A lot of people fail to enroll a lot of coaching clients as they otherwise could, simply because they don’t know how to overcome objections before they come up. A lot of people have amazing, amazing programs. They are incredibly skilled, and they have these incredible life-changing programs, but they have no idea how to actually enroll people. They don’t know how to actually close. 

For example, they’ll get on the phone with prospective clients, and the prospective clients will say things like, “I need to think about it,” “Well I have to talk to so-and-so first, “ or “Well that’s too expensive.” These brand-new coaches, or sometimes even seasoned coaches, will say, “OK, I know this person needs this. I know I can help, but what do I do? How do I overcome these objections once and for all?”

What would life be like if you never had to hear any one of those objections ever again? What would happen if you could actually overcome every single one of those major objections before they ever surfaced, allowing you to close over 90% of your high-ticket coaching programs? How much more money would you be able to make? How many more people would you be able to serve? How much bigger of an impact would you have on the world? The answer is it can be done. 

There are seven major objections that tend to come up when it comes to high-ticket selling. The acronym is M.T. N.U.T.I.S. This stands for the 7 major objections that usually come up. Those stand for, No Money, No Time, No Need, No Urgency, No Trust, Indecision, and the Spouse objection (meaning, I have to talk to so-and-so first). 

The best way to overcome those objections is by asking what are called Qualifying Questions. Meaning, these are different questions you ask before you even make an offer to qualify or dis-qualify the person before you actually make that offer. Now, that’s one way of doing things.

Another thing is to actually do what’s called “soliciting their buying strategy.” Every person has what’s called a “Buying Strategy” which means a type of verbiage that people need to hear in order to be able to make a buying decision.

There are 4 buying strategies, two of which are Visual and Kinesthetic. Let’s say there is a visual person. That person needs visual type of verbiage when they are going to make some type of high-ticket purchase, like buying a car, house, a coaching program, etc.

These are the people that need to see it or at least see it in their minds. They really perk up when they hear visual language. Let’s say you were a visual, I would want to use verbiage such as, “Take a look at this…” “Let’s take a look at the details, and if everything looks good to you, then we can move forward.” 

Now, if you were a visual and I were to say, “Listen to this…” and  “Why don’t you listen to some of these details, and if everything sounds good, then we can move forward.” If you are a visual, then I probably would have lost you.

What’s interesting is, when I went to buy my dream car, I actually was already sold on buying the car. When I got to the dealership, I had an appointment, and these sales representatives actually lost my business within 30 seconds of me being there because he used the wrong buying strategy.

There are ways to actually find out what a person’s buying strategy is through their body language and through their tone of voice. This is one of the things we teach in what we call our Ultimate Enrollment Script.

Do you want to never have to hear those major objections again? Like No Money, No Time, No Need, No Urgency, No Trust, Indecision, and “Spouse objection.” These usually sound like, “I don’t have the time for that,” or, “I don’t need that right now,” or, “I need to think about it,” or “That’s too expensive. I can’t afford it.” or “I have to talk to so-and-so first,” or “Can I get back to you,” those types of things. 

If you ask qualifying questions beforehand, then you never have to hear those. So when it comes time to make your offer, you can solicit the person’s buying strategy. You can give that prospect the details of your program or whatever it is that you sell, utilizing the correct verbiage, and then move to the close and simply have it be a “No thank-you,” or a “Yes please.”

This is one of the reasons why we have such a high closing ratio. In fact, when it comes to 1-1 or 1-2 sales, people within my company have over a 90% closing ratio because this is what we do. 

Something that I’m proud of, I’m really excited that we are actually launching our Ultimate Enrollment Script. This is a script we give to some of our top-level clients to help them enroll high-ticket sales and coaching clients. We are getting ready to make it available to people of other professions, even people outside the mentoring and coaching industry. 

The Ultimate Enrollment Script teaches you how to overcome all those objections before they ever come up. We use very specific questions called qualifying questions, so that we never have to hear those objections again. We also teach you how to solicit the person’s buying strategy.

We teach you body language cues. For example, if I’m telling someone about something and I see them scratch their nose, I know that I need to use a different buying strategy. There’s a very specific buying strategy that that usually brings up, and so I need to change the verbiage that I’m using.

We teach you how to do that, and we teach you then how to make it a no-pressure situation, and how to then close a very high-level of the offers that you make to people.

Stay tuned if you want more details about the Ultimate Enrollment Script, then just send me a message and we can give you details on how to get a hold of that. 

People that have used it, literally have made hundreds of thousands of dollars with high-ticket transactions because it makes it a no-brainer. Really, it does. If you want more information. If you are in the sales industry, whether that’s direct sales, network marketing, or in the mentoring and coaching industry and you want to know how to close a lot more high-ticket things, then get a hold of this Ultimate Enrollment Script. Again, comment below, send me an email at Eric@FeelWellLiveWell.com with the subject heading, “Ultimate Enrollment Script” and we can give you some details on how you can get a hold of that. 

Love you!

Watch, “One MAJOR reason why most coaches fail to enroll high paying clients and what they can do about it” on YouTube.