$97 Playbook Objections

Question 1

Can I think about it?

Answer 1

No way (punch and dont talk)
I have a 4:30pm and 5:30pm tomorrow...What time works best for you?

Question 2

Can I talk to my spouse?

Answer 2

What do you need to talk about? Its only $97. We can have him on the next call.
I have a 4:30pm and 5:30pm tomorrow…What time works best for you?

Question 3

That cost too much

Answer 3

But it doesn’t really; No way; It’s not though
Pause
Cuz you are getting….
Clarity on what is going on and where you need to go from here
You have everything to gain, and nothing to lose, but those ___lbs so lets get you set up!
I have a 4:30pm and 5:30pm tomorrow…What time works best for you?

Question 4

I didn’t know it was going to cost anything

Answer 4

Oh yeah… it does. (assume the sale)
So, let’s get you set up!
I have a 4:30pm and 5:30pm tomorrow…What time works best for you?

Question 5

Can you give me a ballpark?

Answer 5

Number doesn’t even matter. Get out of your head. We’re talking about changing your life.
I have a 4:30pm and 5:30pm tomorrow…What time works best for you?

Question 6

YES, IT DEPENDS

Answer 6

Totally, but ya know NAME - keep in mind, you set aside a budget for things that got you here. Right? So really what we’re doing is re-allocating… we’re taking the time, money, focus, and effort you’ve put into other things that’ve held you back…and now…we’re putting it into something that’s actually gonna help you. Ya Know? SO…I just need to know if you’re willing to do that. That’s all.
I have a 4:30pm and 5:30pm tomorrow…What time works best for you?

Question 7

I WANNA TALK TO MY PARTNER

Answer 7

OOHH! That’s perfect. Here’s what we’re gonna do. Let’s book in the call..
And we have a video that’s specifically designed to get your partner on the same page with you about the program and I’m gonna send that to you right after our call along with the homework, ‘cause I know how important that is. Cool?
I have a 4:30pm and 5:30pm tomorrow…What time works best for you?

Question 8

HOW MUCH DOES IT COST? 1

Answer 8

Great question! Again, I need to understand like a doctor. I’m never going to give someone a price until I understand FULLY what’s going on so look, let’s get your call booked, we’ll pick the date and time, and you can bring all your questions about the program and how I work to the call, and you know what, if you don’t like it, it costs you nothing.
I have a 4:30pm and 5:30pm tomorrow…What time works best for you?

Question 9

HOW MUCH DOES IT COST? 2

Answer 9

I’m not going to give you a price because I don’t know enough about you, but put it this way, if you don’t like it, it costs you nothing.
I have a 4:30pm and 5:30pm tomorrow…What time works best for you?

Question 10

What’s it gonna cost me later?

Answer 10

I can tell you this much, it’s more than $1, but less than a million so let’s get you set up.
I have a 4:30pm and 5:30pm tomorrow…What time works best for you?

Question 11

HOW MUCH DOES IT COST? 3

Answer 11

Realistically, what that means is going to be different for every client I work with, if it wasn’t then I wouldn’t be providing the results that I say I’m going to.
I have a 4:30pm and 5:30pm tomorrow…What time works best for you?

Question 12

HOW MUCH DOES IT COST? 4

Answer 12

Considering that I’m sure you can understand why I don’t quote pricing upfront. I don’t sell cookie cutter plans and I don’t give the same program to all my clients. I get on the phone with you to find out exactly where you’re at, where you want to go and what we need to do to get you there. I actually care about customizing your plan and getting you results and that looks different for every person I speak to, so are you down to book a call so we can figure that out together?
I have a 4:30pm and 5:30pm tomorrow…What time works best for you?

Question 13

HOW MUCH DOES IT COST? 5

Answer 13

Just like a mechanic I won’t be able to give you the right price until I see what is going on in the engine. After we meet I will know what program that is best for you. So you have nothing to lose but some body fat.
I have a 4:30pm and 5:30pm tomorrow…What time works best for you?

Question 14

HOW MUCH DOES IT COST? 6

Answer 14

Great question! Again, we are going to need to understand your situation.. like a doctor. I’m never going to give someone a price until we understand FULLY what’s going on so you can bring all your questions to the call tomorrow, and you know what, if you don’t like it, it costs you nothing.
I have a 4:30pm and 5:30pm tomorrow…What time works best for you?

Question 15

WHY DO I HAVE TO GO ON A SECOND CALL?

Answer 15

So the reason I do this is because I want to set expectations with potential clients and let them know what to expect if they work with me.
I’ve found this way I can be way more involved, build deeper relationships, and make lasting changes.
I have a 4:30pm and 5:30pm tomorrow…What time works best for you?

Question 16

I want to sign up for the gym

Answer 16

Great question. We decided to sell it because what we found through COVID is that there’s 168 hours in a week.
And basically people would come in to work out for three maybe five of those hours so there were still 165 to 163 other hours of the week that were actually influencing the results.
So with, with COVID and shut downs and everything like that we wanted to make sure that people we work with had a game plan in place to be able to execute, even when things weren’t going well.
So we want to make sure that you’re able to get your workouts and crush it even if everything’s shut down.
And if you have a place that you can go that’s open that’s just a bonus.
So we want to make sure you’re executing on a level that’s high, even if everything’s falling apart that way when things do go smoothly we really excel.
Does that make sense?
I have a 4:30pm and 5:30pm tomorrow…What time works best for you?