In a tactical discussion about sales techniques, the host shares strategies for overcoming customer hesitations, particularly the common objection "I need to think about it." The host emphasizes the importance of directly addressing concerns by asking, "What's your main concern?" to re-engage the customer. They suggest demonstrating the fallacy that more time equals better decision-making by pointing out that all necessary information is already provided. The host also outlines how to alleviate fears of financial loss and not receiving value, including offering service guarantees. The episode wraps up with encouragement for gym owners to adopt these sales tactics and a call to action to join their gym launch program.
"The first thing, the easiest thing to say is like, awesome, what's your main concern?"
This quote represents the initial response suggested by Speaker A when a customer expresses the need to think about a decision. It serves to refocus the conversation on the customer's specific issues.
"I use that a lot of times over and over again until you exhaust them."
Speaker A suggests persistence in asking about the main concern to ensure all the customer's issues are surfaced and discussed.
"Well, I'm not sure if I can make all the classes well, cool. Here's the schedule. Let's circle the times, and let's figure it out."
In this quote, Speaker A provides a practical example of how to address a customer's concern about scheduling by actively working with them to find a solution.
"No matter what you're going to do, right. And if it's the time thing, it's like, well, no matter. I've just done this so many times, no matter what you're going to do, you're going to have to pick a time to work out."
Speaker A explains that regardless of the customer's decision, they will need to allocate time for the activity in question, which in this context is working out. This statement is meant to help the customer realize that the objection of time can be overcome with proper scheduling.
"Right."
Speaker B acknowledges and agrees with Speaker A's method of handling objections, which reinforces the effectiveness of the approach discussed.
"I just don't make decisions on the spot. I like to sleep on it."
The speaker references a common hesitation people have about making immediate decisions, preferring to take time to think things over.
"I used to think that I needed time to make decisions because I assumed that with more time, I would have more information, right."
This quote captures the speaker's past belief that more time would lead to better decision-making due to the potential for additional information, which is a common misconception they aim to address.
"All of the information that you're going to get about our program is, for me right now, sitting in front of you."
The speaker is making it clear that they are providing all the necessary information at the present moment, challenging the belief that waiting will result in more information.
"So what's your main concern?"
By asking this question, the speaker is directing the conversation towards identifying the actual issue or fear that is causing the hesitation to make a decision.
"You just make them confront the fear, and they're like, well, I don't know. Most time"
This quote illustrates the speaker's tactic of prompting the customer to face their fears, which often are not clearly defined, thus helping them to overcome the barriers to making a decision.
"So you're afraid that you'd give me money and then you'd sign up, and then you'd never show up, right. And then you'd just lose money, and then you wouldn't lose weight. Is that fair to say?"
This quote shows the approach of directly stating a customer's potential fear to get confirmation and address it head-on.
"So here's how we can fix that."
This quote introduces the transition from identifying the problem to providing a solution.
"You said that this amount of money means a lot to you, and then they're going to be like, they're going to jump on that."
This quote emphasizes the importance of understanding the customer's perception of the amount of money in question.
"A billionaire, and he gave me $1,000. I'd probably say, yeah, if he struggles with accountability, this money doesn't mean anything to him. But this money means something to you, right?"
This quote contrasts different people's valuation of the same amount of money to highlight the relevance of the money's value to the customer.
"Well, that's why we have a service guarantee. Meaning if you don't feel like you got the value that you paid for, I was like, I'll give you the money back."
This quote introduces the concept of a service guarantee as a reassurance to the customer that they will not lose out if the service does not meet their expectations.
"And so just like that, you can basically destruct or destroy anyone's like, I need to think about it. Excu"
This quote suggests that by methodically addressing each concern, the speaker can effectively eliminate a customer's indecision.
"Because the first thing is, you always push back with, what's your main concern?"
This quote emphasizes the importance of directly addressing the customer's primary concern in order to progress the conversation towards a sale.
"Then you can confront the concern if you keep going through those, and then you hit this brick wall of like, listen, I don't make decisions on the spot."
This statement reflects a common objection in sales where a customer is hesitant to make immediate decisions, highlighting the need for a strategy to navigate this resistance.
"You're mistaking the fact that you need time in order to make better decisions. But better decisions come with more information, and the only source of information is me right now."
Here, the speaker suggests reframing the customer's perception of needing time to decide, by asserting that informed decisions are made with more information, which the salesperson can provide.
"So let me answer any other questions you got."
This is an invitation to the customer to ask more questions, indicating a willingness to provide further information to help the customer make an informed decision.
"Okay, well, let's just confront what the main issue is, is a lot of times we don't want to make mistakes with decisions."
The speaker acknowledges a common fear of making the wrong decision, which is a significant psychological barrier in sales that needs to be addressed.
"Then you go, worst case. Worst case scenario, you overcome the risk of money, of them not adhering, and then you overcome the risk of you not delivering the service."
This quote outlines a strategy of discussing the worst-case scenario with the customer, specifically the financial risk and the risk of the service not meeting expectations, to preemptively tackle objections.
"Little sales, little sales. I don't know. Lightsaber tactics for you guys who are new to the game or older the game."
This phrase introduces the idea that the sales tactics discussed can be useful for individuals at any stage of their sales career.
"And if you're a gym owner who doesn't know what to do, go to idahohatemoney.com."
By directing gym owners to a specific website, the speaker provides a resource that is presumably tailored to their needs, suggesting a targeted approach to sales and marketing.
"You can check out 200 other gyms. And if you are in this group right now and you have not signed up for gym launch, you are crazy and you hate money."
This statement creates a sense of community and urgency by implying that those who have not taken advantage of the gym launch are missing out on a beneficial opportunity.
"And I'm about to increase the price. So you all better sign up."
The speaker announces an impending price increase to encourage immediate action, utilizing a common sales tactic of creating urgency.
"Love you guys. And if you're listen on the podcast. Sorry, there's wind in the background."
The speaker expresses care for the audience and apologizes for any audio quality issues, showing attentiveness to the listener's experience.
"Have an amazing day, lots of love, and I'll catch you soon."
This is a positive and warm sign-off, which fosters a friendly relationship with the audience and suggests ongoing engagement.
"Bye. Our channel."
The final words serve as a closure for the session and a reminder of the platform where the audience can continue to engage with the content.