Decoding Sales Objections: When They Say This…They Mean That
Overcoming sales objections is key to growing your business. But before you can overcome them, you need to understand them.
Most skepticism falls into one of two categories. Either there’s a lack of understanding between you and the prospects, or they don’t see how your service will solve their problem.
If we understand what’s underlying their objections, we can respond with points that will make the sale – or, at least, gain insight into adjusting our sales process, if necessary. And that is huge: We get better sales conversations in real time, and we learn how to deal with similar objections in the future.
Fitness Revolution teaches a highly effective sales process. That’s the first element of overcoming objections. We also provide response strategies to bust through these roadblocks.
Here are a few examples of decoding the objections.
- Price. “It’s too expensive” or “I can’t afford it” are the most common pushbacks. What they really mean: They’re not sure your service is worth the price or that they’ll get a return on their investment.
- Thinking. “I need to think about it.” What they really mean: This could be true, a genuine part of their buying process. But it could also be a smokescreen to get out of the conversation because they don’t see the value.
- Decision-maker. “I have to talk to my significant other.” What they really mean: Again, this could be true on its face. Or… it could be another way to dodge the real reason they’re reluctant to join your gym.
- Time. “I just don’t have time to commit to a program.” Ah, we hear this all the time, right? What they really mean: They don’t truly understand your service – or they like the way they’re living now more than they value what you can do for them.
Here we have identified the four most common types of objections and translated them into bottom-line truths that can help you in the next steps of the conversation. Strategic responses will a) address the true nature of the doubts and b) keep the conversation moving toward a sale.
Your sales process has stages, obviously. And, so does your gym’s business development, whether you’re a newbie or a road-tested vet.
We help you get from one stage to the next (and the next…). First, we need to learn where you are right now on that fitness journey. So, take our quick and painless 10-question survey to give us some basic information about your current situation. We’ll evaluate where you are today – and what you need to do tomorrow and beyond.
Objections to that?