Eliminating Sales Objections for High-Ticket Offers with Mimi Dabo
MiMi Dabo, MBA, CPA, JD, is The High-Ticket Business Coach for Spiritual Women Coaches and Christian Women Coaches, and the creator of The Divine Intuitive MILLIONAIRE™ Experience. On this episode she shares how to eliminate sales objections when selling high-ticket offers.
Transcript
Hello, and welcome to today's episode of sales coaching superstars.
Hector:Today's episode features Mimi Davo.
Hector:She's a high ticket business coach for spiritual women coaches, and
Hector:also the creator of the divine intuitive millionaire experience.
Hector:and on this episode, she shares how to eliminate sales objections
Hector:when selling high ticket offers.
Hector:. So sit back and get ready for today's episode with Mimi Davo.
mimi:Hello beautiful.
mimi:Today.
mimi:I wanted to stop by and do a video on high ticket sales objections specifically.
mimi:Why you keep hearing?
mimi:I can't afford it, or I have to speak to my spouse.
mimi:I need to check in with my dog or my cat , whatever it is or this is
mimi:not the right time, or I don't know.
mimi:I need to think about it.
mimi:what about the objections are that you're coming across in your
mimi:high ticket sales conversations?
mimi:They're not odd.
mimi:They're not special.
mimi:Everyone has an objection.
mimi:That's the beauty of life.
mimi:When we come to the end of our conflict zone, which is the sales
mimi:compensation that we get there, we know we're about to make that leap,
mimi:to create the life, the business, the relationship, or the health that we want.
mimi:There's some fair, there's some resistance.
mimi:The resistance is natural resistance.
mimi:It's like gravity.
mimi:It's just there and you cannot get rid of.
mimi:But today I'm going to show you, I'm going to reflect to you five different
mimi:places that you can look when your potential client is having resistance
mimi:in the call, or it's coming up with objections, whatever the objection is
mimi:because before you look for another sales strategy or think you have to fix
mimi:your marketing strategy and think you have to reduce your price or whatever
mimi:you think you've the strategy that you think you have to go do next.
mimi:I want you to.
mimi:And look at these five places, ask yourself these five questions, and then
mimi:I'm going to give you four shifts that are definitely going to support you to
mimi:either reduce or eliminate completely.
mimi:And your biggest objections in your sales conversations.
mimi:Well, firstly, this is your first time here.
mimi:Welcome.
mimi:My name is Mimi dabble.
mimi:I'm a high ticket business coach and I support spiritual women
mimi:coaches to co-create profitable, high ticket coaching boutiques.
mimi:So they can co-create multiple six figures and seven figures
mimi:in their coaching businesses.
mimi:So what's that first place to look.
mimi:I invite you to consider that before you look at a different strategy or
mimi:try to buy the next new shiny object.
mimi:Look back at your customer.
mimi:The beginning of your know, like, and trust factor, look
mimi:back to that client journey.
mimi:How did it start look at your niche?
mimi:Did you choose a niche that allows you to know who your clients are that provides
mimi:the outcome that they want, and that supports you to not have to convince them
mimi:to invest in themselves with your work.
mimi:So that's the first thing.
mimi:Look at your niche.
mimi:You have to convince clients to invest in themselves when they're working
mimi:with you or do they know they're ready and now this is what they want and
mimi:you don't have to convince anyone.
mimi:So the first thing is your niche look really, really look at your niche and you
mimi:might have to narrow it down a little bit.
mimi:Then the next step is to look at your offer.
mimi:And I mean, look at your offer right now.
mimi:Let's make this experience.
mimi:Does it clearly articulate just one specific outcome or result that
mimi:your client really wants right now?
mimi:So look, the offer, doesn't really articulate.
mimi:Just one specific result.
mimi:What does he have 10 different things and it's all confusing.
mimi:And they don't like, what does he do?
mimi:Like what do I get when I work with you?
mimi:What does your offer offer?
mimi:What does it say?
mimi:The outcome.
mimi:Then nuclear positioning.
mimi:How were you positioned?
mimi:Are you the obvious choice or do they have to flip a coin to decide
mimi:between you and the next person?
mimi:Are you positioned as the person who can be that one that offers the key
mimi:to the lock on the door that they want to open for the rest of their life?
mimi:Okay.
mimi:Positioning then look at your messaging.
mimi:Does it clearly communicate the results that are going to create.
mimi:Does it clearly communicate to them that outcome you guys are
mimi:going to co-create together.
mimi:Does your messaging clearly articulate the value?
mimi:How does it articulate the battle?
mimi:Is it in their language?
mimi:Do they understand the words you're using?
mimi:Is it jargon or industry standard words or do they know you're talking to them?
mimi:Are you in their head?
mimi:Do they see your message and say, oh my gosh, it's like,
mimi:she's hiding in my closet.
mimi:Oh my gosh.
mimi:It's in my refrigerator.
mimi:Oh my God.
mimi:Where have you been.
mimi:I've been looking for you.
mimi:How do you know that's?
mimi:What exactly what I'm thinking?
mimi:Does your messages say that?
mimi:And next look at your marketing.
mimi:That's the fifth thing does it articulate how working with you is
mimi:different from every other thing they've done that has not worked?
mimi:And here's the thing.
mimi:A lot of times when you look up market it, it just stays where everybody else is.
mimi:How is your offer different?
mimi:What makes it unique?
mimi:What makes it the thing that's going to create exponential results.
mimi:They want this time around because they've done all the things.
mimi:They've read all the books, they've taken, all the courses, they've downloaded
mimi:all the eBooks and all the PDFs.
mimi:They have the playbook, but now they want something that's going to
mimi:create exponential results that the last 25 things did not get them.
mimi:So how does your messaging, your marketing stack?
mimi:That?
mimi:Yes, this is the last stop.
mimi:Everything you've tried stops right here.
mimi:This is your end result.
mimi:That's your marketing.
mimi:See that?
mimi:So look at your niche.
mimi:Look at your offer.
mimi:Look at your positioning.
mimi:Look at your messaging, and then look at your marketing.
mimi:And once you've looked at all of those it's time for you to make some shit.
mimi:The first 20 stew really understand the value that you offer.
mimi:Like really know what the value of your work is and own it like own it.
mimi:Know what you do for people know how you support them, how you help them and them.
mimi:They get from working with you, learn how to articulate that.
mimi:That's the second thing articulating, because you might know the value,
mimi:what are you articulating correctly?
mimi:And they see when you speak, you know, they see it in your wedding.
mimi:And so they see it in your videos.
mimi:They sit in your Facebook lives and your blogging, your emails.
mimi:Do they see three?
mimi:Does your signature system show up everywhere?
mimi:So everything I talk about the niche and the position in
mimi:the market and the message.
mimi:The cells, everything is part of my signature system.
mimi:It shows up in everything.
mimi:Do I make every email?
mimi:I send out every blog post, you see my signature system, all seven steps
mimi:of my system is your signature system everywhere, or is the first time they're
mimi:going to find out about it on the phone.
mimi:Have they ever heard you talk about mission of you're a business coach,
mimi:have you talked about branding?
mimi:Have you talked about habits?
mimi:If you're a health coach, like what do you talk about?
mimi:Is it something that allows them to see themselves on a journey from the beginning
mimi:to the end, every conversation you have to have them see themselves on this journey.
mimi:They don't care about the process.
mimi:Don't get into that, let them see the flow.
mimi:Like when I talk about my work, you see yourself in the niche and the
mimi:positioning and the messaging in the marketing, in the sales and the scaling.
mimi:It's a journey, it's a flow.
mimi:So put your signature system in everything that you do.
mimi:And lastly, but not least tie the results of your offer to the theme that they want.
mimi:So does your offer reflect the specific problem they want to
mimi:solve or is it tied to a problem you think they should be solving?
mimi:Does your office solve the problem they want?
mimi:Is it tied to the result they want?
mimi:Is it tied to the problem the ones sub the outcome they want?
mimi:Or is it tied to what you think they want to solve?
mimi:Are you giving them the broccoli or are you giving them the candy that they want?
mimi:And then when you work together, sprinkle the broccoli throughout
mimi:the candy to create the meal, but don't give them broccoli.
mimi:When they're clearly looking for candy.
mimi:Let me know.
mimi:This has been valuable.
mimi:Leave your comment like subscribe and let me know how I can support you more
mimi:to create your multiple six figures and seven figures in your business.
mimi:It's been good having you.
