Sunday, November 6, 2016

Lesson Sixteen - Handling Price Objections

Quote of the Day:

“When you cease to make a contribution, you begin to die.” –Eleanor Roosevelt

LESSON:
As you invite people to your Challenge Groups, one of the more common objections you’ll hear will be about price. Most of the people you will meet don’t currently allocate money in their budget to their health and fitness needs—that’s why they’re talking to you! 

When you hear concerns on price, realize that in most cases the price isn’t the real concern, it's just a convenient one. What you need to do is just ask a few questions to get to the real concern. Here are a few example questions to give you some ideas:

Client
“Yeah, I want to join your Challenge Group, but I just don’t have the money right now.”

You
[Relate and disarm the objection] "Great! I'm glad you see value in the Challenge Group. I know it'll be a great step for you in reaching your fitness goals! And hey, I totally understand where you're coming from; a lot of my clients had the same concern when they started. I just want to help you any way I can."

[Ask a conversational question to relate to the client and build value in the Challenge Pack] 
  1. “Can I ask you, what part of the Challenge Group were you most excited about?” 
  2. “Would the sacrifices you’d have to make to get started be worth it if you reached your fitness goals?”
  3. “I just don’t want to let financial concerns keep you from taking some important steps that could change your life…so how can we make this work for you?”
[After asking questions, circle back to the invite]

“I know it may not be easy to get started, but I can promise you that it’ll be worth it. Besides, the company has a 30-day money-back guarantee, so if you aren’t seeing the results you wanted, you can get your money back. You’ve got nothing to lose and a whole lot to gain. Can I count on you to be in this next Challenge Group?”

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