Health & Fitness Coach
COACH TRAINING GUIDE

Step 9: Responding to and overcoming objections
Responding to and overcoming objections
Now that you have come this far in this coach training guide, you should have several conversations going with people. This is what it is all about! 80% of your time should be spent engaging in one-on-one conversations. As you converse, you will get some objections, and that is okay! If you are not hearing any hard “No’s” then that means you aren’t talking to enough people!
So, let’s talk about these objections. We all get them, we always will, and it is how you handle them that will determine the success of your business! Keep in mind that objections are typically not personal. The fear of rejection and what people think can be the most debilitating thing when it comes to growing our businesses. The key is to face them head on and learn to overcome them. “No” does not always mean no ... it just means they aren't ready right now. You have planted a seed and as long as they keep watching your consistency on social media they will probably come back around. There is no such thing as a wasted post or invite! You never know who it might reach or what impact it may have on your business down the line.
Three tips for overcoming objections
1. Use the Feel-Felt-Found method
This is a simple and effective way to empathize, share a connection, and encourage them all in one step!
Example: “I know how you FEEL about not having the time to workout, I FELT the same way, and what I FOUND was a workout that was less than 30 minutes I could fit in several times a week and it has made a huge difference.”
2. Ask good questions
You need to find out what they really WANT in order to offer a solution that will feel right to them.
What are they looking for? Nutrition? Fitness? Accountability? Community? Convenience? You have a solution that could address any and all of these and more!
3. Help them see the value
Most people hesitate to buy if they don’t think they are getting a good deal. Take time to explain how a challenge pack is a huge savings considering everything that comes with it. The nutrition programs (2B Mindset and Ultimate Portion Fix) can be life changing and are basically thrown in for free. You get BOD for an ENTIRE YEAR! Access to the group is actually free, and that is what keeps people motivated to keep going. And there is a 25% discount available. And if they get a few friends to join them they can actually earn their money right back again! There is so much to talk about to help people understand the value of what they are getting, and if they see the value they will be much more likely to purchase.
How to overcome price concerns
The most common objections are the ones related to money. Here is a good video that addresses this topic that I think you will find helpful.
"How to Overcome Price Questions" with Micah Folsom
Help! I don't know what to say!
Below are some of the most common objections you will here and some examples of how you could potentially respond to them. As always, these are just examples, so use them for inspiration and make sure you change them to fit the conversation you are in and to be in your own voice.
The "No thanks"
Remember that many times when people say no, and we take the pressure off and share with them we totally get it, they change their mind. Why? Because they feel cared for, and not pressured. Consider every “no” a “not right now”. Send them off with love and the knowledge that you still care about them. Leave the door open for an invite down the road. Trust me… these people will watch what you do and they will come back. They are just not ready to commit yet. But when they are ready, if you leave the conversation with adding value, they will remember, and come to you when the time is right.
Example 1
That’s absolutely okay. Sometimes it’s just not the right time or fit. I’m here for you either way if you ever want to talk about your journey and please feel free to keep up with mine on social media if you’re interested! And if you ever change your mind, know that I will always save you a spot in my groups!
Example 2
That’s totally cool! I know it’s not a fit for everyone, I just wanted you to know about it in case it was. Since it’s been such an incredible thing in my life I get excited and just want everyone to have the same great experience! Feel free to reach out to me if you ever want encouragement or help!
"I don't have time"
Many times this comes from fear of failure. People are too afraid that they aren’t going to be able to keep up, or that they may fail at their attempt to get into shape…again. We know that our challenge groups and programs are one of the easiest ways to stick with it so this is a perfect opportunity to help them see that for themselves!
Example 1
I know how you feel! Sometimes it’s like if there’s one more thing on my plate I might lose my mind. I felt the same way but I also knew something had to give. I had to find a way to make my health a priority in my life so I could feel better in my own skin. I found that doing it this way saved me so much time because I could do my workouts at home (in just 30 minutes) and didn’t have to waste time driving to and from a gym or studio. I could fit it in whenever I had the time! I didn’t have to worry about childcare, I let my kids play while I did it or waited until they were sleeping. Then I’d check in with the group from my phone when I had a minute and that connection helped to stick it out because I didn’t feel alone. Do you feel like you could prioritize your health and find just 25-30 minute a day?
Example 2
I love to stick with the short programs because I’m like you, I don’t have hours a day to spend on this (and I wouldn’t want to work out that long anyway! Haha!). I can tell you about some of my favorite programs that have 30 minute or less workouts! Do you think you could squeeze those in?
"It's too expensive"
When someone tells you that they don’t have the money what they are really saying is “I don’t see the value.” Most middle-class Americans will go to Target for a scarf and “accidentally” spend 150 dollars on stuff they don’t really need. Most people can find the money, but only if they understand the value of what you are offering.
Respond with the FEEL, FELT, FOUND method because odds are you thought it was pricey too. Explain how you made it work and what you discovered about the real value of it and the positive changes it has had in your life! Leading with your own experience and story is the absolute best way to respond to a price objection.
Example 1
I totally understand your feelings about the cost. It was definitely a hesitation of mine initially too and prevented me from trying it for the longest time.
I found though, that when I actually broke it down, it only cost about $4 a day. It’s important to remember that you’re paying for a whole month's worth at once, so it seems like a lot! I would encourage you to think about it as a replacement cost, not an additional one. Is there anything you spend $4 a day on now that could be replaced with this? For me, it was a meal! I drink my shake every morning for breakfast (which helps me save a ton of time AND money). So now I'm actually spending less money on food than I was before and gaining a ton of nutrition.
I don't want to pressure you AT ALL. So, if you’re still not interested, I totally understand. I just want to make sure you think about it because it has honestly changed my life and I want that for others.
Example 2
I totally know how you feel! When I first heard the price I was like no way! Haha! But when I broke it down, it’s about $4 per day and since I drank it for my breakfast I just considered it part of my grocery budget since it was replacing a meal I was already eating. Plus, I realized it was providing my body with so many nutrients I just wasn’t getting in my normal diet and I felt so much better after drinking it! Why don’t you try it for 30 days and if you don’t feel like it’s worth it you can return it (empty bag and all) and get your money back? If you decide you like it (which 95% of my participants fall in love with it!), I can sign you up as a preferred customer and you can get 25% off!
Example 3
I totally understand how you feel (because I felt the same way!), but it’s actually not as expensive as you think. For example, I used to go out to eat every day for lunch, spending anywhere from $7-$9 at places like Chick-fil-A and Panera Bread, not knowing if I was taking in something healthy or not. When I started replacing those lunches with Shakeology, costing me just about $4 per meal, I was saving money and now sure I was taking in something that was going to help me stay healthy and in shape.
Example 4
I know budget is important to you but I remember you saying how much you need to get motivated and kick it into high gear. I can tell you how I’ve made it work. I cut out fast food for a month and quit buying trinkets at Target and quickly made up the difference! Plus….I’ve found having a little skin in the game helps me to stick it out. That’s why I never stuck with the gym or anything else I tried. I didn’t feel invested. Anyway...just some extra things I’ve learned from my own experience :)
When people ask about cost before you've even started a conversation
Example 1
I would love to chat with you about more details, but would you mind sharing your main health and fitness goals with me first? What would you like to achieve?
and after they respond ...
If you were to (insert their goals here) and feel better about yourself, gain back your confidence and realize your potential, would that be worth the initial $160 investment?
Give yourself a shot at this. Go all in and commit. Invest in yourself. I will be here to help you reach your goals and make your investment count. We will be in it together!
"I don't want Shakeology, just give me the programs"
Example 1
Yeah, I was skeptical about Shakeology too. I actually did research for MONTHS to try and convince myself that I didn’t need it when I got started. I was the “I like to chew my food & none of those shakes work” person. Finally, I couldn’t find a reason not to try it. 2 years later, here we are. I still drink it every day and I’ve NEVER been this healthy. It’s going to come with your kit & if you end up not loving it, you can get all of your money back, no questions asked. Does that put your mind at ease a little bit?
Example 2
Typically, I reserve spots in my challenge groups for people committing to both the workouts + shakeology. I've just found those that go all in have so much more success and see much faster & more sustainable results!
I wasn’t into shakes either, but it’s been a game changer in my overall health and nutrition. I actually stopped taking my daily vitamin because it has the digestive enzymes, prebiotics/probiotics, antioxidants, and immune support my body needs.
If you have cravings, feel tired, are not eating enough veggies, and not eating a properly balanced diet – I definitely encourage you to give this a try for 1 month. I know you’ll feel a significant difference in your energy levels and just how you feel overall. Would you be open to trying it?
"I’ve tried Shakeology in the past and didn’t like it. Can I just order the workout and not shakeology?"
Example 1
You can, but typically my challenge groups are for people committing to both. What flavor did you try before? Usually it’s just an issue of how you are making it or even trying a different flavor. I’m happy to help! I have a ton of great recipes and it really makes such a BIG difference in people’s results. Plus it has a bottom of the bag guarantee so even if you use some of it this time and still can’t find a recipe you love, you can always return it for your money back :)
"Can I just use my XYZ shake?"
Example 1
I don't know much about those shakes, but I do have participants in my challenges that incorporate protein shakes in addition to Shakeology. The reason I love it is because it’s 100% all-natural with no artificial ingredients or sweeteners. It has helped my energy levels so much and really curbed my cravings too. Since Shakeology is not just high in protein, it has replaced my daily multivitamin and probiotic and I honestly have never felt better since drinking it everyday.
It truly has been a game changer for me as I’ve seen my body transform. It may be something you want to consider when you run out of your protein shakes. I do have all of my challengers incorporate shakeology into their nutrition so I can ensure their success and help them get the BEST results! If it's something you're not quite ready for yet, I totally understand! I'll add you to my on-going accountability with fitness tips, nutrition, and motivation. Just let me know!
"How is it different than my other protein shake?"
Example 1
Look past the protein, carbs, & fat content and look at ingredients. Things to make sure your shake doesn't have: soy (especially soy lecithin because it's wreaks havoc on metabolism and thyroid), artificial ingredients (causes issues with focus/mental clarity), or artificial sweeteners like sucralose, aspartame, phenylalanine, Splenda, sorbitol, xylitol (spikes blood sugar and increases fat storage).
The BIG difference with Shakeology is its superfoods blend. It contains antioxidants, digestive enzymes, pre & probiotics that help absorption of nutrients, phytonutrients that detoxify, & adaptogens that help protect body from stress and support immune system.
"I already go to the gym, so can I just have Shakeology?"
Example 1
Oh yeah, you're gonna LOVE Shakeology! I drink it every day! I know you love the gym and that's totally cool, but if you ever have a day where you don't feel like dealing with traffic, or weather, or PEOPLE (haha) you might want to check out some of the cardio-based programs that are definitely more fun than the treadmill. Besides, scooping up a Challenge Pack is close to the same price as a bag of Shakeology! Have you seen any of the free sample workouts?
Example 2
The Challenge pack is definitely more bang for your buck. You get a bag of Shakeology, streaming access to ALL the workouts for a full year, AND a free coach upgrade if you ever want to sign as a coach for the Shakeology discount or perhaps turn your results into an income-earning opportunity like I did. What kind of workouts do you like?
"Nothing has ever worked for me" (gym, trainer, Weight Watchers, etc.)
Example 1
I totally know how you feel. Most people are a little apprehensive about investing in a program for themselves, especially when they haven't been successful in the past. I've been there and I totally get it because I felt the same way. But from my experience, the accountability of the group and my coach (who refused to let me fail!) made all the difference in the world. Plus, it was comforting to know that if it didn't work for me, I could return my entire program for a refund, no questions asked. It just seemed risk free to me so I thought I'd give it a shot. Best decision ever.
I know that it might not be the right time for you now, but I really believe you will get results, and a jump start to a lifestyle change. Whatever you choose, know that I am here to help you reach your goals!
"I'm concerned about the autoship, I don't want a subscription"
Example 1
I know the autoship option made me nervous in the beginning as well and I almost didn’t buy my challenge pack because of it! But, once in the challenge group I make sure to give my challengers all the information they need to cancel their Shakeology or to get it at a discount if they decide to keep drinking it. It is super easy to cancel and can be done via online chat or the phone. So you don’t need to worry about that, I could even send you the cancellation link ahead of time!
"I'm just not good at committing to or sticking with these types of programs"
Example 1
That is perfect! Haha, no really! This is where the magic of the challenge/accountability groups comes into play. Not only is the group there to provide you tips, tools, resources, and recipes but it is there to help you stay accountable. This journey is hard for all of us so to have a safe space to share our success and failures is key to your success doing this program. It is also a supportive community so on that day when you gave into temptations we are all right there with you encouraging you to get back on the horse and not let one little mistake define your entire program progress. It really is an incredible community that will support you through the entire program!
"I am too big (or too out of shape or too injured) to start this program"
Example 1
That is the beauty of all these programs, they all include modifiers! So no matter what your current fitness level you will be able to complete the workout. Plus most workouts are only 30 minutes so even if they feel difficult it is only 30 minutes and then you are finished :)
When people just don't respond at all ... ghosting!
After a couple of follow ups of reminding them of your upcoming group, you can cut them loose. It's a low-pressure and friendly way of clearing the air. But … it is CRITICAL that you continue to post and show up on social media because most likely she will continue following you and they usually do come around eventually.
Example 1
Hey girl! I know your goals are important to you and I'd LOVE to help you reach them, but maybe now isn't the best time for you. Would you like me to keep you posted on a group in the near future?

Take time now to organize some of this content
If you liked any of these examples, you can cut and paste them into your phone or bookmark this page so you can refer back to them later.
Take time now to think about how you want to explain the value
Do you know how you would respond to someone who asks you why a challenge pack is so expensive? Or what all is included in a challenge pack? If not, take time now to further educate yourself and be prepared to respond with confidence to these questions!
Continue reaching out to the people you know
Keep working on striking up more conversations with people you know. Sometimes you need to talk to over 50 people just to get 3 or 4 to sign up, that is perfectly normal, so keep posting and keep inviting!