of my favorites is, “Are you happy with the way you look and feel in your health?” This gives you permission to ask them what it is they want to change. Create Commitment Then you ask, “On a scale of 1 to 10, how serious are you about achieving your goals?” Most people are going to circle a 6, 7, or 8. No one wants to look totally gung-ho or disinterested. In fact, if they put anything but a 9 or a 10, find out why not. Most of the time, you’ll find they’re skeptical they’ll just quit again, or they don’t know if they can afford the program or if they’ll have time. Conquer Objections With Value Whatever they give you, that’s ammunition to work with. First, let them know you understand. Then, tell them you have a program that’s going to fit their time and budget, to squash those objections. You’re leading the conversation. At the end of the day, you want to make sure, before you even ask for money, that they’ve circled the 10 before you move ahead. Typically the “spouse” and the “think about it” objections are what they call a smokescreen, and what they’re really saying is “I don’t want to afford it.” Look at objections as a way to really sell them, and always remind them of why they started. HOW TO OVERCOME COMMON SALES OBJECTIONS WHY EVERY OBJECTION IS AN OPPORTUNITY TO SELL.
Time, money, spouse, and ‘I need to think about it.’ These are the most common objections personal trainers face when selling their programs, and they all have the same root cause: lack of perceived value. Let’s talk about how we overcome all these things before they ever come up. Find Their Emotional Anchors On the backside of the PARQ questionnaire is what I call the Power PARQ, where I ask questions like, “Do you ever feel weak, tired, and sluggish?” “How many meals do you eat each day?” “Do you eat sugary foods?” One
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