticated buyer. This sales call tactic will come back to bite you when the person realizes that they have been taken advantage of. Please DO NOT USE manipulation. It is not necessary to close high ticket sales over the phone.

One of the biggest mistakes coaches and consultants make is shifting into convincing mode during a sales conversation. This often happens when you hear an objection come up, however, once you start to convince, you have already lost the deal.

The best way to overcome objections is to overcome them before they even happen.

Let’s go into WHY sales call objections might still be happening for you as a coach or consultant.

The Overlooked Reasons of Handling Sales Call Objection

1. You are going after the wrong coaching and consulting client.

You may have a great service but are you marketing to your ideal clients? No? Then you may need to change your target market. This could take shape in:

• Shifting to coaching and consulting clients who have greater levels of income
• Going after B2B rather than B2C for your high ticket offers
•  target industries, niches or many other things

I had a client who was struggling to sell to newer business owners. What did we do? We shifted him to selling to 7 to 8 figure companies and his business exploded.There are coaching and consulting opportunities everywhere but it’s essential to go after the right people.

2. Your coaching and consulting genius isn’t aligned with your high ticket offer.

I can’t tell you how many frustrated coaches and consultants came to me and their offers don’t align with their greatest strengths. This is common because at early stages many tend to mimic what everyone else is doing, but it doesn’t really work.

You have a unique genius. It comes so naturally that you don’t even recognize it and likely discount it. You need someone outside of you to shine the light on what this is and help figure out where you fit in the coaching and consulting world. If you don’t get this right, it’s like pushing a boulder up a steep mountain. At some point, it will roll back down onto you and push you back to the bottom. You then have to start over once again creating another offer to have a different coaching and consulting marketing and sales strategy.

One of my clients came to me exhausted and fed up with her business because her genius was not aligned with her high ticket coaching and consulting offer. We shifted this to generate six figures immediately. She felt energized and fulfilled because she finally used her consulting abilities to their full potential. 

3. Your sales pricing is wrong and/or your high ticket offer isn’t irresistible.

Your coaching and consulting business could be charging too little and therefore your ideal prospects are not taking you seriously. Or maybe your sales pricing is fine but your high ticket offer is not compelling enough for them to invest. Having an irresistible offer is essential to your success and you can attach a five or even six figure price tag just like I teach my clients to do.

4. Your solution for your ideal coaching and consulting client is confusing.

Can you powerfully articulate how to get your clients the results they desire? Have you codified a step-by-step solution for your ideal market? Do you feel confident to easily present your high ticket offer on a? Remember, the more clarity you have in your coaching and consulting business, the easier you can convey that in a sales conversation. 

the more clarity you have in your coaching and consulting business, the easier you can convey that in a sales conversation. 

I had a client who already had a great coaching program but he didn’t know how to present and market it so he faced a high amount of sales call objections. Once we fixed it, he went from struggling to enroll to getting ideal prospects saying yes on a consistent basis.

5. Your coaching and consulting brand positioning is weak.

You are not seen as the expert in your coaching or consulting field. If there is one thing you take away from this entire article, let it be this, people will not buy from someone who they view as being at the same level as them. If someone sees you as a peer, you will struggle to close any sales call with them. You must be seen as an expert in what you’re coaching or consulting. 

Shifting perception so that you, as a coach or consultant, are viewed not as a peer to peer but rather as peer to mentor is essential to your success.

I teach a concept called the Ladder of influence, how to influence others to buy from you and scale your authority to grow a 6+ figure coaching or consulting business. Be sure to download your free copy of this 30 page guide, 

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6. Your coaching and consulting messaging is off.

It is easy for people to have sales objections because there is so much noise and competition online. If your coaching and consulting messaging is off, you will continue to attract the wrong people into your sales call and they won’t buy. 

Your messaging should magnetize your perfect people to you and repel anyone who is not your ideal client. Be very intentional with your coaching and consulting messaging because words have power and a resonance. No more boring messaging that puts people to sleep or generic empty messages that will disappear into the void.

Great marketing messages will provoke, inspire, and/or motivate people into action. 

Your messaging needs to be impactful and generate trust, connection and ultimately pull the right people to book a call with you. It all goes back to having the right offer (impact system) with the perfect mix of message, market, match.

7. Your coaching and consulting audience is made up of the wrong people.

If you don’t have the right people in your audience, then it’s no wonder people who are booking the sales call aren’t buying from you. Think about this question. Who is paying attention to you and your messages? Are they who you should be marketing to? Otherwise, you need to build a marketing system and create the right messaging that will focus on creating a high amount of relevancy with your ideal client. 

Now for the actual sales call conversation…

8. You don’t know how to structure a successful sales call conversation.

You may not understand the emotional arch of a sales journey or how to lean in and ask the right questions or even how to listen to what’s not being said by your leads. There are so many factors that go into having a great sales call conversation and none of them have to be pushy, salesy or manipulative. You can have a sales conversation that is warm, inviting and generates amazing coaching and consulting clients.

I had a client who really struggled with sales even though she was an expert with amazing client’s results. Once we fixed her sales conversation, she confidently started selling $18K to $65K packages. 

9. You aren’t demonstrating authority in your coaching and consulting niche.

Brand authority and positioning ties into the other one of the systems that I teach in my Expert Accelerator program. You need to 

• Own your expertise
• Be able to powerfully articulate what you bring to the table
• Position your services against others
• Showcase your solution and 
• Ultimately demonstrate that you are the very best person to solve their problem. 

If you are leaving these aspects out of your sales conversation, it really hurts your pitch. 

10. Your sales pitch is weak.

Finally, have you analyzed your high ticket offer pitch? Is what you are selling compelling? Is your offer irresistible? Can you present this in a way that gets people excited to buy even if it has a big price tag? I’ve pitched ultra high end high ticket programs and had prospects say, “That seems reasonable.” That’s the power of a great pitch.

As you can see, there are a number of different reasons you may be getting on the phone with people who aren’t buying. Oftentimes, it’s a combination of several of these that are causing the issue and creating sales call objections. I fully understand how frustrating it can be as a business owner to deal with this because the reality is this…

If multiple areas of your business (aka offer, marketing or sales) are not dialed in, your bottom line will suffer.

How to Overcome Sales Objections

It is finally time for you to address these mistakes, I promise you will have a lot less sales call “objections to handle” because you will begin to overcome them BEFORE they happen by making sure

• you have a compelling high ticket offer
• your marketing messaging is on target for your audience
• you are positioned as a coach or consultant expert before they get on a call
• you have business systems in place to prequalify and protect your time
• your coaching and consulting prospects are coming to the call nurtured, educated and pre-framed to buy 
• you know how to hold a powerful sales call conversation. Everything from the arch of taking them through the valley of struggle up to the mountain of possibility. 
• you know how to position yourself as the authority which makes you the very best person to solve their problem.
• you know how to ask the right questions to overcome sales call objections before they even happen.
• you have a great pitch, meaning you know how to ask for the sale and close. 

Lastly, I want to share with you a couple questions that will help you overcome the sales call objections:

1. To overcome “I’ve tried this”?
   What else have you tried to fix your situation? Or What training programs/courses have you been through prior?
2. To overcome “I’ve been trying to improve”
   How long have you been looking to fix your situation?
3. To overcome “I’m already with a mentor.”
   Do you currently have an experienced mentor helping you?

So many people struggle with sales call objections but it doesn’t have to be that way. The art of sales is way beyond just a phone call. It includes all the things that happen before a conversation ever happens. 

This wraps up on how to handle sales objections. What kind of objections have you heard the most?