7 main objections and ways to overcome them when selling personal training

Main objections and how to overcome them.

In this post I will discuss the main objections you hear when you are trying to sell personal training. But I will tell you right now everything comes down to money. All other objections are just a disguise for the consumer not wanting to spend their hard earned cash. This is why we need to spend the time getting to know our clients during the free sessions. It allows us to extract information from those sessions, that we can later use to break through their objections.

So what are the main objections and how can you break through them? I will list the most common below and tell you ways to overcome them. But remember the real key to overcoming objections is practice, and having the confidence to attack the objection. If you always just allow the client to walk away after the first objection you will always fail in sales. In my experience the client will usually object 3 times before your able to close the sale. This is why you want to get all of the objections out of the way during your presentation before you ask your closing question.

Now in the last post I told you the client would object when you first present price. Now you need to remember they may not always give you a price related objection at this junction. It may be something like "I am not sure I have the time". This is where you will use your knowledge you gained during the personal training session to overcome these simple objections. For example. "Well you said that your work or home is close to the gym and you have already made it here twice. So I am sure you can schedule time for yourself to come again". This of course is only one example but it should show you what I mean when I say use your knowledge of them against them to break the objections. They cannot argue with something they have already said or done, so you will always win the battle with these little objections. Remember it's not about whether they have time it's about them not wanting to spend money.

So what are the objections:

I don't have enough time!
1. Well you have already made it here I am sure you can come again. If you did not think you could come, you would have not made the time to come today.
2. I am sure that your health is important to you, so you see the benefits of making time for yourself and your wellness needs.
3. How much time do you watch tv, I'm sure you can spend some of that time at the gym.
4. You were working out when I saw you, exercise is already is already in your schedule. Having a trainer does not increase your time commitment.

I think I am doing ok on my own!
1. Really let's look at your body analysis again, what's your plan to change that.
2. The best athletes in the world have coaches and personal trainers. Even the top athletes In the world need help.

3. Ok so what's your plan to reach your goals. (when they have no answer, or answer wrong) you say see thats not gonna get you to your goal.
4. You told me earlier you have been overweight for years. Is that doing ok on your own? Or can we change that today?

Can't I just get the same info online, or in a magazine!
1. Yes! But haven't you already done that? How did it work?
2. The difference between a magazine and personal training is the personal part. I have a goal to meet, that does not involve selling magazines.
3. Do you remember back to our session when I showed you the exercises you were doing incorrectly, where did you learn those?
4. Do you know how many north Americans are overweight? 67%, do you know how many magazine subscriptions are sold?

What if I don't get results?
1. Are you already thinking about not following the plan i make for you?
2. Are you asking because plans have failed for you before?
3. I'll be honest, some people have failed. But those were the people that were not dedicated to their goals and their health. Let me ask you, how dedicated are you to your wellness goals?
4. Are you already giving up? This is why I am here to make sure you get results.

I need to talk to my spouse!
1. If your spouse is like mine, they already know your here, and you've already discussed your wellness goals. Why wait when we can start today?
2. Are you able to make small purchases without discussing it with your partner? Well this is only a few dollars a day.
3. I wouldn't, don't tell them at all. Surprise them with a great body, it will encourage them to do the same.
4. Is this something you want to do for yourself? Great has your spouse ever stood in your way before? Let's get started!

I need to think about it!
1. What do you need to think about, let me get you all the info you need to think!
2. How long have you been thinking about reaching this "goal", let's not delay anymore. Let's start today!
3. Let's think about it now, what don't you like. The gym, me, the training, or the price.
4. If it was free, would you take it? So the problem is the price?

So as I mentioned before all of these objections boil down to price, so I have saved that objection for last it is the hardest yet simplest to overcome. Essentially you are just reasoning with the client here. Bargaining to find a package and price plan that will work for them.

It's too expensive!
1. When you think about it, it's the price of coffee each day. Can you come up with that much each day?
2. Is there an unhealthy habit you can remove from your life to make room for your wellness goals?
3. How much do you spend going to the bar each week? Can you stay home one night a week, so you can afford your wellness goals.
4. You know what, you deserve this. I am sure you work hard everyday and it would be nice to treat yourself. Do it!
5. How much can you afford, I can make a package to suit your finical needs.
6. What's $xx off of your pay check?

7. There is always a reason not to spend money, there is no reason good enough that should prevent you from reaching your goals and being healthy. Let's get started!
8. Do you want to come back in a year when you have more money. Or do you want a better body now?
9. How much is your health worth to you?
10. Do you always let money stop you from getting what you want? Let's change that today!

I've given you ten statements to help over come price because it's such a huge objection. But it's very easy to overcome. Always have two or three of these statements in your pocket so your ready to strike one they lay out the objection.

The steps to overcoming an objection are also very simple. They object, you will give them a pre written statement from above. They either object again and you repeat the process, or they eventually stop objecting. Remember most people will object 3 times so be ready. Once you have overcome all objections it's now time to ask for the sale. We will handle this in the next chapter when I discuss how to create your own way to ask for the sale.

If you find these post valuable. Keep checking back. I have many more tips and tricks to come. My book the step by step guide to selling personal fitness training is coming soon. It will contain scripts and charts to help you become successful.

Train hard
Jared Roy