Ok so if we don’t handle it like Danny McBride’s character in 'Foot Fist Way', how do we handle this objection?
You could let the prospect walk out the door without a membership hoping that after they go to your competition they still feel warm and fuzzy about you. The truth is that probably won’t happen no matter how warm and fuzzy they were about you before they left.
Let me teach you what I call the “Search Is Over Close.” Before I share it with you though, let me tell you when this close won’t work.
It won’t work by itself. You deploy it in conjunction with the rest of my A.O.S.M. sales system.
It won’t work if your prospect does not genuinely like your gym or your program. You’ll hear me say it many times, “There isn’t a good selling technique for a bad program.” That’s called a con job.
It won’t work if your prospect does not believe you can help them accomplish their goals. No trust equals no sale.
Last but not least, and this may be a bit obvious, but it won’t work if you don’t truly believe in yourself and your program. Having this belief is crucial to applying the “Search Is Over Close” when someone gives you this comparison shopping objection. If you don’t have this belief in yourself, go get you some Tony Robbins and come back to this blog post later!
Aight, I hear you! “Let’s get to the close already!”
There are two steps.
Step 1) Verify that they like your program and it’s affordable to them.
Step 2) Use the “Search is Over Close” to get a commitment.
The conversation may go like this:
You: “Mr. Prospect, you liked our program and you’ve selected a membership option that fits within your budget correct?”
You: “I understand that you want to check out our competition prior to becoming a member here. Is that right?”
You: “Ok, great. I agree with looking around for the best program at a price that is affordable and within you budget. That’s ultimately why we look around right?”
“I mean let’s say you’re looking for new apartment or new house. You might look at a few different spots. Then you find “the one.” What happens when you find “the one?”
Prospect: “You sign the lease, you move in,” etc, etc.
You: “Exactly, you stop searching. The search is over because you’ve found the one you were looking for. Correct me if I’m wrong but that’s what you’ve found here with this membership. You’ve found a program that can help you and that you said you liked. In addition to that, you also acknowledged that it’s affordable and fits into your budget. The search is over. You’ve found the right program for you at the right price for you. Isn’t that correct?”
Prospect: “Yeah, I get your point. I guess you’re right.”
You: “Ok, great. Welcome to the club. How would you like me to set up your membership, by credit card or by check?”
The reason that the “Search Is Over Close” works so well is because it makes sense! When you’ve found what you’re looking for, you stop looking. If they prospect didn’t tell you that he liked what you have to offer and can afford it then that’s a different story. But you got all of the green lights to sell him a membership.
Now close the sale.