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By Steve Jensen
ike any objection, the
time objection must be
eliminated during your
sales pre-chat. The prechat is held before the tour
of the club and it should
constitute 80 to 90 per cent
of the sales process.
During the pre-chat document there
should be a number of questions
including ‘how many times a week can
you come to the club?’
The answer the prospect gives to this
question must be confirmed during the
pre-chat. You should say, ‘I notice that
you can come to the club three times a
week – are you able to fit this within your
schedule easily?’
OVERCOMING
THE
TIME
OBJECTION
If someone says they can’t do
it because of work or family
commitments, or that there’s no
time, all three of these objections
are really just the same – no time.
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If they say ‘yes’, then you respond by
saying, ‘that’s great, I’m glad you can
fit it in’, and then continue with the
discussion.
Another question on the pre-chat
document should be: ‘what kept you
from joining a gym earlier?’
There is an array of different reasons for
this, such as work, family commitments,
no time, procrastination, no money,
apathy and injury. If someone says they
can’t do it because of work or family
commitments, or that there’s no time, all
three of these objections are really just
the same – no time. If you don’t have
a strategy to overcome this objection
before your tour, you’re guaranteed to
get it again later on. One of the most
effective ways to overcome the time
objection is to use the feasible/flexible
strategy. If your prospect has stated
on the pre-chat document that they
haven’t joined a gym yet due to work
and time constraints, you would state:
‘so I notice here you have ticked work
and no time, would it be safe to say that
these are related?’
Chances are they will agree. Go on to
say, ‘but earlier you suggested that three
times a week at the gym was able to
be fitted into your schedule; was that
correct?’
They will probably agree that it is correct,
but then also state that time is still a
problem. You then say, ‘I understand
that people have busy schedules and it
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