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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