When it comes to fitness, objections are one of the worst things a potential client can have.
The potential client ends up leaving without a resolution to their problem. The Fit Pro ends up wasting valuable time that could have been spent with someone who is ready for their help.
The truth is, objections are a smokescreen people use when they are unsure of whether or not you can solve their problem.
That’s why the ability to overcome objections up front, before you talk about the cost of your program, will lead to more sales.
The secret to overcoming objections is knowing what to listen for and knowing what questions to ask.
I’m going to give you my top 5 objections and objection overcoming statements. Use these when you’re trying to determine what’s holding your potential client back so you can help potential clients become real clients – which is the best way you can help them.
I’m not sure what I need to do to get results.
“Mrs. Jones, I appreciate you sharing that with me and it’s actually a challenge a lot of my clients had at first. If you don’t mind me asking; if I’m able to lay out a step-by-step plan that gives you exactly what you need to do, and when to do it, do you think that would alleviate some of the stress you’re feeling about the guesswork?”
I’m just not motivated.
“Mrs. Jones, I appreciate you sharing that with me and it’s one of the biggest challenges my clients have when they come to me. If I put together a step-by-step plan for your unique goals, had you feeling better within 30 days and seeing a difference within 60 days, do you think that would increase your motivation to keep going?”
I have a hard time being consistent with my fitness.
“Mrs. Jones, I appreciate you sharing that with me as it’s the number one challenge most of my clients had before they started working with me. If I put together a step-by-step plan for your unique goals, had you feeling better within 30 days and seeing a difference within 60 days, do you think that would help you stick with it this time?
I just don’t have the time to workout.
“Mrs. Jones, I appreciate you sharing that with me and it’s one of the biggest challenges some of my clients had before they began working with me. If I put together a step-by-step plan for your unique goals, tailored it to your lifestyle so all you have to do is find 3 days a week that you can commit to exercising, do you think that would alleviate some of the anxiety you have about adopting fitness into your lifestyle?”
I’ve lost a bunch of weight and I just can’t seem to lose anymore.
“Mrs. Jones, I appreciate you sharing that with me and I want to congratulate you on what you’ve accomplished so far. If I put together a step-by-step plan to get you over your plateau, and showed you how to avoid future plateaus, do you feel like having this plan in place would help you get unstuck?”
When you can solve a potential client’s problem with your solution, they’ll always want to know what their options are to get started with you; aka, “How much does this cost?”
Objections are rarely about the money; they are almost always about the value.
Think about it. How many times have you had a prospective client decline your services due to “cost”, then turn around and make a large purchase for something like a vacation or a new TV?
If you’re an online or aspiring online Fit Pro, learn how to add at least 5-10 new clients every month without guesswork or wasting time.
Click the link to request access to our Smart Start Training and learn 4 Simple Steps to Building Your Online Sales Machine.