How to handle Sales Objections Like a Pro
Handling objections in a sales conversation can feel like walking a tightrope…
Push too hard, and you’ll lose the client….
But handle it with confidence and finesse, and you have yourself a brand-new client.
Here are three of the most common sales objections you’ll face as a fit pro and how to handle them like a pro without coming across all Wolf of Wall Street.
- “I Need to Speak to My Partner”
It’s a classic objection, and most sales gurus will tell you to dig deeper and find the “real” objection.
They’ll suggest asking something like, “What is it you need to discuss with them?”
While this can sometimes be useful, it can also make the prospect uncomfortable, and in many cases, it pushes them further away from deciding.
The reality is that most people do talk to their partners about significant purchases, and pressing too hard can come off in the wrong way.
The key here is to give them space while maintaining control of the conversation.
Instead of cornering them, say something like:
“That makes perfect sense. I’d do the same. How about I provide you with all the details, and if you need any more information for your partner, I’m happy to follow up with both of you?”
This approach shows empathy, but it also keeps the ball in your court for a follow-up.
You’ll ease their anxiety while making them feel supported in their decision-making process.
By taking the pressure off, they’re more likely to make a thoughtful decision—one that often results in long-term clients.
Remember, when people feel forced into a decision, they’re more likely to quit early, but when they make the decision themselves, they stick around longer.
- “It’s Too Expensive”
When someone tells you, “It’s too expensive,” it’s rarely just about the money.
What they’re really saying is, “I don’t see the value.”
This means your job is now to make them understand why what you offer is worth every penny.
Here’s what to say:
“I understand this is an investment, and it’s important to make sure it’s the right one for you.”
Then, make a relatable comparison:
“Think of it like this: How many hundreds, even thousands, have you spent on quick-fix diet programs, gym memberships you don’t use, or fitness gadgets that sit in a drawer, never mind the time and effort you’ve wasted trying to solve this problem on your own.”
“With me, you’re paying for a custom plan tailored to your needs alongside the expert guidance and accountability that will accelerate your progress.”
This reframes the objection from price to value.
You’re helping the client see that what they’re investing in is not just another expense—it’s an efficient laser-targeted solution to a problem they’ve been struggling with.
- “Now’s Not the Right Time”
The fear of commitment, change, or even failure can make people procrastinate and hesitate.
But the truth is, waiting usually makes things harder.
Getting into shape, like many things in life, becomes harder the longer you put it off.
Here’s how to handle this objection:
“I completely understand—it can feel like there’s never a perfect time to start.”
“But here’s the thing: The longer you wait, the harder it will be to get started, both mentally and physically.”
“And in my experience, I’ve found most people are surprised how quickly they can see and feel the difference in themselves both mentally and physically, so the sooner you start rather than later is vital.”
Then, personalise the conversation:
“There’s always something going on—whether it’s work, kids, or life in general, and that’s why I’ll build your plan around all these areas of your life.
“It will be specifically designed to fit seamlessly into what you’ve going on right now and still be doable even in your busiest periods.”
The key is to help the client realise that there’s no perfect moment to start, but the cost of delaying is greater than the cost of committing today.
- Closing with Confidence
Handling objections isn’t about being pushy—it’s about guiding someone through their doubts and giving them the confidence that they are making the right decision.
Once you’ve addressed their objections, it’s time to close with confidence.
Here’s a simple, straightforward approach:
“Now that we’ve covered everything, are you ready to move forward?
If there’s still hesitation, circle back to their pain points and remind them why they came to you in the first place.
Finally, make sure to include a specific next step.
Whether it’s booking the first session or confirming payment, end the conversation with a clear action item:
“Let’s go ahead and get you scheduled for your first session. Does next Monday at 10 a.m. work for you?”
By using this strategy, you’re closing the conversation on a positive note, focusing on action, and positioning yourself as a partner in their success.
Handling objections is part of the sales process, but when done well, it can actually strengthen your client relationships and improve your retention rates.
Paul
