🎯Overcoming Sales Objections Using 3 Proven Frameworks
In this training, we break down how to effectively overcome the three most common objections in fitness sales: “I need time to think about it” “I need to talk to my spouse” “This sounds expensive” By proactively framing conversations with the right psychology, you’ll prevent most objections from arising — and close more sales with confidence and integrity.
🧠 Why This Matters
Handling objections isn't just about clever rebuttals — it’s about framing the decision in a way that reconnects the client to what they truly want. Each framework is designed to:
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Prevent stalls before they happen
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Build trust without pressure
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Create emotional buy-in
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Make the value undeniable
🚧 1. TIME Objection: “I need to think about it.”
Core Belief to Share:
🗣️ “Time doesn’t help us make decisions — information does.”
Script Framework:
“I totally get that — I used to do the same. But I remember a coach once told me:
‘Time doesn’t help us make decisions. Information does. And since I’m the source of that information, the best way to decide is to walk through it now — together.’That moment changed my life. It helped me stop avoiding decisions and start putting myself first.”
Key Close:
“So let me ask — what’s the piece you’re still thinking through?”
✅ Outcome: Moves the buyer from hesitation to clarity and action.
❤️ 2. SPOUSE Objection: “I need to talk to my partner.”
Core Framing:
Frame the partner as supportive — or reveal they aren’t — in an empowering, respectful way.
Script Framework:
“Quick question — do they know you're here today?
Do they know how much this has been bothering you?
And do you think they know that you want to finally solve this and be happier?”“Sounds like [Partner Name] is supportive, yeah?” (Watch their reaction)
“So let’s go ahead and reserve your spot. I’ll even carve out time to personally connect with them, walk them through the plan, and make sure everyone’s on board.”
Bonus:
Offer to bring the partner in for a consult or workout — show that you’re on their team.
✅ Outcome: Builds trust while moving the buyer toward self-ownership.
💰 3. MONEY Objection: “This is a lot of money.”
Core Reframe:
They’ll spend that money anyway — just not on something life-changing.
Script Framework:
“Totally fair — it is an investment. Thing is, you’ll spend that money over the next couple months anyway… maybe on dinners, clothes, nails — things that won’t change your life.
Or, you can invest in something that makes every night out better, every outfit fit better, and gives you energy and confidence that changes everything.”
Power Close:
“If all this did was help you lose 12–15 lbs in the next 6–8 weeks…
…fit into those old jeans again…
…feel like you again…How much would that be worth to you?”
✅ Outcome: Deepens perceived value and connects emotionally to results.
📌 Pro Tips
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Always ask permission before delivering the frame ("Can I share something with you?")
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Personalize the examples based on the client’s goals, pain points, or spending habits
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Use small agreements (“Does that make sense?”) to build momentum
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Practice these with your team until they feel natural