Overcoming Sales Objections: Why Your Clients Have a "Crisis of Faith"
I recently asked a group of coaches and consultants why people weren't signing up for their programs. Without hesitation, they said that people didn't have the time or the money to pay for and participate in the programs. While I understand that those are the easiest answers to my question, after digging a little deeper into it, we started to see that there were a lot of exceptions to that imaginary rule. People were willing to enroll and pay for programs that had more stringent time and money requirements than those my group was talking about. We had to identify other reasons for their hesitation to act. Why were some people able to override their financial and scheduling limits to respond favorably to an offer? I suggested that the time and money objections might reflect a more critical difficulty. My thought was that the real issue isn't money or time - it's a crisis of faith. I'm not talking about religious or spiritual belief, although some people might lump th...