5 Step Framework for Decreasing Sales Objections
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01/13/25 • 12 min
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.
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.
Previous Episode
How to Generate More Leads in 2025
In order to generate more leads, you need to have an effective marketing plan in place.
Here are Miles top 5 tips to generate more leads in 2025:
Tip 1: Have a clear marketing message. You and your entire team should be able to answer concisely: who you help and how your gym helps them.
At INTENT91, our own personal training gym, we specialise in helping those over 40, increase their strength, fitness, reduce aches and pains and boost their energy levels in our friendly, non-intimidating personal training gyms.
Tip 2: Pick a platform and dominate it. Whether that be paid ads, organic Instagram or something else. Your entire marketing strategy should be focused on helping that main platform grow.
Tip 3: Consistency is key. You need to stick with your target audience and become the go to SGPT gym that helps people in your specific niche.
Tip 4: You have to ask people to consistently buy from you. No one particularly likes this part, but it is essential for your gym to grow.
Tip 5: Have a good sales process. At the end of the day, your gym will fail if no one buys from you. A good CRM is a good place to start, making your entire sales process seamless.
Listen to this podcast to go in detail for each step, leaving you with a good strategy to generate more leads in 2025.
If you want more help generating leads in 2025, then reach out to us at [email protected], hamperagency or dm us on Instagram @hamperagency.
Next Episode
3 Instagram Posts That Attract New Leads
Instagram has been a game changer for us at our own personal training gyms, INTENT91, for helping us to build our brand and attract prospects.
To get the most out of Instagram for your own small group personal training gym, you need to first be super clear on what target audience you help and how you help them.
Once you are clear on your target audience, you can start posting consistently.
Here are 3 posts that you can create each week to grow your brand and attract prospects on Instagram:
Your first post each week should be a value post that provides a solution to a specific problem that your target audience faces.
For example, if you are targeting people in their 40s, 50s and 60s, you could post a video about 3 ways to reduce lower back pain.
The second post should be social proof. Prospects want to see proof that you have helped people like them before.
You do not need to make a video testimonial each week, something as simple as a card you’ve received from a client and how you’ve helped them can be a post.
Finally, you need to have one personality post a week. Everyone is unique.
Personality is the main differentiator that can help you to stand out in the competitive gym industry.
Consistently stick to this posting regiment and you will build a clear brand that helps you to attract prospects to your gym.
If you need help creating a clear brand in the first place, then reach out to us at [email protected], hamperagency or dm us on Instagram @hamperagency.
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