If you’ve been selling fitness for anytime at all then you have probably heard your share of objections. Since you’ve already heard the objections, it’s wise to have preconditioned responses ready as soon as a prospect mentions a concern.
One of the best ways to move the sale forward is to be able to quickly and intelligently respond with a legitimate reason why someone should join — even when they give you what is probably the same objection you’ve heard a thousand times before. Keep in mind the difference between a reflex and canned response. We certainly need to infuse our personality into the statement, but if you pay attention I’ll bet you’ll discover you repeat the same powerful phrases that work best to overcome concerns. The reason they’re repeated is because they work.
Frank Emanuel
Health Club Marketing Contributor
