Overcoming Objections
Objections and T.O’s
Miscellaneous
100

How many steps are there to overcoming objections?

Five.

100

What does a “T.O” stand for?

Turnover or takeover.

100

What does the LA, in “L.A.” Fitness stand for?

Los Angeles!

200

What is an objection?

A Concern.

200

Who can do a T.O?

EVERYBODY!

200

Who is the owner of the company?

Chinyol Yi

300

What does every objection come down to?

Money.

300

How many “no’s” should you get before going for a T.O

Seven No’s

300

What is our companies official full name?

Fitness International LLC

400

When do we start beating objections?

The moment you make eye contact with the prospect.

400

What are the 5 reasons people don’t buy?

No need, no desire, no hurry, no money, no trust.

400

In what year was our LA Fitness brand created?

1984

500

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.

500

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

500

What clubs did Allan work in, before being promoted to V.P?

Trumbull, Norwalk and Stamford!

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