Do you ever get stuck on your sales calls when you come to the moment of making your offer, and your potential client shows some resistance—usually around money? Of course, what this can do is it can really keep you in a place of lack of confidence in your expert status, and lack of sales because you don’t want to appear pushy when this resistance comes up.

Hi, this is Caroline Cain and today I want to share with you three questions that I’m sure you’re going to find really useful to help guide your clients when this resistance comes up, in a really gentle, service-based way.

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So first you ask them, if time and money were no issue, would you go ahead with this program? If the answer is yes, you then ask them, are you happy for us to explore how we can make this work for you.

And then when they say yes, your first question is,

1. If time and money were no object, what would your business, health, relationship, life, look like in 12 months time?

2. The second question is, what do you think you would need to make that happen?

3. The third question, what do you think holds you back the most?

So try that on your next call. If your potential client comes up with resistance specifically around money at the time of making the offer, or, you know, doesn’t even need to be around money, this is just the main one that most coaches or consultants get stuck on exploring with clients because you don’t want to feel pushy.

So give those questions a go, because what they do is they open up the conversation again and really allow your potential client to tune into exactly what it is that they want. What is that transformation, where is their life now, but where do they really want to be and what do they need to make that happen? Which, you know, if they were going to fix it themselves they would have done it by now, which is why they need you.

Give those questions a go and let us know in the comments below how you get on with this.