How to Handle Sales Objections: The 3 Cs (Calm, Confidence & Curiosity)
Sales Strategies for Christian CoachesShow Notes
Objections aren’t a sign you “failed” on a sales call, they’re a normal part of the decision-making process. In this episode, I break down a simple, high-integrity framework for handling objections without pressure or canned one-liners: the 3 Cs — Calm, Confidence, and Curiosity. You’ll learn how to create a safer, steadier environment on your sales calls, how to bring certainty without being pushy, and how to ask better questions that help your prospect find the truth and make the best decision for them. What you’ll learn: Why objections are normal (and why you shouldn’t panic when you hear them)
The difference between reacting emotionally vs. leading calmly
How confidence helps an uncertain prospect move forward
How to use curiosity to uncover what’s really behind the objection
Practical questions to ask when someone says, “It’s too expensive,” “I need time,” or “I’ve been burned before.”
Key Moments: 00:00 — My story + why sales systems matter
02:20 — Objections are expected (don’t panic)
04:41 — C #1: Calm (creating safety and peace)
07:02 — Why people often need a shift before they can say yes
09:25 — C #2: Confidence (certainty that serves the prospect)
11:47 — C #3: Curiosity (ask better questions, find the truth)
12:48 — Bringing it together + next steps
Free 90-minute live training:Want help building your sales strategy and improving your calls? Join my FREE 90-minute Zoom training: How To Land More Coaching Clients: www.LandCoachingClients.com
More from Sales Strategies for Christian Coaches
Sometimes they don't, and that's a good thing. Modeling a mentor can take you further faster, but copying everything can leave you resenting your own calendar or pricing like someone else. Here's how to learn from the best and still ask, "Is this for me?"
For a lot of Christian coaches, it's "Do you want to do this?" at the end of a sales call. Or what to ask after "I need to talk to my spouse." Or the one we ask ourselves: Am I good enough? Here's how asking the next question sets both of you free.
A short solo on building a calendar that protects you from burnout without stalling your income. Put life on the calendar first. Then give your sales work a real place every week.
In this episode, I talk with financial coach Tina Antrim about money clarity, confidence, and how to make wiser decisions when income feels undefined. Tina shares her P2D2 framework — pause, pray, discern, decide — and a free money clarity quiz.Tina’s free money clarity quiz: https://antrimfinancialcoaching.com/money-quiz
In this episode, I walk through what I would do if I woke up tomorrow and Faith2Influence was gone — and my family was relying on me to rebuild a coaching business that actually produces income in month one.I share the early failures (one paying client in 2012, three in 2015) and what changed when Faith2Influence started in 2018: a $60,000 first-year goal that became more than $250,000 in revenue. Then I break down the three things I would focus on if I had that same urgency again.Day one: a simple business plan. A clear mission around a problem people will pay to solve, one or two high-value offers, and one path to present them.Day two: build prospect and referral-partner lists from the people you already know, and lean on existing trust.Day three: start conversations. Send messages, follow up, and get on sales calls quickly. Keep an hour each weekday for outreach, because that is where income is created.This one is for brand-new Christian coaches, and for anyone who has been hustling in the wrong places and wants to get back to what actually works.Chapters:00:00 Starting over from zero00:55 Lessons from failure and breakthrough01:53 Build a simple business plan02:51 Write a clear mission statement03:19 Create one or two high-value offers04:13 Establish a signature offer05:11 Choose one offer presentation strategy06:11 Build prospect and referral lists07:31 Use existing trust for early sales08:00 Start conversations through direct outreach08:56 Follow up consistently10:21 Prioritize income-producing work11:16 Begin sales calls quickly12:14 Return to the fundamentals