Stop Losing Sales to the Same 3 Objections

1

Trish: Welcome to Sold Out Sales School, the podcast for women with heart led

impact driven offers who are tired of being the Internet's best kept secret.

2

I'm Trish Ware, mom of seven, former labor nurse turned seven,

figure business owner and business mentor for B2C brands.

3

If you're marketing to moms.

4

Parents or real people who are not gonna make money off your offer.

5

This show was made for you.

6

You tried the big name coaches, but their strategies weren't built for your audience.

7

Here we do sales differently.

8

No bro marketing.

9

No cold dms, no weird hooks.

10

No fake urgency, just clear messaging aligned offers and strategy that actually converts.

11

You are not here to hustle harder and miss all your family events.

12

You're here to scale smarter with simplicity.

13

So let's get you sold out.

14

Hey there and welcome back to Sold Out Sales School.

15

I'm your host Trish Ware, and today we're diving deep into something

that's costing you sales every single day, and you may not even realize it.

16

How many times have you been on a discovery call or a masterclass

or a workshop and feeling like everything's going perfect and then

bam, someone is like, well, I need to talk to my husband first, or,

it's just too expensive right now, or, I just need to think about it.

17

And suddenly that energy that you had, that slam dunk sail walks out the door.

18

Or maybe at the end of your workshop you're

feeling it and you're like, yes, they're gonna buy.

19

And you're like, who here purchased tonight?

20

Who's a new student?

21

And zip.

22

Here's what I know.

23

After working with lots of women and building multiple seven, six

figure businesses, those objections did not start on your workshop.

24

They did not start on your sales call.

25

They didn't start.

26

On that discovery call, they started the moment that person found your content.

27

And why I'm so obsessed with content is it can do all the heavy lifting for you.

28

And if you're not addressing them before they ever get onto your workshop or they get onto

a discovery call, you're making your sales process 10 times harder than it needs to be.

29

So today I'm gonna teach you guys exactly how to use my three types of content.

30

Remember, inspirational, educational, and authority.

31

I need a better name for that.

32

Authoritative, I don't know, to handle objections before they even become objections.

33

By the end of this episode, you'll have a complete

framework for creating content that does the heavy lifting.

34

In your sales process, we wanna nip this in the bud before they even get into your funnel.

35

So grab your coffee and pull out a notebook.

36

Y'all know I like paper and pen, and let's dive in.

37

Here's what's fascinating.

38

I was just on a coaching call with one of my mastermind clients

yesterday, and she said something that stopped me in my tracks.

39

She said, Trish, I feel like I'm having the same conversations over and over.

40

Again, every discovery call, it's the same three objections to me that is gold.

41

And so I said to her, that is not a sales problem.

42

That is a content problem, and it's a content goldmine when you have objections.

43

You need to be documenting them.

44

Keep a spreadsheet, keep screenshots, and use them in your content,

because here's what most people don't understand, your sales

conversation doesn't start when someone books a call with you.

45

It starts the very first time they see your content.

46

Every post, every story, every email is either moving them closer across the sales bridge.

47

The content sales bridge, I call them closer to a yes or it's allowing doubt to creep in.

48

And remember, I'm gonna bring my handy little guy here and hopefully you guys can see it.

49

Let me find my pen 'cause I'm obviously not adequately prepared right now.

50

Sorry.

51

So when you are moving them, and I'm gonna move this over a

little so you guys can see me and hopefully still hear me.

52

When you have your content sales bridge or your sales bridge,

you've got them over here where they're just finding you and over

here where they're happy and they got the outcome that they want.

53

And if you remember, I want you to focus on.

54

One pain problem and one outcome, preferably one offer that moves them to that outcome.

55

Now, once you've created a multi six figure or six figure

sales from your one offer, you can add onto that offer.

56

Now, I'm not talking about bonuses or trip wires.

57

You should have those as well.

58

So over here, they just found you.

59

They're at the beginning of your content sales bridge,

and they're not thinking much about you, but as they.

60

See your content.

61

They do the micro experiences, they're moving over here.

62

One of the huge steps in this is objections, so.

63

I always tell my clients, and you may have heard me say this

before, the more you handle objections in your content, the more

content you have to handle objections before they become objections.

64

It's like building across stair steps across the bridge, and it's like

building up the immune system for when they come to your micro experiences

or they get on a call with you pre handling objections changes, everything.

65

So let's paint a picture.

66

If you will.

67

Imagine you're on a discovery call and instead of spending

30 minutes overcoming, oh, well I need to talk to my husband.

68

Objection.

69

The person says, you know what?

70

I saw your post about having that conversation with my partner and we're both on board.

71

Or instead of justifying your pricing for 20 minutes, they say, I've been following

you for months and I understand that this is an investment in my family's.

72

Future.

73

That's the power of pre handling objections through content.

74

And I don't care if you have a low ticket offer to a high ticket offer.

75

People have objections no matter where they're at in your sales ecosystem.

76

So you're not just creating posts, you're creating

a sales funnel that does the objection handling.

77

For you, each and every one of your posts is like a little glimpse into

your sales page, and the three types of content, the framework that I use,

and if you've been following me for a while, you know I teach three types

of content, which is inspirational, educational, and authority content.

78

So.

79

When we're talking about those three types of content today, I want to

show you how to use each of these specifically for objection handling.

80

Now, you may be listening to this as a podcast or watching it on YouTube.

81

Either way.

82

Be a sweetheart and hit subscribe and follow along on this journey.

83

So inspirational content is all about making them feel seen and understood.

84

So when we're talking about the content sales

bridge, right, we're bringing them know, like,

85

and trust.

86

So we're bringing them across the know, like, and trust bridge.

87

Right.

88

And we've already talked about there's different

steps to get across to get them over here with the.

89

The ultimate outcome of what they want.

90

Inspirational content is all about the no.

91

Now you guys have heard me say this.

92

The no is just is not just about knowing you.

93

It's do you know them?

94

So your inspirational content is all about making them feel seen and understood.

95

This is where you use you language.

96

You feel, you are, you language is what you wanna do, and you always use

you language calling out exactly what they're thinking and feeling, and this

is gonna be the one that stops them in their tracks no matter what your.

97

Niche is, or no matter who your BFE is, educational content is where you

break myths and you shift those broken beliefs that are keeping them stuck.

98

The limiting beliefs like do a whole, do a whole deep dive on

limiting beliefs and broken beliefs, and even go into AI and say.

99

This is my BFE.

100

This is who my ideal client is, if you will.

101

I call it your best fan ever.

102

This is what she's struggling with.

103

This is where she wants to go.

104

Here's my offer.

105

What are some limiting beliefs or broken beliefs that

I can address in my content to help her move from.

106

Not buying my offer to buying my offer.

107

That is so important.

108

Your authority content is your proof.

109

Now, let me go back a little bit.

110

Educational content, you're still using you language.

111

Sometimes you use I, but mostly you.

112

So inspirational.

113

You.

114

Educational content, you language.

115

Now, when we're talking about authority content, this is your proof.

116

This is your behind the scenes.

117

This is why I teach my clients how to build a framework.

118

This is where you show them you can actually deliver and bring her.

119

Over here because really people are gonna buy from you when

they believe that you can deliver what you say you can deliver.

120

Whether it's big or small.

121

This is the content.

122

The authority content is where you show them.

123

You can actually deliver on what you're promising and you're gonna use.

124

You language and they language.

125

So if you're talking about your client, you're talking about your client.

126

If you're talking about you and your framework, you talk about that.

127

But you can also use you language.

128

So an authority content for me, being a content and

messaging that creates Sales Coach, that's a mouthful, right?

129

But I do believe in content and messaging is what will grow your

sales, whether you're doing it paid or you're doing it organically.

130

Content and messaging is the key.

131

So for me, maybe I could say POV.

132

You were a burnout nurse who was living paycheck to paycheck, and now because

of your online offer, you are flying first class to Europe once a year.

133

I am saying you language, they know I'm talking about me, but I'm also

bringing them in inclusively to show them that it's possible for them as well.

134

Whenever I write a caption, I always start, if I'm starting

with I language, I always quickly switch to you language.

135

Each type of these contents, inspirational, educational authority.

136

Should be handling objections differently.

137

And when you use them strategically, you create this like beautiful, uh,

symphony harmony that moves people across that bridge from skeptical.

138

from skeptical to sold.

139

So let's, let's talk about like some real examples that I need to talk to.

140

My husband objected objection, and I don't care if you're selling $197

offer to, like me, I have a $25,000 offer for my highest level coaching.

141

You're gonna get.

142

Let me talk to my partner or let me talk to my husband, and we wanna start

with the objection I hear most, which is, I need to talk to my husband first.

143

Of course you do.

144

how I handle this with inspirational content.

145

You would say something like, you are sitting there thinking about investing

in yourself and upleveling your business, but that voice in your head says.

146

I should probably talk to my husband first.

147

You feel guilty about spending money on yourself

when there are bills to pay and kids who need things.

148

You've been putting everyone else's needs before your own for so

long that asking for something to invest in you feels selfish.

149

Things like that where I'm addressing what she's really feeling.

150

'cause I was her, but.

151

I can also say in my content, but here's what I know.

152

After working with hundreds of moms, the women who

invest in themselves don't just change their own lives.

153

They change their entire family's trajectory.

154

And I remember one time I had a, um, potential client, she ended up

signing up and she said, I just feel so bad investing in my business

because my husband is working so hard and I'm staying at home right now.

155

And I remember saying to her, but what if.

156

You investing into your business allows your husband to have

time off, or you're able to retire your husband like I could for

Steve Ware, but he will not because he wouldn't do that, but.

157

Imagine if the very thing you're afraid of is

the thing that changes your family's trajectory.

158

Like, how do you say that in a way that lands or your husband

married a woman with dream and ambitions, like, go him.

159

He wants to see you thrive, not just survive.

160

And what if instead of asking permission, you had a

conversation about your vision for your family's future.

161

Just how you address this in your content allows that to plant seeds in her head so

that she already has the conversation, she already has the words she needs to hear.

162

That will work for her.

163

And I'm not arguing with the objection.

164

I'm meeting them where they are.

165

I'm acknowledging, yes, this is for real.

166

Reframing the outcome.

167

What if investing into a mastermind with someone who's already been

there, who's already built a seven figure and a multi six figure

business, is what's going to be the catapult to change your family's?

168

Situation.

169

Now, here's how you could handle the same type of objection with educational content.

170

Maybe a carousel post that says four scripts for talking to your partner

about investing in your business or in your dreams or, or whatever.

171

It's slide one.

172

Stop saying, I wanna spend money, or Are you okay if I spend money on

this program and start saying, I want to invest in our family's future?

173

174

Start saying for less than $10 a day, I can learn

skills that will change our financial situation.

175

It's how you frame it, but, but really it's not about talking to their husband.

176

It's about what are they saying to themselves and let's

flip that narrative and give them a. Positive outlook.

177

You get the idea.

178

So I'm giving them actual tools to handle their own objection For authority content.

179

I might share a behind the scenes story with a client.

180

You know, let's say her name is Chrissy.

181

I just got off a call with Chrissy who told me her husband

was initially skeptical about her joining the mastermind.

182

Six months later, he's telling everyone how proud he is of her 15 K months.

183

Sometimes the people who love us most are just scared of us

failing, but when they see us succeed, they are invested.

184

Right?

185

And so it's really just about how you frame it.

186

Now another one would be, it's too expensive.

187

So that one really starts with you sharing the outcome and the value,

but not in a way where you're like, I think that, or it just gus this.

188

Or like, it's how you show up and the pricing objection.

189

This one trips up a lot of my clients for inspirational content you might say.

190

You saw the price and your stomach dropped.

191

29 97 feels impossible when you're already stretching every dollar.

192

So you acknowledge what they're feeling when they see the price, right?

193

You're thinking about your mortgage, your kids'

activities, that car repair or that coach you invested in.

194

That was a waste and you.

195

Are thinking, how could I possibly justify spinning?

196

Now, I would use you language.

197

How could you possibly justify spending that much on your business?

198

But what if I told you the real expense isn't the investment?

199

It's staying stuck.

200

You're not gonna get where you want to go if you don't change what you're doing.

201

And what if the cost of not changing is actually higher than the cost of the investment?

202

For educational content, you could do something like,

you could create the real cost of staying stuck.

203

A five year breakdown or something, like a three

year breakdown, whatever I, you could show them.

204

If you stay where you are making 10 KA year for the next five

years, or 30 KA year for the next five years, that's 150 K total.

205

However, if you invest three K now and increase your income to a hundred KA year.

206

That's 500 K over five years.

207

The question isn't whether you can afford to invest.

208

The question is.

209

Can you afford to stay where you're at?

210

Will you change your life if you stay doing what you're doing?

211

And we all know the old thing, the what is it?

212

If you keep doing what you've always been doing, you're

always gonna get what you've always been getting.

213

Something like that.

214

So let's say for authority content, Lisa invested 2,997 in March.

215

She made that back in her first month and has since had multiple 20 K months.

216

The ROI ON working with me isn't just financial.

217

It's the confidence, so you can see how you can

go ahead, put it in your feed and address the.

218

The objections ahead of time.

219

You know, you're also gonna hear I don't have

time, and that one's huge, especially for moms.

220

And I address that a lot in my different types of content by

talking about my own story and I can legitimately share my story.

221

Nobody can copy that.

222

No one can argue with my story and I get it right, because I

started Labor Nurse Mama when I was going through a horrific.

223

Divorce, suddenly single, working full-time as a nurse homeschooling

three kids tra doing travel assignments, and I was empty.

224

But I knew that the cost of continuing that would mean I

would never have freedom and I would never have choices.

225

And I don't care what anyone tells you.

226

Money is not evil.

227

It gives you freedom and choices.

228

So the people who don't have time are exactly the ones who need it the most.

229

What if I, I. Share how I got up early and I went to bed

late, but within a year I had tripled my ex-husband's income.

230

What if I share in my content a busy mom's guide to finding 10 extra

hours of work week so that they can grow a seven figure business?

231

Because I did it, and I use that in my authority content as well.

232

So I could say, my client has three kids under five

and she told me I don't have time to build a business.

233

Now she's making 20 k months working during nap time and after bedtime.

234

You don't need more time.

235

You just need better.

236

Strategy and intention.

237

So we wanna make sure that you are implementing objection handling every step of the way.

238

That's what we need to do.

239

So here's your to-do list.

240

I want you to audit your current content.

241

Look at at least 20 posts and ask yourself, what objections have I handled?

242

If you have, if you haven't, that's fine.

243

Write that down.

244

Which objections am I hearing the most?

245

And am I avoiding any objections in my content?

246

Then I want you to create your objection bank.

247

Write down the 10 top objections, and I want

you guys to start looking at objections as gold.

248

Like when people are, when you hear nos, that's great.

249

You're hearing.

250

Future content to handle future nos.

251

So create one piece of content for each objection using each type of content type.

252

So that's 30 pieces of content right there.

253

If you have 10 objections, then I want you to post them strategically.

254

Don't just randomly throw them out there to grow on social media and make sales.

255

Now any of you guys can take an Instagram.

256

Growth course.

257

Do all the things, get all the attention and grow, but we don't care about that, right?

258

We care about growing strategically with people who are gonna buy our offers.

259

'cause what's the point?

260

Don't just randomly throw your content out there.

261

Post objective handling content periodically, especially during

launches, during sales periods, and whenever you're seeing

patterns in your dms where you're hearing the same thing.

262

Right?

263

And then.

264

One of my coaches said, data makes decisions and decisions make dollars.

265

So you have to measure and refine which posts got the

most engagement, which ones generated the most dms.

266

Now, the thing that I am seeing in social media right

now is people are not engaging at the same level.

267

So whether or not you got engagements or high views or whatever, these are a bank

of information for your lurkers and your lurkers are going to build your business.

268

Any of these objections lead to sales call, or did you hear any feedback?

269

Make sure you're keeping track of that.

270

So pro tip from the trenches I've learned from

doing this for seven years is use their exact words.

271

So screenshot your dms in your comments all the time,

because I want you to use exactly what they're saying.

272

Don't try to fluff it up or change it or make it sound better.

273

Don't use your own.

274

Use theirs.

275

So if someone says, I did this When I first started coaching,

someone said, you know, I just don't know if I can do this.

276

I have a baby I'm pregnant with, or I have a toddler and I'm pregnant

with my next baby, and I don't know that this is the right time.

277

And so I did a thing that said, POV, you are pregnant with your second.

278

You have a toddler.

279

And you're wondering, is this the right time to build the business?

280

And I would say.

281

Now is the perfect time and here's why.

282

And in the caption I talked about why that is the perfect time so that she could control

her postpartum period so that she had money coming in when she wasn't back on the floor.

283

'cause she was a nurse.

284

So second, flip the script on the negative thinking.

285

Instead of letting them spiral into these, what

if I fails, redirect them to what if I succeed?

286

So what if you succeed because of this decision?

287

Why do we have to go to the what if I fail?

288

No, that's not an option.

289

We're flipping that.

290

Third, be direct.

291

Don't be cute, be clear.

292

One of my coaches said, don't be cute, be clear.

293

So.

294

Whenever I start being cute, I'm like, Trish, don't be cute.

295

I see so many people trying to be clever with

their messaging, but that just confuses people.

296

Your content is not where you need to be cutesy and clever.

297

If you wanna have like a Twitter account or something, maybe be that, I don't know.

298

But confused buyers don't buy.

299

So make it so simple that my 10-year-old could

understand it, what you're offering and why they need it.

300

And this is gonna build a compound effect.

301

So here's what's beautiful about this approach,

is it compounds every piece of objection handling.

302

Content you create becomes an asset that works for you while you're sleeping.

303

24 7. That post you wrote six months ago about talking to your

husband, it's still there doing its job, especially when you're

smart with your SEO and your alt image text and all of that.

304

305

Especially on Pinterest because they address why they need my course and

why their objections are keeping them from having the birthday desire.

306

And here's the kick.

307

The more you do this, the shorter your sales calls become and the more

adept you become at handling it because you've already created a piece

of content and thought through the whole process in your own brain.

308

So instead of spending an hour overcoming objections and then getting off

of a discovery call or a masterclass or a micro experience feeling defeated.

309

You have talked about the outcome and already handled the objections and

your closure rate, your sales rate shortens and goes up and you start making.

310

Sales with the people that are meant to be there.

311

The people are already pre-sold and that just makes your life so much easier.

312

Okay, beautiful humans.

313

Let's wrap this up with some action steps.

314

First, I want you to write down the three objections you hear most often.

315

Go back to the, in the middle of the episode, I

give you some more strategies and things to do.

316

Don't overthink this.

317

You know what they are.

318

Choose one objection today and I want you to post it today.

319

Don't over fluff it.

320

Don't over perfect it.

321

Just be real.

322

Use their their language and then go back and do the steps that I gave

you earlier, the frameworks I gave you, and pay attention to what happens.

323

When you post that content and let's see how fast you can grow this business.

324

I am so proud of you guys.

325

Remember, you are the magic.

326

So this was your little kick in the booty to get going.

327

Take action because action makers are moneymaker or action.

328

Scratch that.

329

Action takers are money makers.

330

Make sure you're following me on Instagram.

331

I am Trish Ware.

332

And send me a DM and tell me how this landed with you.

333

Hit subscribe.

334

Leave a review, leave a comment.

335

I'm here and I'm ready to help you take your work to your next level.

336

I'll see you again next week.

337

Bye for now.

338

I.