4 easy steps to overcome objections when selling personal training.

How to overcome objections

It is very rare not to get an objection, so be prepared for them. I try to think of objections differently than most people. I feel like I am reasoning with them, to help them make a buying decision. If you feel like you are trying to convince people to buy then you will come off that way and it may reduce your ability to close sales. Assume that the person wants to buy, and there is a small problem in their way that you need to help them overcome. Your selling a product they need and know they need so be confident and assume the sale.

Step 1: Listen to the problem, get a good understanding of the issue and ask a few questions. Usually if you listen and ask them to clarify what they mean, they will end up telling you the answer to their own objection

Step 2: Rephrase the objection as a question. For example "it's too much" you would say "so our price is too much"? This will force them to answer and give you more information again. The more information you have the easier it is to know how to overcome an objection.

Step 3: You will now use the information you have gained to attack the objection. So you think the product is too much money because it's $1000, well really that's the price of coffee each day. I am sure you can make that work. This is very simple keep feeding what they say back at them.

Step 4: Ask your closing question again. This is where many people fail when trying to overcome objections. They don't re-ask for the sale, and continue to talk about the objection instead. Remember people always need to be asked to purchase.

Memorize these steps they will work for you. Remember this is a reasoning process, your not convincing them of anything. Your just sampling showing them that something they want but think they cannot have, is easily accessible to them if they think about it in a different way. It's very easy, listen, ask, repeat, close the sale.

Remember all of these techniques need practice so don't expect it to feel natural your first time. But stick to it and you will be a master sales person in no time.

Don't forget to check back each week as I release small pieces from my book. "The step by step guide to selling personal fitness training".