Objections
You pitch the membership and the client says "I can't commit to that many games"
Battle the objection and ask for the sale. USE FLEX EXCHANGE
You call an inbound lead and they say they don't remember filling out the form. Give your opening and extend the conversation.
Keep the client on the phone!
You're on a B2B Virtual meeting with Bocken-Mantel Law Firm. Set the agenda.
Them, us, together. Set expectations.
On a phone call the prospect says they live 15 minutes away from Soldier Field, goes to 3 matches a year, and has 2 kids. What questions should you ask next before booking a meeting? Then book the meeting.
Ask good discovery and give a Based off the fact 1, 2, 3, and get a virtual booked.
You pitch 2 seats in 132 for $3,498... client says "I can't afford that."
Payment plan, money now or money overall? Pivot to next price point at $1,499, ask for sale.
TIME CRUNCH!
You give your intro and the prospect says "I can't talk right now."
Extend the conversation, keep the client on the phone.
You're on the phone call with a CEO and they say "we already have Bulls and Cubs tickets." Justify the meeting.
"Don't want to take away from your current experience..."
Prospect says on the meeting "This looks good but I really just need to see the schedule for next year before I commit."
Beat the brush off
Client says on the meeting "Membership looks good, but I think I can get my tickets cheaper online when I want to go."
Showcase the value, ask for the sale.
"I only want to see Inter Miami, don't think i'd be a good fit for this."
Book a meeting and showcase the value of a membership.
You mention client entertainment to a business owner for a landscaping company and they say "We don't entertain our clients." Justify a meeting
Employees, Return on Opportunity
2028 deposit says on the phone call "I hate Soldier Field, I only want to buy in 2028" get the meeting
Discuss priority access and stress urgency on WHY NOW!
"I need to talk to my wife before I commit to anything"
Ask for the 3rd party to get on the call, find the true objection, ask for the sale!
You finally get on the phone with a client in the ghosted meeting cadence and they respond "Not sure if memberships are the right fit, can you send me an email with information?"
Beat the brush off and justify a meeting
You're on a discovery call with Bocken Construction, a company that specializes in CRE and is doing the Bally's casino project. Halfway in he says "We don't have a budget allocated for client entertainment." Battle the objection and showcase the value.
Showcase value, discuss return on opportunity
You are on the meeting with a client and you pitch seats and they say "I need to think about it"
Find the objection and ask for the sale!