Page 57 - VAFM Section 1
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Objection Handling
Advanced Objection Handling
1. Listen (Repeat the Objection)
Repeat the objection as a question: “So you would like to try it on your own?”
When you don’t listen you miss all kinds of important information.
If you interrupt the prospect they get annoyed and lose their train of thought
Get the customer to expand on it and move on.
2. Agree (Feel/Felt/Found)
“I understand”, “I hear/see what you’re saying” & “Feel/Felt/Found”.
Feel- “I understand how you feel”
Felt- “Many of our clients have felt the same way”
Found- “….but what they found was…”
Example: “Mrs. Jones I completely understand you would like to talk it over with your
husband; I have had plenty of clients who felt the same way. But what they found by getting
starting on smaller program now and went home and showed their husband how serious and
committed to their health and fitness goals the husband was very supportive and they usually
upgrade later.
3. Ask Questions (Probe)
Weigh the objection against their goal (fear of loss)
Would your husband really hold you back from losing weight?
Can you explain to me what you mean by that?
Can I ask why?
