The 5 Most Common Objections to Buying Personal Training & How to Overcome Them

Hi there, hope you are doing great :-)

How many times has this happened to you?  You get a hot lead for your training business.  They show up.  You work your butt off, showing them a tremendous amount of value, educating them, correcting their form, answering their questions, showing them how to reach their goals.  They know you have the skills and need your help. But when it comes time to committing to the program pulling out their credit card, they object! Here is a list of the top 5 objections to buying personal training, they often half baked excuses people make to avoid committing to the program and changing their life for the better.

The Top 5 Objections

1. Price: "It costs too much! I can't afford it"


2. Permission: "I need to talk to my husband/wife"


3. Indecision: "Let me think about it"


4. Time: "I don't have enough time"


5. Haggling: "I want a better deal!"

How to Overcome Objections

Keep in mind that objections are a good thing!  They need more information to make their decision, that is all.  You want the potential client to voice any objections, get them out into the open (especially while they are still in frond of you) so that you can deal with them.  Otherwise, often what happens is they leave the gym, will not return your calls, and you don't even know why!

1. Repeat the objection- show them you are listening, and clarify exactly what they are talking about.  They may also elaborate when you repeat it back to them, which helps provide you with more information on what exactly they need to commit to the program.


2. Show them you understand-  use empathy, this shows that you can relate to their situation and concerns.  Put them at ease.


3. Overcome the objection- use your knowledge of exercise and this clients personal information, along with any previous experience you are your existing clients have had to redirect their objection in a positive direction.


4. Ask for the sale again- this is where many trainers fail! So close to the finish line too!  Often, all you have to do is ask one more time, and they will come around.  Don't quit when you are so clsoe to success, and don't get uncomfortable asking again or they will pick up on the discomfort and things will get weird fast!  Ask with patience, confident that you have their best interests at heart, and they will follow your lead.

This last step might seem really hard, but it just takes practice! And it is helpful to have a list of rebuttals to use to overcome each of the top 5 objections.  You will be amazed how well they work.

Advanced Sales Webinar for Trainers

If you want to learn specific rebuttals, and how to use them with razor sharp precision and finesse, you can learn from the master himself.  Personal training sales guru Chris "shark attack" O'Toole will be doing an interactive webinar How to Sell Personal Training: Advanced Sales Techniques For Personal Trainers <--[CLICK Sorry this webinar already happened. In the webinar, you will learn:

• How to Get Over Your SHYNESS and ACTUALLY Feel Good About Selling


• Specific rebuttals to the most Common Objections like "I have to think about it" and "I have to talk to my husband/wife" first.


• There will be a LIVE Q & A session at the end of the Webinar.  So join us and get your questions answered live.


• Space is limited to 20 People, to keep it more personalized.  Come with questions!

Sales Is More Than About Money!

It's about effectiveness, results, leading your clients, influencing your clients, and protecting them from themselves and the BS/excuses they have use to keep them from becoming fit.  Becoming a master at sales will make you better at empowering your clients too!  We sell them on why they need to workout on their own,  we sell them on how to workout, what they need to eat, and on and on.  So by mastering sales and dealing with objections, you WILL become a better, more effective leader for your client. And better leadership always leads to better results. Period. Until next time, keep your business fit. Johnny Fitness