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Overcoming Sales Objections: Tips for Coaches to Handle Common Roadblocks

Saturday, April 01, 2023

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Overcoming Sales Objections: Tips for Coaches to Handle Common Roadblocks

by Don Markland, CEO - Accountability Now ~ Read time 6 minutes

Every professional coach knows that finding clients can be a challenging task, especially when faced with sales objections. These roadblocks can make even the most experienced coaches feel disheartened. However, overcoming sales objections is an essential skill to master if you want to grow your coaching practice. In this blog post, we'll discuss tips and strategies to help you handle common sales objections and build a thriving coaching business.

1. Acknowledge the objection

Validate their feelings

When faced with a sales objection, it's crucial to acknowledge your potential client's concern. This shows that you're genuinely interested in understanding their needs and not just trying to make a sale. Say something like, "I understand why you might feel that way," or "That's a valid concern." By doing so, you'll make the prospect feel heard and respected.

Maintain a positive attitude

Remain positive and open-minded when addressing objections. Avoid becoming defensive or argumentative, as this can damage your rapport with the prospect. Instead, approach the conversation with a collaborative mindset, working together to find a solution that meets their needs.

2. Empathize with their concern

Relate to their situation

After acknowledging the objection, empathize with the potential client by putting yourself in their shoes. This helps you understand the reasons behind their objections and creates a sense of trust. For example, you can say, "If I were in your position, I would probably feel the same way."

Share personal experiences

If applicable, share a personal experience or story that relates to their concern. This demonstrates that you understand their perspective and can offer insights based on your own journey.

3. Address the objection with facts and testimonials

Showcase success stories

To effectively overcome sales objections, provide your potential clients with facts and testimonials that support your coaching services. Share your success stories, client testimonials, and any relevant data that demonstrate the value and effectiveness of your coaching.

Use statistics and research

Incorporate relevant statistics or research findings to back up your claims. This not only adds credibility to your argument but also shows that your coaching methods are based on evidence-based practices.

4. Offer a trial or low-risk option

Introduce a discounted first session

One way to overcome sales objections is by offering a trial session or a low-risk option. This allows potential clients to experience your coaching style and witness its benefits before fully committing. For example, you can offer a discounted first session or a short-term coaching package.

Provide a satisfaction guarantee

To further reduce the risk for potential clients, consider offering a satisfaction guarantee. If they aren't satisfied with their initial session or coaching package, offer to refund their payment or provide additional support at no extra cost.

5. Create a sense of urgency

Offer limited-time promotions

Sometimes, potential clients need a little nudge to take action. Creating a sense of urgency can help overcome sales objections by encouraging prospects to make a decision. Offer limited-time promotions or highlight the benefits of acting now, such as achieving their goals faster or avoiding potential pitfalls.

Emphasize the cost of inaction

Remind prospects of the potential consequences of not addressing their challenges or goals. Help them understand that delaying action may prolong their struggles and prevent them from achieving the results they desire.

6. Be prepared to let go

Respect their decision

Not every prospect will become a client, and that's okay. If you've addressed their objections and they still aren't interested in your coaching services, be prepared to let go gracefully. It's essential to respect their decision and maintain a professional demeanor. You never know – they might come back in the future or refer someone else to your coaching practice.

Cultivate a mindset of abundance

Adopt an abundance mindset and believe that there are plenty of potential clients out there who can benefit from your coaching services. By letting go of prospects who aren't the right fit, you make room for those who are genuinely interested and ready to commit to your coaching.


Overcoming sales objections is a vital skill for any professional coach looking to build a successful practice. By acknowledging concerns, empathizing with potential clients, providing supporting facts and testimonials, offering trial sessions, creating a sense of urgency, and knowing when to let go, you'll be better equipped to handle common roadblocks and grow your coaching business.

Remember, every interaction with a potential client is an opportunity to learn and improve your sales techniques. With persistence and practice, you'll develop the confidence and expertise to overcome objections and help more people through your coaching. Keep honing your skills, and your coaching practice will thrive.

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Don Markland

CEO, Accountability Now

Don Markland is the CEO and owner of Accountability Now™, a Jacksonville-based Executive Coaching and Business Strategy firm. With over 20 years of experience in marketing, leadership, and business growth, he is recognized as the #1 Business Coach in Florida and #1 Online Trainer in the US.

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