For the past 3 weeks, I have been working my launch process for Unbound like a mother f*cker. I have been GIVING everything I have into my mindset, my content, my current clients, all while trying to keep my nervous system regulated while I sell the final few spots.

Last week I was exchanging DM’s on Facebook with two potential clients when the thing that most of us fear happening happened…I was hit with objections and the reasons why these two people were on the fence about joining Unbound. 3 years ago I would have went deep into stories that said I’m not good at sales, sales feels shity, and that I have to convince everyone to buy but instead I dropped into my body and noticed two distinct energies coming through between handling the objections of the two potential clients. One energy felt expansive and exciting because it was a good fit and the other felt constrictive and icky because the program wasn’t a good fit for her. Let me explain: one person was on the fence because she wasn’t convinced my mastermind was right for her and the other was fully bought into Unbound but on the fence because she was scared to invest before she had clients. Notice the difference? Trying to convince someone to buy something they don’t feel is right for them is straight up bro sales and tbh in my experience no amount of objection handling can overcome a prospect not being bought into your offer. The other potential client was fully bought in, loving my content (yes this is where content strategy plays a major role in our business), at the perfect place in her business to invest and succeed but just needed me to alleviate her concerns so she felt empowered to say yes. BIG DIFFERENCE MY PALS.

You are not here to CONVINCE people to hire you.

So how do you know if someone is bought into your offer? In my experience, the best way to determine the level of buy-in is simply to get curious pre call and during the call if they throw out an objection. This looks like having them fill out a pre-call form before you get on the call or by asking them more about their objection by saying “if this issue was resolved would you be a full on yes to this service?” If they say yes – then they are likely bought in – but if they say no, they may not be bought in and you might need to ask a few more questions to understand where the breakdown is for them.

Sales and objection handling is a natural part of owning an online business and if you want to make sales feel easier and less invasive, notice which of these two energies feels most present in your sales conversations and act accordingly.

Have questions on objection handling? Head on over to my free Facebook Community and post your question to the discussion wall.