200. How to Overcome Objections During Sales Calls

If you've ever had a potential client schedule a sales call with you only to cancel at the last minute, no show completely or show up totally unprepared to invest in coaching, this episode will be a huge game changer for you. Before I introduce our guest, I want to invite you to join me for a free training called Clients From Scratch which is happening on February 20th and again on the 21st. I'll deliver the 3 PART SYSTEM TO FIND PERFECT-MATCH, PAYING CLIENTS. You've probably heard us mention Client Surge on this podcast before and this free workshop is the perfect introduction to the Client Surge system. You can grab your free spot for this virtual training at dallastravers.com/scratch And now for today's guest...her name is Emma Goodwin and she helps exhausted parents feed their families GAPS food without a big headache. GAPS stands for Gut And Psychology Syndrome. It's an eating protocol that can bring a ton of benefits to children in particular who face a wide range of mental, physical and emotional challenges. Emma has no shortage of leads or interest in her work. But the parents who join her for a sales call don' often convert into clients. So throughout this episode, Emma and I explore how she can create clear expectations, address concerns and give these parents the help they need before the sales call happens and, of course, at the end of the call when it' time to actually sell. If your sales calls don't convert into clients regularly, keep listening because you'll learn some simple adjustments you can make to sign more clients and know that you're truly serving people. Key Takeaways: Set Time Expectations Address Concerns Prior to the Call Set The Stage Focus on Client Needs Only Give Information They Need Timestamps & Key Topics [02:15] Introduction and Emma explains her niche [05:58] Emma discusses her difficulty in getting potential clients to commit to her program. [08:40] Dallas suggests creating different expectations for clients to ensure they commit. [09:46] Emma describes the communication between booking a discovery session until the time of the discovery session. [15:15] Emma and Dallas discuss the specific expectations she wants to set in the application process. [16:28] Dallas and Emma determine issues to be addressed in reminder emails. [19:54] Dallas and Emma continue discussing issues to address in reminder emails. [20:59] Dallas summarizes changes discussed thus far. [22:20] Dallas and Emma discuss the actual discovery session layout. [25:00] Emma and Dallas discuss the current sales process and possible changes. [30:10] Dallas describes the process of centering the client. [30:41] Dallas summarizes the new layout of the sales process. [31:56] Dallas discusses how to handle client issues when closing the sales process. [34:15] Dallas summarizes the changes to Emma's sales process. CONNECT WITH EMMA: INSTAGRAM: @timelesscookery WEBSITE: timelesscookery.com FACEBOOK: emma.goodwin CONNECT WITH ME: INSTAGRAM: @dallastravers