How To Handle Sales Objection For Online Coaching or Personal Training
It’s one of the world’s most popular sales objections. You’ve heard it before, but do you know how to handle it better? Can you prevent it in the first place? I’ll teach you just that.
“I need to think about it…”
How many times have you heard a prospect say that to you?
Whether it’s over the phone or a DM, you’ve been hearing it for years and you’ll still probably hear it for many, many years to come. It’s undoubtedly the world’s most-used sales objection.
But this answer is actually more than an objection. It’s usually a prospect telling you that something isn’t right.
There are tons of ways to conduct sales, but I’m not going to go into a whole plethora of techniques today. I’m keeping it short and giving you some really simple nuggets to walk away with.
You’ll learn how to handle this objection better, prevent it from happening, and close more deals.
But before that, let’s get something very clear…
Why does this happen?
#1 Lack of Clarity
Your potential client needs to understand how you’re going to take them from where they are now to where they dream of.
That’s why you need to focus on communicating how your program works, how you deliver it, and how you can give the client the results they want.
Otherwise, people won’t have confidence in your process. And when they don’t have confidence in your approach, nor can they see it in their mind’s eye, they’re not going to invest.
It’s extremely important that you articulate how you take people from where they feel stuck to where they want to go.
You may want to stop here for a second and ask yourself:
How do you do that for your clients?
Does it just come off your tongue naturally in a regular conversation, or is it bits and pieces?
It’s an important question to ask right now.
You can’t address the uncertainty in your prospects with uncertainty in your own process.
#2 People Don’t Believe in Themselves
If you’re confident and can communicate clearly, people may still say they need to think about it.
Well, a large part of that is because they don’t believe in themselves to get results.
They see your dream clients and their end results and automatically think that they’ll never have that. They can’t imagine what having those results is going to be like. It’s like fear of success.
That’s why you need to reassure the client that you’re going to reinvent them.
You’re going to take them to the next level and be right there to handhold them. Assure them that you’ll give them all that they need to get there.
The Three Key Principles to Closing Clients Who Need to Think About It
Recently, I spoke with a couple of amazing clients who are consistently making more than 10k a month. Marc Rhodes started as a full-time PT. After he lost his job, he went online and now makes 13 to 14k a month. And the other client, Don, made 19k in his first four weeks.
But when they first started, they didn’t even know how they were going to get there.
It’s the same when people come to you looking for body transformations. They see the results that you’ve achieved with your clients. But they might still say that they have to think about it.
For you, the ultimate outcome is to dissolve the objection and get the seal. And I want to give you three principles for doing that.
#1 Let Your Audience Know That You Understand Them
You need to get into the hearts and minds of your audience. Do this by connecting with them and letting them know that you understand them. Let them know that you really, truly, deeply understand their secrets and desires.
Furthermore, let them see that you understand their dreams and aspirations, and even their frustrations and horrors.
You’re going to communicate that through your written copy or video content. Of course, you’ll also highlight how your system has helped people in that situation before.
Get that done and they’ll begin to trust you.
They’ll want to come onto your call and they’ll come onto it warm, like they already know you. We even have people that come onto our calls to join our Authority Network after they’ve been following me for months and the content has just hit.
That’s what marketing does for you. It makes your sales process much easier.
But you can’t build a whole business on Facebook ads or it’s built it on quicksand. In fact, I’ve just taken on a new client who did that and now he’s having problems. He gets cold leads that don’t know him and they’re expensive to convert.
You want to make sure that your messaging is absolutely dialed in and works with an organic audience. If it works with an organic audience, you can guarantee that it’s going to work much better when you put it on ads.
#2 Ask Them Why They Think They’d Make a Good Client
When people get on a sales call, simply ask them this:
Hey, what’s resonated most about my work? Why do you think you’d make a good client?
Think about the question for a moment. Your prospects may say, “I’ve been following you for months. I’ve seen your results, and they’re incredible. I’ve seen what you’ve done with my friend. I’d make a good client because I’m an action taker, I’m committed.”
They’ve just sold themselves and why they want to work with you.
So when it comes to the later part of the call when they say they need to think about it, you have the answer.
What exactly do you need to think about when you know that you’d make a good client?
You’ve also identified the challenges and problems that come with that conversation and that client. They’ve given you the key material as to whether you’re working with a time-waster or someone who’s serious about your program.
That allows you to dig deeper into their pain points and help them make the decision.
#3 Go Deep and Do It Fast
You’ve got to handle the objection right away to get to the real reason.
Ask the prospect questions like:
Why are we having this call?
What are your biggest challenges?
What are you struggling with?
You’re getting straight to the point and talking about the impact that the client’s problems are having on them.
Keep in mind that different target markets are going to have different items.
Some people are on the call to look for a relationship. And some are there to promote health or performance. I have fitness professionals following me who work with the public, in sports, with busy professionals, and more.
So I can’t just distil to one marketplace. But you want to go deep and fast if you want to get to the root of their problems.
Also, ask your client if they’ve already tried to fix it. Chances are that they have. But why do they think that it’s not working? Has it been taking too long?
Straightaway, we’ve already got them to sell themselves and talk about why they’re on the call.
You’re Building a Community, Not Chasing Numbers
Building on the above, you now have enough material to decide whether or not you can work with the client.
You probably know why you want to do that if you follow me. I have this belief system when it comes to working with people – only work with people that you can help and really like.
It gives you more power and control. And if you try to sell to everyone, you’ll end up attracting people who don’t know you or how you can help them. They’re expensive to convert and are most likely to churn quicker.
Trust me, there’s nothing that kills your confidence faster than that.
Understand that you only want people in your community that you like. You want people that you can actually help and that you see a future working with.
They’ll think of your tribe as a tribe of people that they would love to hang around with. And that goes for you, too. You do want a tribe of people that you enjoy working and hanging out with, right?
Here’s a great way to look at it.
You don’t want to have people that you’re always worried about what you can say, or you just don’t like working with. You’re going to end up sort of scared to go in there and socialise and be yourself.
It’s not going to be a great program, and it’s not going to shine through if you do that.
These are a few simple points that can help with the dreaded “I need to think about it” objection.
I hope you find that useful.
Ps. Whenever you’re ready there are 3 ways you can partner with me and my team to grow your fitness business.
1. Check out Fitness Business Growth Kit → Here
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2. Apply for Authority Network and Partner Directly With My Team → Here
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