is hard to fit a new activity into the day.
Given your time restrictions, are you sure
that coming to the club three times a
week is feasible?’ If they say ‘no’, answer
with, ‘what if we reduce the days to one
to two, or two to three days a week?
Do you feel with your time restrictions
that you’d be able to fit that into your
schedule?’
You substantially
reduce the time
objection if you
have established
in the pre-chat
that they can fit
the gym into their
schedule.
They will more than likely answer ‘yes’,
so then ask them which of the ranges
suits them better: one to two days, or
two to three. Once they make a choice
tell them, ‘this is great because it will
allow you to get started and then you
can fit another day in when it becomes
available. How does this sound?’
Conclude by saying, ‘that’s great,
that means we can eliminate the time
problem now. ‘
time frame that the person wants to train
in. So it is essential that if there is a time
constraint you must use terms like this is
quick, this is time effective throughout
the tour so the prospect can see that
they will be in and out in the time that
you have designated.
If the prospect is concerned that
attending the gym only once or twice
a week won’t allow them to achieve
results, put them at ease by stating how
much can be achieved in this time
frame. Agree that they wouldn’t get
the results as quickly, but tell them it is
100 per cent better than doing nothing,
and the possibility of finding other time
later increases substantially. Go on to
say that the club has great trainers
who can help them achieve the most
out of their training and that’s when
you can introduce personal training
or abbreviated training. Another issue
to clarify is how long they need to stay
in the club each visit. Many people
believe they need to stay two hours to
achieve an effective workou t, but tell
them they can be in and out of the club
in 40 minutes. Explain that they can do
an abbreviated training program, have
a personal trainer for 30 minutes, or take
part in a 30 to 45-minute class. One
other reason the time objection comes
up is that the tour is not tailored to the
Some salespeople actually create the
time objection by showing the prospect
the whole club and telling them that
they have to do most things, so people
become overwhelmed by what they
think they have to achieve and how long
they have to workout to achieve it. You
substantially reduce the time objection
if you have established in the pre-chat
that they can fit the gym into their
schedule.
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To do this you must have established
rapport and created a compelling
reason for them to join. It has to be
something they really need and want,
and if you have a solution to that
problem, they will find the time.
Human beings will always find the time
to do something that is compelling. If
you haven’t presented a compelling
argument and they are unsure of
spending the money, they will usually
throw up the time objection because it is
an easy way-out.
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