PT Prospect Objections and 4 Different Styles of Closes
Remember to put yourself in your PT prospects shoes when it comes to selling your services to them. It has been a big deal for them to even meet with you half the time, so your job is to build that trust and build rapport.
Helping them to overcome their personal blockages/fears, concerns, which show up as objections when they are sitting in front of us, is what will help make you ultra successful in this game.
You will also be doing the pt prospect a big favor, because the last few trainers, businesses etc., have not been able to provide this level of support.
What this means is that you need to become good at negotiating by following up with this article here http://personaltrainerbusinesssystems.com/top-7-quick-principles-on-power-negotiating-techniques/.
If you don’t spend time mastering these areas, you will struggle to get what you want from your pt business and personal life for that matter. We suggest you read as many books on this area as possible and practice as much as you can until you feel very comfortable doing so.
A big part of doing so is changing your mindset and overcoming your hang-ups in this area. We need to look at objections as a sign of interest in your service or product, an opportunity, not a setback or obstacle.
Your prospects are talking to you because they are interested, otherwise you would not have reached this stage.
Objections are signals to lead you to the sale
In the table below we have listed some of the most commonly heard objections and what they person is probably really meaning.
What They Say What they really mean
|I want to go home and think about it.||You have not made it clear why I need your Service and not sold in yet.|
|I think the place down the road can do a Better deal.||You have not yet shown me why I should use Your service over the other pt services. Not clear if this is the best opportunity for me.|
|I have to talk it over with my spouse||I’m not totally sold in order to sell her/him.|
|I need to see if I can afford it.||I’m not totally sold yet. You haven’t made your services important enough to me yet.|
What about raised objections?
When an objection is raised, mirror it back to your pt prospect.
They may then be able to see it as invalid and consequently drop it. For example:
You…“So what you’re saying is that you don’t want to get started because you don’t like lifting weights?”
Ask for elaboration and allow the prospect the opportunity to express their ego. Make sure you listen very carefully at this stage, because as you dig deeper you are likely to be the real objection. Deal with the real objection, and then get back into negotiating.
Make sure you practice with your team members or other sales professionals on a regular basis.
Never practice on your prospects.
Heads Up On Selling:
You are never going to sell without experiencing objections, so it’s time to start loving them.
Time to Look at the Four Standard Closing Techniques
1. Flexible/Feasible Close
|“I am happy to proceed if I can Get it for $…”||“I don’t know if it is feasible that I Can get all the way down to the Figure you are asking for, but if I can be a little bit flexible, how Flexible can you be?”|
2. The “It costs too much” Close
|“That costs more than I want to spend.”||“Today, most things do. Can you tell me about how much too much you feel it is?”|
3. The “I can get it cheaper elsewhere” Close
|“I can get it cheaper elsewhere.”||“That may well be true. And after all, In today’s market we all want the Most for our money. A truth that I Have learned over the years is the Cheapest price is not always what we Really want. You see most people Look for three things when making a Decision: the finest quality, the best
Service and the lowest investment. And To be honest with you, in all the time
I’ve been involved in the fitness Industry I have never found a business that
Could provide the finest service coupled with The very best of service for the lowest Investment. For your peace of mind, which of the Three would you be most willing to give up?
The quality, the service or the low price?”
4. The ‘Weighted Scales’ Close
|“I’m not one of those people who make a quick decision. I’ll just want to weigh Up the pros and cons.”||“I appreciate how you feel and weighing the Facts up before making a decision makes a Lot of good sense. In fact, when I’m in a Similar situation, I use a process called the Fact Weighing Scale Approach.
Here’s how it works. First, we draw a scale.
On the left side of the scale we stack, like Small weights, all the reasons why it makes Good sense to go ahead. On the right side Of the scale we pile up your concerns and Hesitations. When we are finished, we will able to weigh up Your decision. Is that ok with you?”
“Draw up a piece of paper with your own pen And paper. Then you list six minimum, ideally Eight, but never more than ten reasons why it Makes good sense to go ahead.
Would you agree with all that?”
So, how did you go? You will need to practice these things – it’s good to try it on friends too! Come join our facebook page and see how other people are doing. Every day personal trainers and fitness professionals are sharing their stories. They are inspiring and filled with great tips being practiced by real people.