#105 : How to address the money concern
with Dallas Travers 


Episode at a Glance

The online world talks so much about overcoming objections. There are entire courses on overcoming objections. There are strategies and tips and all of this talk about how to convert more clients by overcoming their objections.

Here’s the problem with that line of thinking, as values driven coaches, we don’t want to be against our clients ever. So the idea of overcoming objections feels like coercion, manipulation, or at the very least “me against you”. And that is no way to enroll dream clients.

Inside of Client Surge, as well as in The Hive, we reframe this idea of overcoming objections and instead look at how we can help our clients address concerns. When you’re in a sales call, it’s so important to use your coaching skills to help your client arrive at an empowered decision about whether or not they want to work with you. And I want to show you what that looks like in action, especially when it comes to the biggest objection we often receive in discovery calls and sales conversations, and that is…you guessed it…money.

One of the things that we do inside of Client Surge are pop up playbacks, where students record practice sales calls that they run with each other. And then we watch the sales calls live together, play by play, and I break down what worked, what didn’t and why.

In this episode, you’ll hear something that occurred at the end of one of these playbacks when one of my client surge students asked if I would role play, “addressing the money concern”.

If after listening to this, you feel inspired to deepen your enrollment skills. It’s a sign that Client Surge is the perfect next step for you.


Dallas Travers
Dallas Travers

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