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ArticlesFor Business OwnersFor Fitness ProsStage 1
[ April 16, 2019 by Fitness Revolution 1 Comment ]

How To Overcome Sales Objections: “I need to check with…”

This is part 3 of our “How To Overcome Objections” blog series. You can see Part 1: Price Objections and Part 2: Think About It Objections by clicking the links.

One of the most difficult objections to overcome is the decision maker objection. Outside of being incredibly pushy or borderline arrogant trying to get someone to make a significant purchase without speaking with a spouse or significant other is difficult.

The best way to avoid this objection is to defuse it earlier in your sales process. During your Discovery Call with the prospect make sure that you let them know that you expect them to make a decision at the end of your Success Session.  

If you do that and still get the decision maker objection that shows up as “I need to talk it over with…”  you can use these start questions. Remember, these are questions to get the conversation started not pushy ways to get someone to buy.

That’s fair. What do you think they will need to know to support your decision?

This question allows you to answer any unknown questions the prospect has and is masking as someone else’s. It also helps you prepare them to persuade the other individual to support them.

If the decision was 100% up to you would you join today?

It’s always easier to put the pressure of telling you no on someone else. This question will help you determine if the prospect wants to join but really needs to talk it over with someone or if they are just afraid to tell you no.

Listen closely to the answer and any indication they are uncomfortable giving you an answer. If you sense that it is the prospect’s way of not having to upset you or tell you no remind them that it’s okay to come to that decision.

Have you mentioned to [person] that we were meeting today?

Most of the time if a person mentions that they are meeting with a personal trainer to another decision maker in their life they would discuss the possibility of signing up. So, if the answer is no you can ask why they didn’t mention it. If the answer is yes you ask if they talked about the criteria that would need to be met for them to sign up and where you missed the mark.

Do this in a very nurturing way to gain understanding. Avoid being confrontational.

What would make [person] say no?

You want to smoke out anything that would be a deal breaker for the prospect and the decision maker. Find out what these deal breakers are and prepare your prospect to overcome them or get around them in the discussion with the other decision maker.

How can I help you prepare to talk with them?

This is a great way to advocate for your prospect. Show them that you are there to help them get through this and make a great decision. Provide them information, talking points and assistance in any way possible.  

Get Your FREE Closing Scripts…

If you have trouble closing sales or need a powerful script to help you overcome objections download our free scripts and audio now.  

Surefire closing system - buying atmosphere

ArticlesFor Business OwnersFor Fitness ProsStage 1
[ April 9, 2019 by Fitness Revolution 1 Comment ]

How To Overcome Sales Objections: “Let Me Think About It“

The response after our “How To Overcome Price Objections” blog posts was awesome! So, we knew you wanted more ideas and tips to overcome other sales objections.  

This post will cover the infamous “Let me think it over” or “Let me think about it” objection that you get in sales. We will follow this up next week with a final post to cover the final most common objection you’ll hear in sales (but you have to wait to see what it is).

Using the following questions and tips will help you understand if the prospect sitting in front of you really needs to think about joining your program or if they are politely telling you know with the objection. These questions aren’t meant to strong-arm someone into buying, but rather help you engage in a conversation to understand more about what would help them make a decision

Let’s start with these questions…

What’s Holding You Back?

This objection is a nicer way of saying “okay, what in the heck is it that you really need to think about”. If you have done a great job of discovering the challenges and problem the prospect is trying to solve then they should be ready to make a decision (even if that is to not join).

You want to spark up conversation and help the prospect process what it is that has them unsure. Often times they won’t really know so you have to lead them through the process.

Was there something I didn’t cover today?

This is a great way to find out if you missed a key piece of information or forgot to ask a critical question. Everyone has their own mental checklist of things that have to be addressed before buying, you may have missed your prospect’s.  

What else are you considering? Is there a bigger priority for you right now?

This will help you understand if they are shopping around and didn’t tell you. It also smokes out the importance of their fitness. You want to know how you are being assessed and need to know if they are looking at other options so you can address it with your differentiators.  

Again, these questions get the conversation started. You need to ask follow up questions based on the answers to overcome the objections.

What circumstances will have changed in [time]?

If you have someone saying they need to wait a few weeks or think about it for a few days it’s okay to politely ask what will have changed in that time frame. This is particularly great for prospects who want to wait weeks or months before starting.

This gives you the chance to allow them to see starting now is the best thing to do or at least get them thinking about what will or won’t be different in that timeframe.

How will you know this is the right program for you?

If they need to consider making a purchase there’s a chance they aren’t sure this is the right fit. Go ahead and directly ask them how they will know this is (or isn’t) the right program. The answers will tell you if you hit everything they needed to make that decision or if you missed something.

They may also talk themselves right into buying if you can walk them through it.

I understand. A few clients just like you were in a similar situation. They ultimately decided to join because…

This is a great chance to relate their current situation with a client success story. Most people feel alone in their decision making so showing them you understand, empathize and have worked with others like them allow them to feel more comfortable.

A lot of times when someone tells me they need to think it over what they really mean is “No thanks.” Is that what’s happening here?

This is a riskier move but very powerful. If you tend to have a lot of people ‘think it over’ and then not make a decision or ‘ghost’ you after they leave the Success Session you need to refine your sales process, but you can use the technique to uncover a hidden ‘no’.

Prospects are often afraid to tell you no because they don’t want to offend you. Giving them permission to say no with this question can get a decision made and allow you to understand how to help the prospect make the best decision.

Okay, that makes sense. Here’s what we should do next…”

You want to control the sales process and not leaving anything up to chance. However, there are some people who simply need to think over big purchases. In that case, show them you understand but also control the process by laying out next steps and getting a clear commitment that the individual will make a decision.

Get Your FREE Closing Scripts…

If you have trouble closing sales or need a powerful script to help you overcome objections download our free scripts and audio now.

Surefire closing system - buying atmosphere

ArticlesFor Business OwnersFor Fitness ProsStage 1
[ March 19, 2019 by Fitness Revolution 1 Comment ]

How To Overcome Price Objections

There’s nothing more frustrating than having a client throw up an objection that you weren’t expecting and can’t overcome it. Instead of convincing them and pushing them to make a decision take this approach.

ArticlesFor Business OwnersStage 1
[ May 24, 2016 by Fitness Revolution 0 Comments ]

How To Overcome Objections

You get them all the time…objections. Basically excuses why someone can’t join your programs or pay for your training. However, there are ways to overcome them and in this article you’ll learn the top 3 ways to overcome objections.