571. How to Handle EVERY Objection On A Sales Call

The Fitness Business Podcast with Erin Dimond and Jordan Dugger

Erin Dimond and Jordan Dugger

Health & Fitness, Nutrition, Fitness

4.6 • 667 Ratings

🗓️ 16 September 2024

⏱️ 24 minutes

🔗️ Recording | iTunes | RSS

🧾️ Download transcript

Summary

You will want to come back to this episode multiple times and share it with anyone on your sales team because today, I'm going to share how to handle every single type of objection and do it in a way that empowers the prospect. We'll talk about the 3 types of objections, go over many examples, dive into my PAID framework around sales, and more!

Time Stamps:

(1:28) Why Objections Are Necessary

(4:59) 3 Types of Objections

(5:48) Objection vs Obstacle

(7:38) Tangible vs Intangible Obstacles

(10:51) The PAID Framework

(13:51) The Uncertainty Objection

(16:32) Financial Objection

(19:37) Uncertainty Objection Example

(21:49) Spousal Objection Example

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Transcript

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0:00.0	Nothing feels better than working through objections with a prospect.
0:05.9	They become a client and you change their life.
0:08.9	Like nothing feels better than that because you're like, man, they almost didn't do that.
0:13.5	I'm the reason.
0:14.3	Like I am, I pushed them outside of their comfort zone.
0:17.8	I changed their life without a hard conversation that never would have
0:21.5	happened. Hey, hey, welcome back. So first off, if you are watching on YouTube and you can see
0:28.9	my desk right now, it's probably a mess. And Jordan's not home and he would kill me for
0:34.6	recording like this. His office is our podcast studio, so I always pop in there to do it.
0:42.0	And we just, we're just different. We're different people. I don't know about you.
0:45.5	If you are one of those people that your environment affects you in your work or if you can
0:51.1	just work in your own organized chaos. But for me, like,
0:55.0	it doesn't matter. I just go in my head, go my own little tunnel, you step inside of my office,
0:58.5	and there's, there are things everywhere. I used to be really embarrassed about it. And now I'm just
1:02.7	like, you know what, that's just who I am. today I am talking about the sales conversation. And I'm
1:13.5	specifically talking about what a lot of people feel like is very uncomfortable at the end,
1:19.7	deemed as objection handling. And I'm being like, you can probably tell them like being careful
1:23.8	and dancing around my words here because this just gets such a bad rap. But I want to
1:29.3	explain to you today why it has to happen. Why as a coach, as someone who does life-changing
1:38.0	work and helps people with their health and transformation and like truly is saving people's lives in many instances,
1:46.7	why this is important, why it is an obligation.
1:50.4	So I want to start here, if you've never heard this.
	...

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