The Best Objection is None at All

hello everyone and welcome to module 4 the best objection is none at all objections is truly where Mastery lies in salesmanship if you can handle objections if you understand objections the true Psy psychology behind it you're going to make a bot load of money you're going to get a ton of members as objections is truly where the core lies of customer conversion that is all it is in this video what we're going to be doing is we're going to show you on how you can get zero to almost none basically almost no objections at all and the way that we do this and the way we structure is is that we handle objections before they're even made at the end of the meeting we use this by using our script and also some pretty easy strategies that basically handle all these very common objections during the meeting before the customer can even make them and I'm not saying that you're you're going to be able to basically get rid of objections all together forever you're going to get objections and we're going to cover that as well but there is a very simple and very simple step-by-step process that you can follow that can handle basically the easiest ones you're always going to get sort of those those ones that you just don't expect um and you can you're going to to handle them because you're going to practice that and you understand your company and you understand that your product is amazing right but those common objections the partner objection location schedule those are very easy to handle before they're even made and that's what we're going to do all right so here's what we're going to here's what we're going to cover the best objection is none at all right we the the whole the whole point of the meeting is we want as minimal objections as possible if you're getting too many objections you're not handling your sales conversation in the right way you're not using the script in the right way you're not basically it's just not going well if people have 10 objections for you there's a problem there there's a problem that lies there all right we're also going to discuss on how you can commit to the process right you cannot cut Corners you have a process you have basically a situation that you're in and you cannot cut Corners in that all right you need all you always need to be the alpha in the sales conversation no sales ever been made but not be um if you're not being the alpha right we're also going to discuss building your objection database look even I don't know every objection in the fitness industry you're going to get some wild objections that are just going to be thrown at you and you have no idea how to handle them but that's good because we're going to build that database and eventually you'll have so many objections and you'll have so many ways to handle every single objection that nothing is going to come as a surprise anymore and that's going to take practice but it's also going to take some commitment you need to get you need to write that stuff down right we're also going to discuss avoiding objections right the common objection the objections that 90 that that are going to be 90% of the objections right the partner objection the location objection the schedule objection the price and let me think about it objection how much how much is it objection right all those sort of all that sort of stuff we're going to discuss and how to handle them mid meeting okay and the last thing is the illusion of choice and how we can give the customer the illusion that they actually have a choice right and that sounds a little fishy but it really isn't as we're trying to help people here right our product is right for them if it wasn't we wouldn't be talking to them at all right so we're just we're just trying to convince them he we're right for you we're going to make your life a lot better okay so the best objection is none at all you need to understand the structure that we have here the structure that we've built the structure that we know that works that has been tried and tested and proven right and this is the process you need to set up the environment you need to have a great environment A A great sales space you know I recommend for anyone who has some leftover space the way you're going to make a lot of money is having a space allocated to sales only an office works as well but what you do not want to do is do it you know you know somewhere uh somewhere at the bar or somewhere uh you know on the on the floor where people can listen in where the prospect doesn't feel comfortable okay you need to have your script ready you need to have your objections ready right all your fold all your folders and forms and all that sort of stuff so when you actually close them you can get them right there and then within the first minute right then you need to remember the structure of the consultation we need to start with building rapports no seal can be made without some Rapport you need to establish the current situation that they're in and you need to establish where they want to be right we're going to and then we're going to close that Gap right we we discussed this in other in other videos right this this bridge and our offer is that bridge that we can get people from where they are right now and where they want to be and then we close very important closing is where we're going to handle some objections where we're going to discuss the alha where we're going to answer questions right object questions aren't necessarily objections some people really just have questions they're very interested but they're just going to have some questions right and then we want to wrap it up and that needs to be done smoothly right all right so the first thing is commit to the process Rapport building is missing if you're commonly getting objections right we discussed this in other videos as well but Rapport is such a massive massive Factor when it comes to getting objections when it comes to really closing a sale and sales takes a ton of practice an experienced master and it's the same with building rapport some some of you might have it a little bit more in you than others right some of you are just very good with people people like you and building Rapport is extremely easy but if you're like me and you're a little bit introverted it's going to take a little bit more practice and it's going to be and it's going to take practice to basically turn that switch from being sort of your introverted self which is fine to kind of turning on that switch where you actually have to be a little bit of EXT extroverted right and no one is just made for a job right you make the decision to uh to take part in it you commit to the process you learn the skills you practice practice practice right no one is born a massal Salesman yes some people might have a little bit of a talent when it comes to people right sales is a people business but no one is made for this no one can just do this and just it's not like a movie where you when someone just makes sales it it's it's not like that it takes some practice like anything in life right so remember that the next thing is build your objection database right you need to have a notebook with all the objections and how to handle them right so you will get this insane leftwing ejection that you've never heard before and it can get you stumped it can really freak you out right but my suggestion is write that down right after that sales meeting write that objection down and come up with three or four ways to deal with it and practice that look at in mirror and practice handling that objection and eventually you will have a huge Bank of possibilities and this is the information that will serve you and your team for years eventually you'll have this amazing objection handling notebook that you can share with your sales members right that you can share with your team members and that you can use for opening other locations that can be just the the the data book that you've built over the years right so always write that stuff down don't just kind of leave that leave that there and think oh wow that was a crazy objection well I hope I don't get that one again no write it down and brainstorm a little bit how can I handle this right and we can help you with that as well so avoiding objections right start setting up your meetings to overcome them before you even move into the close right this is truly where Mastery lies as you can handle six seven eight objection before the customer even thinks about making them right you can handle um you know all those common objections you can handle so easily in the meeting so you don't have to handle them in the close because when we start calling all these objections when we start basically removing the possibility of the customer even making them the Clos is going to become super smooth and it's going to become super easy people will start actually saying yes when you give them and present them the offer without them thinking twice right and that's what we want right talking about their partner price location and schedule being an option before you even really start the meeting all that sort of stuff so how do we make that happen you want to frame up some questions early on that can eliminate as much of common objections uh as much of the common objections as you can so what questions can you ask so the partner objection right I need to talk to my partner it's going to be a massive one you you guys have probably gotten that at least 50 times well first of all is there anyone else in the decision- making process that should be involved today and this is a question that you can ask incredibly early in the meeting and it isn't a weird question to ask right or is it anybody you need Pro uh permission from to make a decision today most of the time you will get a no as your response as people they don't even know the offer yet they're just there you're going to get a know right but if you ask that question when you've already presented the offer they're going to say yes I need to talk to my partner or they're just going to say to you you know I need to talk to my partner but if you do it this early on they're going to say no because they're not they don't feel the need to object yet right and at this stage in the meeting the client doesn't even know they will use the partner response and objection they don't even know that and that's why you need to ask these questions right because 90% of the time you get confirmation that they are the decision maker today right and you can use that no as you can use that no later in the meeting when you're actually trying to close them if a decision can't be made today then it may be best to discuss when the decision maker is involved right if they do actually say yes when you ask this early on it might be beneficial to not waste time and schedule a meeting with them or schedule a phone call with with the partner or with with whoever the decision maker is something like that you can of course try right you can of course tell them hey you know wouldn't your partner be happy if you'd be more healthy yes so do you actually think he's going to say no to this right you can use some do something like that but this is kind of up to you and this is kind of you know how these conversations can sort of the vibe of it can be a little different right so this is up to you and this is up to you kind of feeling the prospect out right so the other one is location this is a very nice and simple one to void during the introduction period of the call or meeting actually a quick checkin and Sally can I first check are you actually a local to this location or are you from you know or do you live uh uh you know Upstate I don't I don't know right okay great and then move along most of them 99% will say yeah I live 2 miles ahead 2 miles away bam handled right there not going to give you that objection schedule now this one is a great one to avoid during the information gathering stage of the script you can probe for information about the schedule while you are establishing what their current situation is and do your kids go to school and who looks after the kids when dad is at work or mom's at work right are you a morning morning person or more of a night owl right if you could work out any time of the day what would that be they're going to give you oh yeah you know I always have time at 3 p. m. right and you have and you have classes every day at 3 p.

m. right do you currently have any other responsibilities that take up a lot of your time what kind of habits or timec consuming activities that you would like to be rid of could you remove from your day to uh from your day to allow you uh the time to work out right so instead of them giving oh I'm so busy you've already discussed hey but we're going to cut all that stuff out right and we've already discussed you can always work out at 3 p. m.