Close the Sale
This is the final step after confirming the member's concern has been addressed.
What is asking for the sale again?
A sales objection is best defined as this.
What is a hesitation, concern, unmet need, or request for more information?
A Coach says "No worries, just let me know if you want to move forward." According to best practice, this fails because it does this.
What is avoids the close?
The first step in handling any objection is to do this without interrupting.
What is listen?
After successfully resolving a member’s objection, this closing statement demonstrates confidence and moves the conversation toward a clear decision by offering two scheduling options.
What is "which close"?
A member says, “I need to think about it.”
This objection often actually means this.
What is there’s an underlying concern, doubt, or lack of confidence that hasn’t been addressed?
After addressing an objection, this question ensures the member feels heard before moving back to the close.
What is “Does that help?” / “What did I miss?” / “Does that cover everything?”
When a member says, “Why is coaching so expensive?” this is usually an example of this type of objection.
What is a disguised objection?
A member says: “I want to explore my options.”
According to standards, the strongest response is to do this before closing again.
What is ask a clarifying question about what options they’re considering and what matters to them?
A member says, “I’m not sure training will actually work for me.”
Using the 5-step model, the coach should first clarify by saying something closest to this.
What is “Can you tell me more about what’s making you unsure?”
or
“What has your experience been in the past that makes you feel that way?”