5 sales objections killing your closes (and how to fix them!)

If you’re getting a lot of “I need to think about it” after you pitch the price… it’s easy to assume the lead just isn’t serious, but most of the time, that’s not what’s happening 😬

They are interested.

They do want results.

They’re just not confident enough yet to say yes.

And that’s what objections really are: a lack of clarity + a lack of confidence.

The good news is you can prevent almost every objection before it ever shows up if you know what to listen for and what to ask earlier in the conversation.

Here are the five most common sales objections, and the simple fix for each 🛠️

1) “It’s too expensive.”

This almost never means “I can’t afford it.” It usually means: “I don’t see why it’s worth it.”

Don’t rush to defend your price. Instead, slow down and say, “Before we talk numbers, I want to make sure you can clearly see what this helps you do and why it works.”

Then connect your offer to their real life by asking "What does staying stuck cost them? Energy? Confidence? Stress? Health? Another year of starting over?" When the value is clear, the price feels fair.

2) “I need to ask my partner.”

This isn’t a problem at the end of the consult. It’s a question you should’ve asked near the beginning.

Try this question earlier in your convo, “Do you have support at home if you decide to do this?” and "Do they know you're here?"

3) “I don’t have time.”

Translation: “I’m scared I won’t be able to keep up.” Before you present the offer, ask: “What’s a realistic amount of time you can commit to fitness each week?”

Whatever they say, believe them. Build the plan around that. When your program fits their schedule, “time” disappears as an objection.

4) “I’m not sure about 6 or 12 months.”

This isn’t about time. It’s about uncertainty. If they can’t picture what those months look like, the commitment feels huge.

Fix it by giving them a simple roadmap that gets them excited about their dream outcome. When they can see the path, they stop fearing the timeline.

5) “I don’t like working out.”

This one is gold because it gives you a chance to say, “Perfect. You don’t need to love workouts. You just need a plan that works for your life.”

Then reassure them, “We’ll find movement you don’t hate, build confidence fast, and keep it simple.”

People don’t need to love training… they need to feel like they can succeed.

Drop it in the comments which objection you hear most right now 🫠

25 comments

The Elite Trainer Academy

skool.com/the-elite-trainer-academy

This community is led by Mind Pump, the #1 fitness podcast in the world, and built for trainers who want to consistently earn a 6-figure income 💸

Leaderboard (30-day)

+57

+50

+47

+31

+26