Oct
Top 3 Objections of Prospective Consultants
- Ann Vertel, MA, CPBA
Introduction
Most potential consultants want a better life and work they can love, but they often have objections to starting. These objections, while usually perceived, seem very real to the potential consultant. They may be scared, slow, or not clear in their focus. You can help them make a life-changing decision. 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.
