Handling Objections - Challenger Prospects

HANDLING OBJECTIONS - CHALLENGER PROSPECTS

Remember, you always want to keep the conversation going with a follow up question!

1) Already Have A Shake / Doesn't Believe in Shakes 

- I Already Have A Shake:  

I totally understand! I am all about using what I already have and not wasting money.  But here is the thing...  your body is not a garbage can! I've looked at the ingredients of a lot of protein powders and it's not good quality stuff you want to feed your body! Check the ingredients. If there's soy protein in there SEND IT BACK! Ask for a refund! Or just toss it in the garbage. Check this article and you'll see WHY I'm saying that.. "http://www.livestrong.com/article/338896-the-dangers-of-soy-protein-powder/

Not trying to bash another company. But I would feel guilty if I DIDN'T tell you about that. You don't have to use Shakeology, but I would toss that stuff in the garbage! It's scary what I see other companies put in their "health" shakes!

- Another approach:

One thing I have discovered as I have looked into other shakes and that people don't seem to realize is that Shakeology is NOT just a protein shake, but is a complete meal replacement with so much more to offer than most other shakes. I don't know of another shake that can say it is packed with 23 vitamins and nutrients without ANY strange additives or sweeteners. Did you know that there are OVER 70 Superfoods in Shakeology alone? 　

-And then there is this article that is Super informative about the difference between some of the shakes and Shakeology from someone who KNOWS about nutrition.

http://seaystanford.com/gnc-lean-shake-mega-vitamins-vega-one-and-shakeology-comparison/

- I don't believe in Shakes or prefer to just eat healthy:

I felt the exact same way! I agree that getting healthy HAS to be something that you can continue with and keep doing. No quick fixes. In a perfect world, we would all be eating and juicing loads of fresh organic fruits and vegetables, eating clean proteins and carbs and have truckloads of exotic super foods delivered to our door daily to boost our health and internal eco-system. But thats not the norm. Its not my norm, anyway. I’m a married and busy mom of four and am lucky to get a healthy meal on the table for my kids by dinner time! So if I can throw a $4 scoop of everything I need in a blender to save me time and get the same quality natural ingredients without added chemicals, then Why Not?

-I am sure you have heard people say that it is their Healthiest Meal of the Day, but for me it is much more about the time and effort it takes to making a healthy meal! But for me... It is my Brainless Meal of the Day :) I do not enjoy spending hours in the kitchen, or even 30 minutes, but I KNOW how important nutrition is to getting and staying healthy. Shakeology for me makes it possible to actually eat healthy when I other wise wouldn't.

- I completely see your point and for me! I LOVE to eat food so the thought of not getting to eat, but having to drink a shake, was hard for me as well. BUT... I know you are super busy with _______________ and often times skip meals because of the lack of time you have to make something, but this makes it so that you can have something quick, easy, super healthy AND filling without just skipping a meal or eating out. Trust me... the shake is a way better option :)

2) It's A Fad & I'm Not into 'Diet Programs' 

That’s SO good to know that you aren’t into doing “diet’s” I’m not either! So, let me give you a little background, Beachbody has been around since 1998, and P90X has been around since 2005. This isn’t a “quick fix” or “fad diet.” This is a way of life, being able to workout in your own home each day, with a daily dose of dense nutrition is how I LIVE. I don’t starve myself, I’ve learned to eat right and exercise and I’m trying to teach others the same thing.

3) I Already Have A Gym Membership 

OK, so one of the common objections you might see from challengers is, “I already have a gym membership.” This is where it is SO important to know your customer, before you invite them. Maybe they have already expressed their frustration with losing weight. Maybe they have already told you that they are so busy, they can’t make it to the gym, or maybe they have told you already that they are struggling with seeing results.

Prospect: Oh, your challenge groups sound awesome, but I already have a gym membership.

Me: Thats okay! I know earlier you mentioned that you aren’t seeing results. What type of workouts are you doing at the gym?

Prospect: I usually do the elliptical for an hour, and then a few weight machines.

Me: Girl! I totally understand! I used to go to the gym as well! And, pretty much did the same workout! I can totally see the frustration with spending so much time there, with no results. Thats actually the reason I switched over to Beachbody DVD’s. It is like I have my own personal trainer in my home. They walk me through what exercise to do, so I don’t have to guess what machines to do. It is also much cheaper than hiring a personal trainer, and so much better with my schedule.

OR, you might have someone that has a gym membership, and is just a gym junkie and they love it. That is OKAY! Some people just need to get out of the house and into the gym!

Prospect: I actually do all of my workouts at the gym, I love it.

 Me: I totally understand! That is totally allowed in my challenge groups. Usually what I recommend in that case, is to just get a program that you can have at home incase you can’t get to the gym. Lots of people like to do PiYo on their days off. Great stretching and core exercise!

If they are still against that, I would just have them stick with Shakeology HD! If someone is already seeing results with what they are doing at the gym, I never try to talk them out of it!

I just share how Shakeology and my challenge group can help them!

4) I Need To Save Money / It's Too Expensive 

Start by relating...share your story or someone else's on how this was a sacrifice, but they made it work. For me: "I totally understand how you feel. When I first started I said no 3 times because it was a stretch for us to just up and pay for this. But when I really was honest with myself,I realized I didn't want to make that "risk" because I was afraid this would be just another thing I would fail at. I didn't want to sacrifice the money we did have on something that wouldn't work. But then when I saw a friend's transformation from HS, it hit me.I didn't want to wait for MY transformation. I wanted to feel good NOW! I was sick and tired of being sick and tired and so I made it work! I signed up for the coach discount and I stopped buying certain food items to make Shakeology fit in our grocery budget. Which it did! It's been my lunch every day for 2.5 years!

I just want you to know you can do this and I promise to be there every step of the way to help you. Do you think there are tweaks you could make in your grocery budget or some ways you could save so we can start your transformation? Would you be interested in the coach discount option?"

5) My Spouse Wont Let Me 

A lot of times this is just an excuse because THEY don’t want to make that move. You don’t want to persuade them to go against their spouses wishes. Ask them when their Birthday is… recommended they ask for it for a gift. Recommend that they start saving some a little bit at a time to go towards a Challenge Pack. Ultimately you don’t want to put stress on a marriage. More than likely she will keep watching you and decide that it’s important enough to her to confront his or her spouse about it.

6) Ignores You. Or Agrees, But Ignores When It's Time To Order 

Already FORMed at sent direct link to order and said they were going to:

Message 1:

Hey girlie... I can't believe Bootcamp starts in 1 week! Woohoo! Are you excited or what? So what can I do to help you? You have any questions?

Message 2:

Hi ____! Just wanted to send you a quick reminder that tomorrow's the deadline to order and secure one of the last spots in the Bootcamp to ensure you get your challenge pack in time for the start date.  If now's not the right time, that's totally fine... no hurt feelings.  ;)  But let me know so that I can be sure to give the spot to someone else who's been waiting.  XO!

Message 3:

Hey ____! So I'm starting to feel a little like that annoying person that you wish would just leave you alone. I promise that I am NOT trying to be that person. Haha. So I'm just going to assume that you're just not interested anymore. No worries. I'm still here for you if you EVER need anything or if you change your mine. ;) I hope you have a fantastic day!  (I get a response back about 90% of the time... and it doesn't matter whether it's a yes or no. It only matters that they responded. ;)

*Tip: Just remember to NOT take it personal when someone tells you no. From my experience, and the experience of MANY other coaches, NO just means "not right now" because now they're going to continue to WATCH you. They almost always come around and start asking YOU for more information... the table turned. Also, remind them that you are not going anywhere and you'll be here when they're ready. (It's not about when the time is right for YOU... it's about when the time is right for THEM... and you can't force them to do something they're not ready for.)

7) I'm Scared That I'll Fail 

Start by asking them what about failure scares them. Sometimes it's that they are afraid they're going to waste their money, in which case just assure them about the 30 day money back guarantee. And other times it's that they have tried so many things in the past and they know they'll either give up to easily or they tried things that weren't actually legit. They're afraid of repeating the same mistake!

Here's what I say:

Don't worry! I totally understand how you're feeling. A lot of people feel that way and I did too when I first started. Sure there are going to be times where you don't reach your exact weight loss goals and there will be times when you struggle to finish workout or to stick to a meal plan. You are human and it happens to everyone! But you know what's so great about this program? I GOT YOUR BACK! You have me to coach you and cheer you on each step of the way. And I'm not going anywhere. And not only that, but you have my next support group. This is a group of people who are going through this WITH you. I can tell you that peer support is a game changer for so many people. It was for ME! The truth is, it's easy to get motivated, but it's much harder to stay motivated. And that's where that challenge group is going to be vital for your success. The programs, the shakeology, the meal plan...that stuff really DOES WORK, and now you have the support you've been missing so that you can take those amazing beachbody tools and implement them in your life, day after day, until you get results. Does that make sense?

(End with a follow up question!)