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Welcome to…. TURN YOUR FITNESS INTO A BUSINESS!. Overcoming Objections Training. Handling Objections Overview…. Objections - you are going to get them, so practice Part of the prospecting process (lifeblood of your business) Objections are a good thing
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TURN YOUR FITNESS INTO A BUSINESS! Overcoming Objections Training
Handling Objections Overview… • Objections - you are going to get them, so practice • Part of the prospecting process (lifeblood of your business) • Objections are a good thing • Find out if prospect can make the decision – or needs spouses permission • Get rid of having to “close the sale” mindset • Awkward silence and saying nothing – Sometimes they answer their own question • Feel, Felt and Found • Get off the call quick if you have someone who disqualifies themself • Boil things down to the real reason – versus excuses • “Does that make sense” response – get them saying yes
Handling Objections Overview Cont… • Always represent your “Team” versus “You” • Cool trick for getting a prospect or lead to call you back • Different ways to answer questions – can depends on your success level • Always try to acknowledge your prospects response • SW, SW, SW, Next mindset • Mindset, confidence and posture – You are the one in control of the conversation • GAP method: Grab A Pencil • Prospect management system • Prospect is buying into you – not the business • Start off: How can I help you? Or, what did you like best about…
Some Pre-Prospecting Questions • - Are you looking to start a business or looking for a job at home? - Determine if carrot or the stick person - Have you ever had a home-based business before? - What's your reason for wanting to start a home-business? - What do you do you currently do for a living? - How much do you want to make (if it’s about money)? - Can you see yourself reaching your goals? - Are you married, and if so, are you going to build your business alone – or with you spouse? • Keep This in Mind: • You are NOT looking for the Needy – you ARE looking for the Greedy! • Are your prospects goals and dreams worthy of your time?
Is This One of Those Pyramid Things? • One of the most common objections. • A couple different possible responses. • Can do Feel, Felt Found response. • Pause for a moment: “What do you mean by a Pyramid thing? Or, can you explain to me what a “pyramid” is, I’m not sure I understand your question?” • You can explain what the term “Pyramid Thing” came from and then say: “Beachbody is a 10 year old infomercial company that did $250 million dollars last year. They spend over $70 MILLION dollars in advertising each year, which currently generates about 15,000 to 30,000 PAYING customers each WEEK! They started the new Team Beachbody network marketing division because they wanted their customers to get a Coach to help them wit their workouts – and they give these paying customers to us! I currently have over XXX customers that pay me a nice chunk of change every WEEK! So, just like the other 10,000 coaches who are part of Team Beachbody, I am sure you can see that this is a legitimate home-based business that you ca be proud to be associated with.
Is This One of Those Pyramid Things Chart If you are with the person, you can have a chart similar to this… CEO or President This is You as a Beachbody Coach Vice President Vice President Regional Manager Upper Management Area Manager Mid Level Manager Mid Level Manager Mid Level Manager Mid Level Manager Graphics Dept. Manager Marketing Dept. Manager Sales Dept. Manager Cust. Support Manager Billing/Finance Manager Employee Employee Employee Employee Employee Employee
A Friend of Mine Told Me These Things Never Work Ask the prospect what his friend makes for a living. If his friend is not making a real great living – then explain, in a nice way, that he needs to quit listening to his friends. If your prospects friend makes a good living, does he get to set his own hours and work when he wants to? Or, is he working long hours for someone else? Here again, explain in a nice way that he needs to quit listening to his friends. Another option, if in the rare instance your prospects friend is “living the dream,” ask him what his friend has done to help him reach his financial goals and dreams so far. Chances are he has done nothing, otherwise your prospect would not be looking at business opportunities. “Yeah, some of my friends said the same thing to me (feel), I hate it when they say things like that too (felt), then I talked to some other friends who said I should go for it because it sounded pretty good (found).I am sure glad I made the decision to listen to my positive friends otherwise I would not be in such a great position with Beachbody.” My story about Dan and Darryl
How Long Have You Been In The Business? “I have been in the business for XX months, however, I will introduce you to my upline (or other Coach) who has been in the business for XX months. The great thing about getting started with me is that you will also be part of our team which has thousands of successful Coaches all around the nation.” “You will be able to tap in to all the tools, training and resources that Team B.I.O.N.I.C.S. has (or whatever the name of the team is you are a part of) and work directly with Founding Coaches who have been in this industry for over 30 years.” Tell a story if you have one where a Coach helped you out.
Can I Just Try the Product First? Tell them Beachbody has thousands of proven health and financial success stories. “That’s a good question - I thought about that too when I was first looking at the business (felt), then my upline explained to me that my customers are the ones that need to love the product, besides, with the 100% risk-free money back guarantee for both the product and the business you have no risk. And, if you purchase the products as a customer you are going to pay full-price versus the 25% discount you get as a Coach. And we have thousands of documented success stories. - Or - The, a little more in your face approach: “Let me ask you a question, If you sold shoes for a living would you have to try on every pair first before you sold them.” Anything they purchase over $60, makes sense to be a Coach anyway
Why Should I Choose You as My Coach? Traditional approaches tell us to defend who we are and to try to persuade prospects as to why we're the better choice. Pause for a moment – “I'm not quite convinced you should – at least not yet,” “I don’t want to put pressure on you and Iwant you to be comfortable with building a business with me,” If early in the conversation: “Do you think it would it make sense for me to answer a few more questions related to Beachbody and then see if you want to become a Coach with my team?” If towards the end of the conversation: If you have had some successes gently talk about them – then put emphasis on the “Team” they will be a part of.
I Can’t Afford to Join Right Now First - Remember the Needy versus the Greedy – Sometimes it’s simply better to cut and run. “There is no risk to checking things out for the first 30 days - if you put in a little effort you could have your start-up costs paid for before your 30 days is up and maybe even make some money.” “From what you told me you can't afford NOT to join. But, I know it can be tough for some people to come up with $100 (feel). Every once in a while I run across someone like yourself who has a similar financial problem (felt),however, what I learned from one of the Coaches on my team (found) is that oftentimes people can find ways to cut back on movies, eating out, cable, and other things for a couple months until they start making some money. Also, if you put in a little effort, and a couple of your Coaches purchase a Showcase Pack, you could get your startup costs paid for in your first 30 days. You can also state this first person if you were in this kind of financial trouble. Tax Strategies response
I Don’t Like To Sell… “I’m the same way (feel),I hate selling too (felt),however, we don't really sell - we are more in the information business (found).If you noticed, I simply provided you with a link to some information (or DVD, Powerpoint, etc) and you are the one who will decide if this is right for you or not. I will not push or try and sell you on this business.” “It’s kind of like going to a movie or a restaurant, and then sharing the good or bad information regarding your experience with your family and friends. Do you feel like you are SELLING your family or friends when you tell them you had a great meal at a restaurant or saw a really good movie (answer is always no)? It’s the same way with this business – I am just sharing some information with you about something… (benefit you have had with Beachbody)”
Beachbody Sounds Great – How Come I’ve Never Heard of them Before? “That's the big plus for you right now. Beachbody has been in business for over 10 years and does over $250 million dollars per year in sales.” “You are getting in on ground floor of their brand new Team Beachbody division which is backed by a proven and successful, 10 year old company called Beachbody.” “Here’s the really cool thing, they are launching a new Coach infomercial in the next month or so and they will be placing business builders in your business for you. So this is the perfect time to get started so you can position yourself before the infomercial launches.” This about timing and being in the right place at the right time!
How Much Are You Making? If you are making good money you can tell them your story – though not always the best approach (make sure you reference the companies income disclaimer). - Other option - “I don’t really like to share my personal financial information with people I don’t know. I’m sure you can understand that. Besides, it's not what I am making with the business that's important - its how much YOU want to make and what you are going to do with the business that’s important. We have people on our team who have never received a check yet, and others who have made over $300 thousand dollars their first year. And there are Coaches who are already breaking that mark this year so far.” Then say… If they have already told you how much they want to make: “Since you told me you wanted to earn $XX,XXX per month with the business lets get you started and get you on the road to reaching your dream.” If they have not told you how much they want to make:“So, how much would you like to make with this business? Can you see yourself making that kind of money? How soon would you like to be making that kind of money?
I Have to Ask My Spouse You should have had this addressed at beginning of the call. If you didn’t… Pause for a moment: “I understand how you feel, I felt the same way, which is why when I was first looking at Beachbody® I had my wife on the phone with me because I knew Rich – who is my upline - could explain the business and answer his/her questions better than I could (found). “Do you think it would make sense to get your husband/wife on the phone right now? I would be more than happy to speak with him/her so that he/she clearly understands everything.” - or - “I completely understand, however, before you talk with your husband/wife, is there anything else stopping YOU from saying yes to getting started?” If this does not work, then let them go, and politely ask to send an eMail or DVD, and follow up with a phone call – or GAP them
We Live In Too Small of A Town to Get People Involved in Something Like This “I know how you feel, however, I have Coaches in my organization who live in small towns too (felt) and they have large growing businesses. 10 or 15 years ago that could have been a problem, however, with the advent of the Internet you have the whole world at your fingertips. Plus, it’s been said that on average, the typical person knows over 1,000 people. I’m sure you have friends, acquaintances, relatives all over the country. Plus, when you join with our team we will teach you how to do different types of marketing to generate your own leads”
I am Too Heavy or Not At My Goal Weight Yet You don’t have to be at your ideal weight – It could even be better that you are going through the process. Will help hold you accountable! What you can say if you are not at your ideal weight… “Jon, I used to think that way to (feel), in fact I was about XX pound over my ideal weight when I started (felt) with Beachbody. What I discovered (found) is that people could see the bigger picture when I explained to them that I am committed to the getting in the best shape of my life, and I am part of a large community of like minded individuals who are all going through the same thing.”
I’ll Wait and See How You Do First If you know their pain or hot button – meaning they are having financial difficulty, or they hate their job, etc., you can use that as a motivational tool. “You could do that, however, remember, you told me that you really hate your job and want to find a way out – Beachbody could be your answer. Plus, if you wait you will miss out on the new Coach infomercial the company is going to be Launching soon. Besides, the company gives you a full 30 day money back guarantee.” - or – I understand how you feel, I thought about that too when I was presented with the business (felt), then my sponsor reminded me about the 30 day money back guarantee and suggested that I at least take a closer look by getting started – and if after 30 days I did not like the business I could get my money back.
I Am Not Sure I will Have the Time ”After telling me all the reasons why you wanted to start a business it sounds to me like you need to find a way to make some time. You can start in as little as 5 - 10 hours a week, and the great thing about network marketing is you are leveraging other peoples time.” - or “I know what you mean (feel),that’s what I use to think when I first got started in this business (felt), then my upline showed me some different ways to apply some time management skills to my life and I discovered I had plenty of time to do this business (found) – you can get started working as little as 5 to 10 hours a week.” What’s your favorite show you like to watch on television? How often do you go to the movies, etc.
I’d Like To Answer a Few Questions You Have Not Asked Yet This is something you can try that towards the end of a conversation that will give you added credibility and give your prospect even more confidence in you and your business. “I’ve had a great conversation with you Jon, however, there are a couple questions you did not ask me that you may think about after we hang up and if you are okay with it, I would like to address them right now if you have a couple more minutes. I want you to have as much information as possible in order for you to make the proper decision.”
IMPORTANT Closing Statement for a New Prospect Before you hang up with a new prospect ask them to not to share this information or ask anyone's opinion until they get back with you first. “Lets set a time when we can get back together after you have watched the video so I can answer any questions you may have. What is better for you, daytime, or evening (prospect says evening). Great, I am available tomorrow evening or Wednesday evening, which one of those evenings work best for you (prospect replies that Wednesday around 6:00 works best)? Okay Jon, I will plan on calling you Wednesday evening at 6:00 your time (know their time zone). Can you do me a favor and write it down and make sure you have watched the short 16 minute business opportunity presentation, and write down any questions you may have before the call? “One last thing Jon, I know you might be excited about the business after you watch the video, however, it is really important not to talk with anyone about the business until we have had a chance to talk first, okay.”
