Objections are concerns or questions raised by a prospective member to a salesperson or health club membership director.
Overcoming objections is one of the fundamental tools anyone selling a health club membership, health club product, and/or a health club service must learn how to use.
Objections, as I said earlier, are concerns or questions relative to your health club or health club product and/or health club services and are normally reasons why prospective members can’t (or won’t) buy today.
There are several things to take into consideration when talking about objections. First of all, how do you overcome an objection, what technique will you use to overcome that objection, what will be your rebuttal to the objection, etc. There are numerous things that are going to come into play when it comes to overcoming objections.
A professional health club membership salesperson and/or director should constantly be sharpening his or her tools. What I mean by this is that you should make a list of the most frequent posed objections that you receive on a daily basis as to what are the primary reasons (objections) the prospective member is using to procrastinate from purchasing the health club membership today.
The basic objections everyone must be aware of are, “I don’t have the time,” “I don’t have the money”, “let me speak to my spouse”, and “let me think about it”. These four objections are going to come up frequently.
These are basic objections that you should have at least 10 ways to overcome each objection. On MMC®’s website, we provide a free download (https://www.healthclubmarketingmmc.com/hc-free-download-registration/) which includes a worksheet that will help you overcome each one of these objections organically.
You won’t have to be a professional salesperson to be able to use this worksheet. All of the work is done for you and you will simply ask 10 basic questions that will provide you with the necessary information to be able to overcome every objection presented to you.
For more free tips on increasing your health club membership base through health club marketing, health club promotions, professional health club membership sales, and advancing your health and fitness career visit us today @ www.healthclubmarketingmmc.com or call 904-448-5727.