Overcoming objections is the process of successfully handling reasons given by prospects for not buying the salesperson’s offering. Learning to overcome objections in a sales presentation is absolutely crucial to be successful in the health club professional membership sales business.
Every prospective member who comes into your health club is going to have a reason or objection why he/she should not join your health club today. It is your responsibility to be able to overcome all of the objections the prospective member is going to have.
The great thing about being in the health club industry is we already know what the prospective member is going to give as a reason why they cannot join today. In most cases, these reasons are simple ways of procrastinating in making a decision they been wanted to make for a long time.
Being in the health club business, we are able to see hundreds of prospective members and hear their objections. If you simply take time to study them like MMC® has done; you will find there are basically only four objections or reasons why they can’t buy today.
If you are properly trained, you will know these four objections in advance and have at least three or four answers for each objection that will commonly pop up in a professional health club membership presentation and they are, “I don’t know if I have the time”, “I don’t know if I have the money”, “let me speak to my spouse”, and “let me think about it”.
All four of these objections can easily be overcome with logical and emotional reasoning. If you go to MMC®’s site you can receive a free download (https://www.healthclubmarketingmmc.com/hc-free-download-registration/) which will give you numerous ways to overcome each objection. When you get your free download, there are mind maps on the interview which will help you determine in advance what the objection most likely will be from the prospective member in front of you. Learn to overcome objections and you will learn to grow your health club and your health and fitness career.
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.