Page 59 - VAFM Section 1

Objection Handling

Examples:
“You said you wanted to feel better, is that right?”
“Was the workout we went through today intense?”
“Can you see how working with a trainer you will get in shape a lot faster?”

Confirm & Close
A big mistake sales people make is they don’t ask for the sale
You will typically have to ask for the sale 4-6 times
Assume the sale “Let’s get started…”) “How about we start you on the 1 time per week and
upgrade you later when you’re more comfortable.”
Choice close- when you overcome the objection always show 2 options.
Assumptive close- (“Would you like to have your first session tomorrow or Friday?”)

1. Money: “I can’t afford it.”
This objection could be a smoke screen because there wasn’t enough value into the
program.
“What are you willing to invest each month in order to look and feel better?”

2. “I need to think about it”
This objection is usually because the Trust/Rapport phase was skipped. Also the hot button
wasn’t found and used throughout the presentation.
“What are you willing to invest each month in order to look and feel better?”

3. “I’d like to try it on my own”
There probably is too much information given so they feel they can do it on their own. The
objective is to show them the value of having a structured program and the only way they will
get that is to get started on a program.

4. Spouse: “I need to talk to my husband/wife.”
This objection means you missed the trust/rapport building phase and didn’t give them
enough information to make a buying decision today and don’t feel confident going home to
explain to their significant other enough reasons why they made a buying decision today.

12 Months: “Do I have to do it for 6 months?”

This objection usually means they have the fear of failure.
You are probably not using a timeline to establish their goals right from the beginning.
You are not hamming 6 months through out the Par Q.
You are not establishing it as a lifestyle change.