Saturday, November 5, 2016

Lesson Eighteen - Handling Commitment Objections

Quote of the Day:
“Thinking will not overcome fear…but action will.” –W. Clement Stone

LESSON:
Most people you speak with who are looking to improve their fitness and overall health won't be in the habit of finding time to work out and eat healthy. They'll tell you that they feel incredibly busy and so while they know they need to do something to get healthy, they feel unsure about their ability to fit it into their schedule. In short, they can be afraid to commit to the Challenge Group.

If you get this concern, be very excited because everything about Beachbody is designed to help make fitness more convenient and effective for people in just this situation!

As with all objections, the first thing you need to do is relate to the customer so they know you're on their side, and then ask questions. Here's an example 

Client
“I think it sounds good, but between work and everything else in my life, there’s no way I could find the time to do it
right now.”

You
[Relate to the client and then ask questions]
  • “Yeah, we could all use a few more hours in the day, right?!” 
  • “I get it, most of my clients had the same exact concern when they got started. I appreciate you taking this so seriously, it makes me want to help you even more!”
[Ask questions]
  1. “So, what would the right balance look like for you?
  2. “Just to make sure we're looking at this from all angles, let's just say you decided to jump into the Challenge Group and had to find the time to do it. What would you have to do to get that time? Do you think the results would be worth it?"
[After asking questions, circle back to the invite]
"I know it may not be clear how you'll find the time right now, but I can tell you that I've worked with a lot of people with the same concern and they've found the time and have told me what they gained was well worth it. And, they also found that it wasn't as hard to make their health and fitness a priority as they thought it was, thanks to the Beachbody products and programs. Why not just go for it and join my Challenge Group?"

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