Paint Points and Objections

hello everyone and welcome to module 4 pain points and objections in this video we're going to be discussing two massive key things that you need to master that you need to understand to close a sale right and this differentiates a master and a student okay as anyone can have an amazing script and ask the right certain questions but really finding pain points finding the true deeper meaning behind the actual reason the client being there and being able to handle any sort of objection with without a problem is where the true Masters are born and you

need to understand this you need to practice this you need to learn this as this is going to make you hundreds millions of dollars when you've got this hone down to Perfection okay so let's get into it here's what I want to cover we're going to cover finding your customers pain points and exposing their deepest problems and emotions okay as we need to really find the deepest emotion the deepest problem the Real the true meaning the actual true meaning the truth on why that customer is there it doesn't only it isn't only amazing for closing

people it's also what we need we need these key pain points for the objection handling without it objection handling is going to fail always because we don't have the deeper meaning okay we're going to discuss how to handle objection so we're going to discuss what is really an objection how do you handle it what is sort of the the sort of a key thing that you always need to remember and then we're going to go over the objection handling script we've got an amazing script with practically 99% of all of common objections in there for

you to practice for you to role play with for you to use on prospects okay um and this objection handling script is amazing we've crafted this over the years and it really is you know the way the the way that we handle objections is really perfected here and then the last thing is just some additional points to remember when it comes to closing when it comes to sales when it comes to handling objections so finding your customers pain points and exposing their deepest problems and emotions right so pain points are the underlying problems that the

customer needs solved right and defining and sourcing the difference between a surface level reason and a pain point right because it is the same you need to understand that these sales talks these sales meetings are more or more or less therapy sessions right as people walked into the gym for a reason they've walked in there to fix a problem to fix something right that can be that can be you know just losing weight but that that's a very very surface level reason yeah you want to lose weight everyone wants to lose weight who's overweight right

but what is really the deeper meaning behind that what is it you know why do you want to lose weight and you need to get these you need to find these but we're going to we're going to discuss how to find those right and what what type of questions you should ask and what deeper pain points really are and we're not looking here for service level reasons and service level reasons are really just you know the simple cut and dry answers that any Prospect is going to give you for their first answer right they want

to get fit like they want to be healthy they want to keep it with the kids they just want to lose a couple pounds they want to have some energy try something new etc etc you know we've heard this a million times before and yes it's good that they're already opening up a little bit about this but we want to find what is really the deeper meaning why do you want to lose a few pounds why do you want to keep up with the kids right why do you want to be healthy because just being

healthy is not going to help us when the objection handling and is not going to get us close by just saying hey I'm going to get you healthy but once we get the true meaning and the true pain Point why they're in this agitated situation and they want to get healthy why why why right and that's pain points pain points are things are massive emotional things like depression sickness feel like wasting time right with your life history of illness in the family doesn't go out or really live like they don't feel like they're really going

you know they're really living right and living life as it's meant to be they're ashamed of themselves and the body and the way that they feel about themselves they want to have a relationship they're lonely they're not confident right they can't go out in a day because they just don't feel confident in their own body fear of leaving children early right this is also a massive one right because health is such a massive part um when it comes to getting older right and a lot of people are very afraid that they're not healthy enough to

you know live to high a high age to see their children right grow up and get children themselves and anxiety these are the Real Pain points that we're looking for right as this is this is sort of the cold hot truth and kind of this when you find these things and when they tell you these type of things you're really exposing a client and you're really understanding them and we need to know these things for objection handling and for closing and also to really get the customer to understand their current situation and that something needs

to be fixed and really understand sort of the the massive emotional tool it has on them and the way we find these pain points are through open-ended questions so how does it feel to be that way right so you're unhealthy but how does it feel to be unhealthy right explain specifically what fit means to you right like I just want to get fit I want to get healthy and what mean what does that mean to you pay me a picture right and when was the last time you felt great when was the last time that

you you know you were just on top of the world right they're going to talk about their youth they're going to talk about when they were 18 and they would just be able to run and live and you know just do everything that they wanted to do right and you want to ask them why not just stay where you are right now all these type of questions really expose people and really lets you tells them well really will tell you the deeper meaning tell me more why is that you know I just want to lose

weight okay okay you want to lose weight tell me more why do you want to lose rate and how does it feel right and does your current position the current sort of body composition you're in or the current the current way you feel does that worry you like yeah of course it worries me like I've got two children I want to be healthy I want to be able to live up to 80 so I can actually see them having children and just be happy right and you're going want to ask them why make a change

now why is it so important now well because they're going to tell you well because maybe it's now or never right like I'm 40 years old I know that if I don't make a change now I'm going to ruin the rest of my life and why is this important to you and how does it feel to be that way these type of questions really ask the ask um really tells the client hey tell me a little bit more tell me a little bit more about these servers level reasons right these uh these ones right here

so these questions we want to ask when they give answers like this right like I you want to be healthy I want to keep with the kids lose a few pounds yeah that's nice and that's when we use the these open up and ended questions to expose the pain points right as these are massive and we need to know these for closing and for objection handling okay and why are pain points so important if you if you uh sell on features alone then you rely on those features being a perfect fit for the Prospect and

if they are not you have nothing to overcome an objection with right because say you're doing personal training and they're just looking for Group Training and you're completely just selling on features well then it's not a fit and they're just going to say no well I just look for person I'm looking for personal training and you're just doing gr tring no but when you find the true meaning when you try and find the true pain points you can tell them yes we do we do personal training but personal training is going to is going to

help you solve your uh help you solve your depression right it's going to help you stop feeling uh like wasting life because this is again we're selling Futures here we're not selling features right so don't ever sell on features sell on fixing these massive pain points okay and you will miss out on getting to know the C customer and what is really driving them their true Drive the true reason they're there right and the more you take time to listen and show you really care the more the customer sees the value you put on them

right as again like I said customers buy from people they like and customers buy from people that they think understand them right on a deeper level right and these questions we we're going to understand them and really Find the meaning like the actual meaning not just the the thing that they tell to other people right and the customer at first may not have even considered their own pay points that's a very very important thing like a lot of people just want to lose weight and I don't even know why and when you really ask them

why they'll start seeing oh yeah I just want to I really want to lose H because I'm not happy here like I I I'm just not confident in my body I don't feel as happy I was used to this is you know some people don't even understand this themselves and helping this come to the surface often helps the customer realize how important it is to make a change right and this helps you sell your membership and this helps you sell your product because they start to realize that this is something massive and crucial that needs

to happen right and when you get an objection which you will objections are inevitable this is where you will use all of this paino information to remind the customer why it is they need this program or membership or personal training session right because this is once once they're throwing these objections at you we're not just going to say but we've got Group Training and it's pretty cheap right now we're going to say no we're going to fix those those big problems you've got here that's what we're going to do and you know you have those

big problems we just just discussed them you just told it to me right and we've got this sheet and this is available in the download section below as well um and it's just kind of a diagram of showing you what you need to be looking for you need to be looking for pain points history of illness in the family anxiety all that sort of stuff right and you want to ask open-ended questions when they give you those service level reasons I just want to lose a couple kgs I just want to be healthy you know

all that sort of stuff that you've heard a million times before right and once we've done that and once we've done gone through the entire sales process the nstep close and we've offered the the program some of them are going to say yes immediately the better you are at you know asking those pay points and delivering your script the less objections you'll get but it's always going to happen and that's when we move over to how to handle objections right um and overcoming objections is the the fundamentals of overcoming objections is really objections are really

just it's really just this it's you know you tell me it's green and I'll I I'll tell you it's blue right and you want to overcome the sort of the stories that they've built up in their head the biases that they have in there right um as sometimes you know it's you know because people are going to give you objections but usually there's a deeper meaning behind objections as well right they just have certain biases certain stories that they just keep on telling themselves to say no and to not take action on things like these

that will change their life right and we're going to handle those in the objection with the objections we're going to tell them exactly you know we're going to change that story that sort of bias they have and you need to get them off the fence right because that's what objections are they're just looking for a reason to say no or looking for a reason to delay and we need to get them off that fence and make a decision right that's why we have that meeting so they can make a decision a no is fine right

NOS a no is still a decision but we do not accept this a maybe let me think about it I'll get back to you right we want a yes or a no okay we need to push these customers to making a decision and objection handling is the key to that and overcoming objections and this your skill in overcoming objections is what different differentiates differentiates the master to the student right as anyone can have a good script and ask the right type of questions and have the right sort of persuasion strategy right the nine-step close but

only Masters can really overcome objections as that's something you have to practice something you have to learn something you have to understand on a deeper level right as i' actually see a lot of a lot of gy owners when objections come up they kind of just accept it and say yeah sure all you know come back in a week and you'll decide then no you can't come back come back in a week this meeting is now or never right and but for any objection to be overcome you'll need to truly believe that your product can

help the Prospect and this is such a massive thing I've learned with my own sales and that I teach my team members as well is yes you can have all these amazing scripts and right answers for everything but as long as you truly believe in your product and as you truly have a core you know like a sort of an extremist belief that your product can help that customer customer change their life you can handle any objection even without a script as the customer will as the customer will be able to tell that you're so

confident and so passionate about that product and you 100% know that this is the right thing for them it's going to help you so massively when it comes to you know the standard objections I don't have enough money right all that sort of stuff you need to believe that this right for them as people are smarter than you sometimes think right and they can very easily tell if you're bullshitting them so don't them if they're not the right client let them know and get you know uh let them on their way that's fine too not

everyone is the perfect fit okay and an objection strategy so first when a person comes with an objection like I don't have enough money I don't know if this is going to work for me um I need to talk to my partner the first thing you want to do is just ratify with them make them know that you're actually listening to that make them know that you're actually listening to the objection don't just shrug it off and act like a dick okay tell them thanks for sharing that well yeah cool oh yeah I completely understand

right and then you want to remind them and isolate the pain points that you've just discussed and the questions and the answers that they've just given right you said before you wanted X Y and Z Zed and you were at an three out of 10 to get it so it's obviously important to you right we just discussed this so now you're saying this right H is an issue right like it's just too much money is too much money actually the problem or is it something else you haven't asked yet uh you hadn't asked yet that

you wanted uh to that we can resolve you that we can resolve you so we can get your out the outcome right as a lot of times and this is the same with surface level reasons and pain points right A lot of times people will tell you something but there really is a deeper meaning beside it you know they're going to tell you I don't have time I don't have any money right and sometimes you know sometimes it truly is I I just really don't have any money and then you might want to figure out

a way to still get them on board but most of the time when they tell you that there's a deeper meaning behind it and it's not really that they're just not confident in you in the product they don't think it's going to work you know and that's why we have that objection handing as they're going to say they're going to tell you it's too much money but it really isn't they just don't believe that this is going to help them yet they aren't convinced and that's why we have the objection handling that's why you need

to master it and we really need to remind them you want to get here you this is incredibly important to you and you just told me you know you want to be able to lift up your kids and all this emotional stuff and now it's just too much money even though it's probably on your top two list of most important things to fix in your life and it's making it's the number one issue of your unhappiness and now you're saying 100 bucks a month is too much or you kind of want to remind them this

like hey we just discussed this is this really the reason right and then you want to mismatch right you want to find the opposite more productive outcome that will help them achieve their goals right uh and drill down until you have overcome the objection so I get it you you said money is the problem here but where are you spending your money right now that we can redirect into this you know for you know we canect into into this for 6 months right of time right A lot of times you know there's a very this

is just a very simple way to handle this like I don't have too much money okay but we just discussed that you eat out too much you watch Netflix too much we're going to get rid of that Netflix description we're not going to you're not going to eat out anymore look at how much money you're going to save here if you choose to work with us right you kind of just want to sort of put the blame on something else instead of your product and your price or your you know your anything right and the

trial close so this is really of an assumptive close you can also call it it's even though you can tell that the prospect isn't convinced yet and even though you can tell that the prospect still has some objections right it's kind of just assuming that after one objection is handled that they're going to buy right because what will happen here is that when you assume this and when you ask these type of questions you know sometimes they're just going to say you know what yeah let's let's just do it it right because you know that

why you kind of just because it isn't this isn't like a this isn't a Q&A here this isn't like oh but it's this oh yeah and then you explain oh that it's this sometimes you just kind of have to cut to the point and say are you ready to get started will that be Vale MasterCard today right so if we could get you the results you wanted would it make sense to invest some money to achieve that right you do not want to drag things on and just answer 30 questions sometimes you just have to

go for it and close them right and assume that they're going to buy because when you when you do something like okay cool or so so um it's too much money you handle that objection and you say cool let's get you started then right when you do that first of all the people that are just over the edge you're going to get and the other people they're going to tell you the exact true meaning because it kind of pushes them to the end line right and it pushes them to what they really want to know

because if you just kind of do a Q&A they're just going to tell you all this all this crap like oh no I'm too far it's too far to drive I I don't have time you know and when you kind of just jump in there they're going to got cut straight to the point and tell you the re you know the true reason and then we're going to handle that objection right and then you just want to close well let's get you started then right so I'm just going to go over the the three main

objections I've seen and then I'll go over the script so the main objection that you'll get and you probably get this a lot already is the money objection it's just the most common one in practically any business right that's just too much money and you're going to say I hear I completely agree right We R we ratify with them it's a lot of money for some people but just so we're clear is it that you can't afford it or don't want to afford it because there are two different things they'll tell you it's just too

much money and I hear you and here's what I also think right now your lifestyle is costing you 100 $200 $300 a month to run and if you let us help up clean up your life and achieve your goal this will actually be free if you think about it so would you like to train and get support for free right as you're spending all this money on all these unhealthy things which we're going to cut out of your life so you're actually going to save money by signing up to us they're going to tell you

yes I would love to sign I would love to sign up a workout for free so let's get you started and lock in one of these last remaining spots right and this it's we're going to cover that we've got more you know how to overcome money objections but the money objection 95% of the time is not about the money it almost never is about the money and this might be something that you you know you think is crap but I I've done so much sales it and I've handled the money objection so many times and

I always know that it's never about the money right it really never is it's just the easiest objection to give right like I said objections are just a reason for to say no okay then the other one is the partner objection you've probably heard this a million times as well I need to speak to my partner right you're going to tell them awesome and I appreciate you sharing that with me is your is your partner supportive of your goals yes of course they are they're my partner see often we have people say their partner brings

in the money and stuff like that right but in fact the partner would love for them to do something for themselves to better themselves and it's never really about the partner is it that or is it something else right kind of asking like is this a true meaning is is true is a great way because we're just kind of exposing ourselves here we're really just asking them and sometimes they're going to say yes it really is just that and sometimes by just asking that question they're going to open up and tell you the real reason

right and then we're going to then we're going to really you know push those pain points right and they'll tell you yeah it's just that right so if you're honest with yourself do you think your partner will say no to you being more healthy more happy right no they'll be supportive of course so let's get you started then right this is such a powerful clothes and I've seen this in I've done this myself it's such a you know these sort of three sentences really does it for you um especially because this is you know about

Fitness this is Fitness related right no partner in the world is going to tell you no I don't want you to be healthy more happy and you know feel feel more confident in your skin right and we're just going to remind them of that right because if it truly is a partner objection then there you go it's handled right of course of course they want you to do this right because they're supportive they're supportive Partners right and the think about it objection right and this is one of the massive ones as well so see a

lot of people get in meetings like these and they say they want something something and they go away and do nothing then there's the people who get into meetings like this and they're perhaps a little nervous or something else but they can see the results that have been achieved by hundreds of others and they say screw it let's do it they're the ones who get the results not the people headed back to the couch so let me help you help yourself for the next coming months right so we can finally start achieving your goals the

sort of the think about it is just it's just such a it's because you know what to think about it means it means no it means I'm not going to do this I'm going to go home and never think about this again so when you get get that objection you better unleash hell on it and you better try to handle it handle every single corner of it and try to really get them to understand that this is what they need to fix those massive pain points right as when you get to think about it and

you let them off that's never going to be a common client it's just a fact okay so the objection script um this is the this is a massive SC this is a is such a truly helpful script and it's going to make you a lot of money okay so let me just pop it up um and this is available in the download section below as well um and we'll probably put a link down too uh and this is really where we cover 95% of most uh 95% of all all objections we cover the too expensive

I can get it cheaper somewhere else I need to speak to my partner um we make all our decisions together I don't have my bank card on me right I don't have the time I can't make the sessions can you send me something via email that's a very common one can I decide after to the free trial what does the enrollment fee cover right you know the way that we get them on the first meeting I need to think about it I've been in other programs like this and not got and haven't gotten any any

results do you have a guarantee and then at the bottom we have some common tips and practices that can really help you out massively right so for Studios that offer multiple types of classes and you know and offerings um this is just a really good really good advice on how to still sell them on the first day even if the client wants to try out multiple types of classes right maybe they want to try out here and then they want to do your yoga right all that sort of stuff so how do we close people

like that who just who still in sort of the deciding phase right another one is you know they're going to ask you why do I have to sign up for six months why can't I just do one month right we're going to tell you how to handle that and tips for that I want to check out other gyms or trainers right I want to check out the Anytime Fitness around the corner or the CrossFit around the corner right how do we handle that and I'm not ready to commit I'm just not ready to do this

right how do we handle that this script is amazing and this is something you really can't have in the meeting itself right this is something that you can't just have on you you they you can't you know when they say it's too much money you cannot just like look at look at a um look at a piece of paper and then read that objection of the piece of paper so you really have to practice this and learn these objections for yourself right and put them into your own words and really understand them like you need

to have sort of automated answers in your head whe for all these types of objections so you need to roleplay these objections you need to practice them you need to learn them okay it's so important as this is you know you can have a script you can have a script questions that's completely fine to have with you in the meeting but this having having this as well in the meeting is just going to look incredibly robotic and moronic okay it just can't happen Okay so additional points to remember learn to sell your product on value

not price not all customers are sensitive to price but who doesn't want to get something great and the more and the better right so you always want to sell on value like what do you offer here like we're not only here offer you and you know offer you happiness basically but we've also it's also a pretty amazing deal right because if you really have an amazing deal and you really do offer you know just an amazing package you know that's just going to really sort of push them over the edge right so you definitely want

to sell on that okay and don't sell on the price don't tell them why it's so why it's so convenient in price because they don't care eventually they just want to fix that problem right and as they say you should always be closing right and I'm just assuming you agree with me here I I hope that you should I hope that's that's your mindset as well because objections are really a fantastic fantastic opportunities to establish what the prospect wants so overcome the objection and close by asking for the sale you actually like I said with

sort of the trial assumptive close you need to actually ask for it it can't be a Q&A style you need to become the alpha in the situation right and ask for the sale are you ready to get started right and objections are great because it really shows you the true meaning and really really tells you is this client actually the right fit because objections when you keep handling them when you keep you know just you know firing back with amazing with with amazing responses you know you're eventually going to find those two two deeper meanings

the last thing you can do is give up right the last thing you can do is agree and say okay you know yeah think about it call me in a week right we're here we're we're we're shooting here for NOS or yeses we do not want anything in between right and this is an action item as well I really recommend you do this roleplay your sales process one of the most most useful sales training activities is to act out the experience of interacting with prospects that walk into your place of business during your frequent sales

meetings have one team member play the role of guest and another can attempt to sell a membership to them right and use this to refine the pitch and also learn the obvious objections and best responses for each this is kind of you have to kind of act like you're playing out a scene here in a movie right and your your your objection and your um Sal script is your you know this are your lines right and you want to have if you have a team member you want to play have them out play as the

guest if you don't have a team member you're really just a oneman team you can do it in the mirror you can maybe ask your your partner to to help you out with this and you want the guest you want the prospect sort of the dummy Prospect the fake Prospect you want them to be the toughest goddamn Prospect in the world you want them to ask every you want them to push any single objection right because not not practically no Prospect is going to give you every single objection right but it's good to just do

have the guest and the sort of the the fake Prospect do that because that really teaches you and that really gets you better and role playing is such it's it's going to make you a lot of money it's it's going to make you so good at sales I can't even explain it all right so download the objection script stop practicing start role playing start learning the objections and move over to the next video and start making some sales all right I'll see you in the next video