Training Series #2:
Overcome 3 Main Objections
If you have been a personal trainer for any length of time and have had experience selling your services, then you have no doubt come across sales objections at one point or another. I know you wish it could be an easy sale every time, but prospective clients come to the table with their own views about fitness, time, and money. And these views can sometimes pose stumbling blocks for that perfect sale. This article will share the three most common objections and provide tools on how to overcome them. Check it out:
I can’t afford it
How do you know if this is truly the objection? The best way is to ask, “Is price truly the issue because I want to help you make this work today.” Most importantly, be empathetic. We all have times when this has been an objection in our own lives.
I need to think it over
The question here is, “Did we do a good enough job in uncovering the pain and offering a solution?” In this case, you need to reiterate the pain by listening and repeating the pain back to the prospective client. So, for example, if the prospect indicates that she longs to lose 30 pounds and fit into her old clothes, then you can say, “You told me that you wanted to lose 30 pounds and wear your old jeans again. So if that’s true, then wouldn’t it be smart to help me get you started today?” And further, you can say, “What do you need to have answered in order for you to start moving towards your goal today?” It is very important that you simply ask for the sale.
I need to talk it over with _____
I am sure you have all heard this, “I need to speak to my husband….my wife….my family dog.” This could truly be the case- maybe they need to speak to someone before making a financial decision. Alternatively, it could be a stall tactic, a way to wiggle away when the prospect is either uninterested or unsure. The best way to handle this is to ask for a follow up with the decision-maker. You can say, “I understand you can’t commit until you talk it over with your wife. So why don’t we schedule a time when you can both come in and she can see the benefits this program will offer? How is Tuesday?” If they don’t want to schedule the appointment, then ask what other questions you can answer to move it forward.
To learn more, download the Invisible Interview script at fitnessbusinessmastery.com. This simple little script is responsible for a few hundred thousands dollars since I created it.
Go grab your copy now and watch your closing rate sky rocket because you won’t be trying to close unqualified prospect anymore.
Watch the full video training here: https://youtu.be/2WuZbGSHZYY
Talk to you soon.
Your friend in business, Rahz Slaughter
Creator Lifestyle Fitness Business Training Series