5 Step Framework for Decreasing Sales Objections

You need to ask better questions in your sales calls so that you can reduce the number of objections that you face. Here is the sales call framework that George uses to reduce the amount of objections that we face at our own personal training gyms, INTENT91. 1) Doctor frame: asking a series of questions to effectively diagnose the problems that they are having. Ask the prospect: What is their goal? Why is this important to them? What have you tried before? 2) Echo: repeat back what your prospects say so that they feel heard and understood. 3) Felt feelings: find out why the prospect feels they need to change now, why does the pain of making the change outweigh the pain of staying the same? 4) Missing assets: What does the prospect feel that they need to help them overcome the problems that they are facing. It is really important to make sure to use the language that the prospect uses to deal with their problems.  5) Map offer: present your offer to the prospect and how it can help them to solve their pain. For example, if a prospect says that they don't know where to start, then say that you will provide them with guidance every session. Do not just list the features that your gym has! The prospect wants to know what specific elements of your gym can help them with their problems, they don’t care about any other features. If you need help generating prospects to help in the first place, then reach out to us at [email protected], hamperagency or dm us on Instagram @hamperagency.