SZ Script:
AIRHUA

The final step in closing a sale is mastering the art of overcoming potential objections. The demo is designed to help identify and address these objections proactively. However, prospects may still express hesitation regarding the price after you have presented the membership offerings. In this section, you will learn effective techniques to overcome any objections and encourage the member to get started today!

AIRHUA

AIRHUA is an acronym representing a closing technique that has proven effective over the years. By following these steps, you can successfully acquire new business while maintaining relationships with existing members. AIRHUA serves as an excellent method to maintain control of the conversation when addressing objections.

A - Acknowledge/Agree

The first step in overcoming an objection is to acknowledge the concerns presented by the prospect and demonstrate your understanding of them. Remind the member of their initial motivation for visiting, and then inquire about which membership option they are considering.

I - Isolate

Next, it is essential to identify the specific issue at hand. Individuals may not always articulate their concerns clearly, or they might raise several objections simultaneously. By isolating a single concern, the sales associate can better understand how to guide the conversation effectively.

R - Repeat

After isolating the problem, it is important to reiterate it to ensure clarity that this is the only obstacle preventing them from getting started today.

H - Handle the objection

If a member expresses hesitation regarding the membership price, inquire about the amount they would be comfortable investing to begin today.

U - Use your knowledge

Leveraging the insights gained from our add-on sessions or Flex memberships will effectively address and overcome price objections.

A - Ask for the money

The final step in closing the sale is to request payment. After addressing any objections, confidently ask, "How would you like to pay for the first month?"

“What card would you like? What card do you want me to put that on?”

When addressing any objections, it is essential to first refer back to the information gathered during the intake form. Remind the member of the reasons they sought your services today.

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Sales associate: "Which of these membership fits your budget best?"
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Member: "I would like to go home and think about it before making a decision."
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Sales associate: "You stated earlier how important it is to you to run this marathon in 9 weeks, and we want to be able to help you accomplish that with this first step! So, that being said, which membership are you leaning towards?"

If a member indicates that the membership does not fit their budget, utilize AIRHUA and refer to the flowchart for addressing the down payment objection.
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Determine a price that the member feels comfortable spending today, especially if cost is a concern. Utilize your understanding of how to incorporate additional sessions into memberships or the Flex Membership to provide a suitable solution. Only discuss add-ons if the budget they provide is near one of the existing memberships. Proposing to start with a membership below their price range, while highlighting the option to add sessions later, may help you avoid the need to present the Flex Membership.
3
If a member wishes to attend more frequently but cannot afford a payment exceeding $300 per month, suggest they enroll in the once-a-week membership. Additionally, clarify that they have the option to add extra sessions throughout the month if they decide to come in more often.

When addressing any objections, conclude your solution with "Let's get you started!" rather than asking for a "yes or no" response. This approach prevents the opportunity for further objections.

If the price offered is closest to the Flex Membership, proceed to present that option. However, presenting the Flex Membership should be considered a last resort.
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Always determine the member's budget range before presenting the Flex Membership.

If a member has booked their next session and selected an agreement, but indicates that they prefer to pay at the time of their session...

1
Inform them that it is acceptable; however, to secure the session, they must provide their credit card information today.
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An agreement must be signed, and payment will be collected; however, the payment date can be set for the day of their session.
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Please inform them that payment will not be processed today; it will be processed on the morning of their scheduled sessions.
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Individuals who are not comfortable with this commitment should reconsider signing up for a membership today.
Membership payments, including Flex membership payments, require a credit card on file. If a credit card is not provided, the only available option will be to pay the drop-in rate of $85 per session
OTHER HESITATIONS:
Although cost may be the primary objection raised by members at the conclusion of the demo, there could be other concerns that arise once they review the membership options. Below are examples of potential scenarios and strategies to address them effectively.

Losing Sessions: Sessions do not expire while their membership is active. However, if a member cancels their membership, they will have 90 days to complete any remaining sessions in their account.

SZ Script: AIRHUA