How many steps are there to overcoming objections?
Five.
What does a “T.O” stand for?
Turnover or takeover.
What does the LA, in “L.A.” Fitness stand for?
Los Angeles!
What is an objection?
A Concern.
Who can do a T.O?
EVERYBODY!
Who is the owner of the company?
Chinyol Yi
What does every objection come down to?
Money.
How many “no’s” should you get before going for a T.O
Seven No’s
What is our companies official full name?
Fitness International LLC
When do we start beating objections?
The moment you make eye contact with the prospect.
What are the 5 reasons people don’t buy?
No need, no desire, no hurry, no money, no trust.
In what year was our LA Fitness brand created?
1984
What is step 4 in beating objections and what is it’s significance?
Step 4 is to isolate the objection. Not only does this help you uncover the true concern, it also helps you overcome the objection by getting the prospect to admit to you that this objection is the ONLY reason they wouldn’t buy now.
List the 9 steps sales process and the 5 key pieces of info needed for a T.O in ORDER!
1. Meet & Greet
2. Enter into System
3. Full F.A
4. Introduce PT
5. 5 point Summary (H.A.C.C.L)
6. Membership Works
7. Recap F.A
8. Show Price
9. T.O
5 pieces of info for a T.O
1. Name
2. Ex-factor
3. What they like about the club
4. The plan they’re leaning towards
5. Their true concern
What clubs did Allan work in, before being promoted to V.P?
Trumbull, Norwalk and Stamford!