Page 58 - VAFM Section 1

Objection Handling

When a prospect gives you an objection, accept the objection as question. Follow up
with the following:

Prospect: “I can’t afford personal training”
TD: “I understand what you mean, Mrs. Jones. It seems that what you’re saying is that these
programs don’t fit your budget right?”
Prospect: “Right”
TD: “If we could find a program that would fit within your budget, there is no other reason to
start today, right?”
Prospect: “Right”
TD: “Can I make a suggestion?”
Prospect: “Yes”
TD: “Let’s start you on a program that is going to get you started in the right direction and
give you that structure you were looking for without breaking the bank account. I don’t want
you to have to sell everything you own on EBAY in order to get a personal training program.
“Show 2-3 times per month”

4. Isolate/Narrow the objection

This will allow you to find the real objection, most of the objections they give are not the real
reason they prospect isn’t buying.
Narrow the objections. “Do you like the idea of working with a trainer for the next 6 months?”
(YES) “Do you like the idea of working with a trainer 1-2 times per week? (YES) “It seems
that we just need to find a program that is comfortable with your budget right?” (YES)
(Narrowed it down to money)

5. Answer (or rebuttal)

Use “Yes” Questions/Tie Downs
Ask a few easy yes questions that the client easily says “yes”
This will create a buying attitude
Ask 4-6 “yes” Questions. “Do you think if you started on a program with us 6 months ago you
would be in way better shape then you are now?”
Ask a few “yes” questions based on how they want to look then a few more around how they
want to feel.