Letโs talk about objection handling. Everyone wants to know โthe perfect script,โ but thatโs like trying to discover the โperfect styleโ of martial arts. Everyone has their own flavor.
But if youโve ever heard any of these during an enrollment...
โThatโs a little expensiveโฆโ
โLet me talk to my wife and Iโll get back to youโฆโ
โWe need to think about itโฆโ
...then this newsletter is for you.
Most school owners wait until the end of the enrollment to start defending their tuition.
Big mistake.
By then, itโs too late.
Youโre not leading the conversation, youโre reacting to it.
Instead, you need to frame the conversation from the start so that objections die before they even happen.
Because objections all boil down to 3 issues: timing, money (value), and trust.
And Iโve got 5 questions that will help you crush these objections so you donโt even have to answer them.
๐ฅ The 5 Magic Questions
These are the questions I use before talking about pricing, schedule, or membership options.
Ask these upfront and youโll flip the script.
1. โWhatโs the #1 reason you wanted Johnny to do martial arts?โ
Why it works: This locks in their personal motivation, not whatever buzz words you used in your ads. When they say โconfidenceโ or โdiscipline,โ theyโre telling you what problem theyโre trying to solve. Now you can tie everything back to their reason. Narrow it down to #1 reason. If they say multiple, you want them to really answer the #1 most important thing to them, and hold your hat on this.
2. โWhy is that important to you?โ
Why it works: This digs deeper. Now youโre moving from surface-level wants to emotional triggers. They may say they want โdisciplineโ because thatโs what they think they are supposed to say, but really, it might be something else. For instance, if a parent says โdiscipline,โ you want to dig deeper to find out what they mean by that. Discipline means different things to different people. โI just want them to have better disciplineโ isnโt a reason. Ask clarifying questions about why it is important to them, this shows you really care!
And no price objection stands a chance against emotionally anchored value.
3. โWhy did you want him to start now and not later?โ
Why it works: This question eliminates the โweโll think about itโ excuse before they even think about saying it. Now they have to convince themselves that waiting isnโt an option.
And the best part? They talk themselves into urgency, not you.
4. โWhy do you feel like heโs a good fit for our program?โ
Why it works: Youโre getting them to sell themselves on your program.
When they tell you why they like what they see, youโre building buying momentum.
Now they see your school as a match, not a maybe.
5. โIs there anything else youโd like to know before moving forward today?โ
Why it works: This clears the runway for the close.
If thereโs a hidden concern, youโll get it now, not after you ask for their credit card.
And if there isnโt? Then โmoving forward todayโ feels natural, because you already agreed to it together.
๐ง Pro Tip:
Use these questions before you show pricing. Enrollment is all about positioning.
When the conversation is rooted in emotion, urgency, and alignment, objections basically disappear.
No pressure. No sleazy tactics. Just clarity and confidence, and caring about your prospects.
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