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Over Coming Objections
Sometimes if we have not spent enough time on the 3rd step of the 9 step sales process we can face objections and this is okay, normally it just means that the prospect need more information. You should never ask for the sale unless you have found out the true reason as to why they have came into club to get a membership. We want to be selling them on their goals and why they need us, instead of us needing them. We don't want to be selling them on a room filled with equipment because they can go to any gym and get that same or similar product.
There will be times when you are faced with objections and that is okay. The most important thing is that you are ready that overcome any objection you may face.
We use LACES to overcome all objections.
Laces is best for overcoming objections because it takes you through a step by step process making sure you have found out the real underlining reason for that objection. For example, if we don't ask questions like 'what is it about the price' you may jump into discounting the weekly fee when they were actually just concerned about the upfront costs.
Learn about LACES below.
Objections Script Using LACES
Below are the scripts that need to be practised as un like the telephone form we cannot read the script out in front of the potential member, you need to know this of by heart. Once you start using this in your day to day you will naturally start to use laces and your objections will flow and not sound scripted.
COMPETITION OBJECTION
What do we mean by Pros & Cons?
When it comes to standing out from our competitors, we need to listen to the prospect’s needs because we are going to use this information for the competition objection.
For example, “My goal is to build muscle but I want to check out Fitness First before I join AF.”
‘I can actually save you some time and go through the pros and cons of the other gym with you now. You said your goal was strength, right? I know that FF has good group classes and a big timetable, however, since your goal is strength, I know that our club is the best fit for you and your goals. They have 2 squat racks whereas we have 8. You said you liked deadlifting? We have two Olympic lifting platforms with bumper plates and I know that they do not have any. You said on the tour you see yourself training at our club and I think based on what we can offer you, we are the right gym for your goals’.
Please do not talk bad about any competitor as we will end up looking like we do not B.E.L.O.N.G. Know the gyms around you and make the pros & cons relevant to their needs.
Below is a template. Please list the pros and cons of your surrounding clubs.
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