587. The Secret To Handling EVERY Sales Call Objection With EASE - The Mindset Reframe You Need

The Fitness Business Podcast with Erin Dimond and Jordan Dugger

Erin Dimond and Jordan Dugger

Health & Fitness, Nutrition, Fitness

4.6 • 667 Ratings

🗓️ 11 November 2024

⏱️ 11 minutes

🔗️ Recording | iTunes | RSS

🧾️ Download transcript

Summary

Every Wednesday, I (Erin) host a sales specific coaching call within IFCA reviewing sales calls and giving feedback. I wanted to share one in particular recently that I think you'll also benefit from the advice I shared with this brave coach that has been in the industry awhile but just started taking sales calls and stepping into this new role. Remember, you will say the right things when you just care about the person.

Time Stamps:

(0:20) Brave Woman Sharing Her First Sales Call

(3:00) The Little Sister Analogy

(5:20) The Real Reason For Price Objections

(9:30) You Will Say The Right Things When You Care

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Transcript

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0:00.0	Hello, something a little bit different for you today on the FitBiz podcast. So this is for you
0:05.1	if you struggle with objection handling around sales. And so every single Wednesday inside of
0:12.6	IFCA, IFCA and Legacy are more advanced students, I do a live call review. So our students,
0:19.8	they submit calls. I go through the whole call. I get feedback on the call. And I had a live call review. So our students, they submit calls. I go through the whole call. I get
0:22.2	feedback on the call. And I had a super brave soul to share with me her very first sales call she ever
0:29.2	took. Now this lady, she's very smart. She's very professional. She's a doctor of physical
0:33.9	therapy. And so it was actually a great call, really great call, especially for
0:38.0	first call. But what she said that she struggles with, and it was very apparent on the review,
0:44.4	is objection handling. And I could tell that this was a mindset thing around handling sales
0:52.3	objections rather than I didn't know what to say thing.
0:56.4	And so what I did basically, I coached through the whole hour long call open office hour.
1:02.7	But at the end, I spent eight minutes specifically on sales mindset objection handling and why
1:09.7	we have an obligation to do that. And I'm so passionate
1:14.1	about this topic. I've recorded other podcasts on it because it was like the thing that held me
1:18.1	back for so long. And I share all this in the clip. And I'm like, you know what? As soon as I got
1:23.2	off my call, I'm like, I need to upload that as a podcast because I think other people can
1:28.2	use the same help with that. So if you're somebody who is like, oh, it just feels so icky,
1:34.1	so wrong, you know, I just need to respect someone's decision. If someone tells me that
1:38.5	they're not sure if they can afford it, I'm immediately just like, okay, yeah, let me send you
1:41.7	some free resources and you can be on your way because it makes me so uncomfortable. I challenge you to listen to this podcast for maybe a little
1:49.3	bit of a reframe, for a little bit of a, an understanding of like why not only should you do that,
1:56.0	but you have an obligation to do that. And it doesn't have to be uncomfortable. It can actually
	...

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