New Coach Training
“Obstacles are the things we see when we take our eyes off our goal.”
LESSON EIGHT - HANDLING OBJECTIONS
Are you hearing some objections when you invite people to join you? Of course you are. So, let’s be real, everyone hears them regardless of how successful their business becomes. In fact, the most successful people are the ones who’ve received the most “no’s.” One of the differences between those who are successful and those who aren’t is that they’ve made it a priority to improve in their ability to overcome objections. You do this by practicing and trying to overcome objections as you get them, not stopping when someone says “no.” Usually an objection is an invitation for more or better information.
The How to Overcome Objections document is a great resource to learn how to overcome common objections, complete with scripts to help you get started. The video on "Overcoming Objections like a Pro" will also give you some great ideas. If you get objections, it doesn't mean you're doing something wrong. Quite the contrary! It just means that the person you're talking to doesn't have enough information yet to make a positive decision... yet. Look at getting an objection like just getting more information from the person that you can use to help them eventually make a positive decision. So, when you get an objection, stay positive! Be bold and ask them open-ended questions instead of questions with one-word answers like yes, no, maybe, fine. Get them talking about their objection and show a sincere interest in helping them overcome it.
“What IS your budget for your fitness goals right now?”
“That’s interesting, can you share more with me why you have that concern?”
"What is holding you back from getting started next month?"
Another great way of responding to objections is through empathy and sharing your own experience! In fact, I think this is the best way! We call this the "FEEL FELT FOUND METHOD" and it looks like this...
"I know how you feel! I felt the same way about _______, but what I found was: _____"
ACTIONS STEPS: (Check these out)
1. Share on your social media about a fear you had before you started and what you have found to be the truth in your experience now! Tag your sponsor.
2. Read through this "Masting Objections" training from another of our team trainings. It has great scripts to help you figure out how to respond to the most frequently dealt with objections.
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LESSON 1: WELCOME