Sales Success: Main Objection I don't have enough money for personal training

What do you say to people when they say they just don't have enough money for a trainer? In my experience most people will not say anything to this they will accept that as a final answer. However this is just the start of the negotiation process. You want to get a decent sized commitment or sale from this client and they want to get a great deal.  So what are the steps to meet the client in the middle and get the sale?

Its actually quite an easy process, in my last post I went through the steps to working through an objection and to close the sale. So today I want to explain to you how to find the real objection, and when to start the process to overcome the objection.

First you need to make sure that you have gotten ride of all possible objections before you present the product. This is done by asking leading questions before the sale, this will be things like, do you live close to the gym? How often will you be exercising? When you ask these questions among many others, you eliminate simple objections like, I do not have enough time.

Second you want to ask what their needs are, and then present a solution. So ask them what their goals are and then when you go to present them your product you can talk about all the reasons why your product will help them reach their goal.

Now the last part this is where the big objection will come out and by now you have shown them your product. It's time for you to ask the closing question and close the sale.

Trainer: "I recommend this package for you, it will help you lose 10 pounds in 6 weeks, now that's exactly what you wanted isn't it?
Client: Yes it is
T: Great lets get you started

If you do not follow these steps you risk being pushy when it comes time to overcome the objection. Walking your client slowly through the steps makes it feel easy and natural and like they are getting exactly what they need.


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Sales success: What do you say, when they say "I want to think about it"

If you are like me you will have had many people say to you "I just want to think about it". So what can you say to these people? Let's back up a bit, first I will explain to you that this is just a smoke screen covering up their real objection. They may not even know what their objection is yet. So its your job to pull the objection out of them by breaking through this barrier.

Here is an exact script that you can follow to get past this objection   

Client  "I just want to think about it

Trainer  "Just so its clear in my mind what is it that you want to think about

Client  "I don't have enough money

At this point the client will come back with the real objection it could be anything, I have chosen to put in the most common which generally involves money. When the objection comes out the first thing you want to do is repeat it to them, they will give you more information.

Trainer  "so you think its too expensive?"

Client  "Yes, I don't have $2,450 to spend right now on the package you have suggested for me

Trainer  "oh that's easy we have starter packages available for $699, lets get you started."

Client "Yeah I can do that"

The problem in most sales is that we give up too early, this may just be a simple example yet from experience I will tell you that most objections can be overcome this simply. Usually its our fear getting in the way preventing us from asking a couple more questions and ultimately getting the sale. Always remember these simple rules.

1. Ask a question about their objection

2. Repeat there answer back to them in the form of a question

3. Listen to what they say and find a solution

4. Offer this solution

5. Ask a closing question again

Remember that they do want your services otherwise they would not be sitting down talking with you.So just be patient with them and allow the sale to unfold naturally. If you use this method correctly your closing percentage will increase dramatically. 

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Sales Success: Something for nothing

One of the best strategies in selling personal training is giving away a free session. In our book "Personal Training Sales System" we outline the process to use a free session to close a sale. You can actually use it to overcome the clients objections without them knowing. I have created a five step plan for ensuring that your free session will yield you sales.

1. Make the potential client admit the workout is hard
2. Make the client sweat 
3. Make the client give up or fail on an exercise
4. Make sure they leave tired
5. The shock effect - Body analysis


Why do these five steps work so well? It breaks down the clients beliefs about personal trainers and pt sessions. You need to prove to them that you will work them harder and more efficiently then they can themselves.This is the reason they will buy. Also what I call the "shock effect" will increase your chances of closing the sale. Once they see their body analysis and find out exactly how out of shape they are it is a reality check and they realize they need to do something about it now. Use these five steps in your free sessions and you will imdeiatly see an improvement in your closing percentage.

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Sasles Success: Our clients need us more than we need them

How many clients do you have that after a few months of training or maybe a few weeks have achieved a great result and now have great improvements in their life? During my career as a personal trainer I had many clients that held me personally responsible for the improvements in their life. While it can be a rewarding experience and it does feel great, imagine how great these new changes feel for your clients. This leads me to my next point our clients need us more than we need them. I stress how important the sales process is but it does not matter if you do not believe in your own product. Knowing that you will improve the lives of your clients will give you the confidence necessary to sell them. In our book "Personal Training Sales System" we outline exactly how you can use these success stories to sell, and to promote your personal training business.

The client is the one with the questions and the problems, you are the one with the solutions and the answers. Take the time to get to know them and what their needs are and then offer a solution. The more time you spend building rapport with the client the easier it is to close a sale. Although many people need a nudge in the direction of buying, its much easier to do this once you have built rapport with them.

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