Andy Elliott demonstrates closing a fitness-coaching sale in under a minute by sidestepping the "I need to talk to my husband" objection. Instead of debating price, he shifts focus to the prospect's pain, uses assumptive closing language, and creates urgency around a $4,500 package.
$4,500
Within the next 15 minutes.
Let's grab you for a minute. Come on up. What's up, girl? Okay, everybody listen real quick. Let's put her on the spot and see how good her game is. I'm gonna role play with her for a minute. Is that cool? What do you do for a living?
I own a fitness coaching company.
Cool. Fitness coaching company. Should she be the expert in the space with fitness coaching? Yes or no? So I'm talking to her. She's got a package. How much is it?
$4,500.
Cool. I got a half a year package. 4,500 bucks. You primarily train females, is that right? I'm gonna hit her with an objection, you guys. Cool. So, hey, number one, I really appreciate it. Obviously, you have a great coaching program. I want to get in great shape, but I need to talk to my husband. By the way, I'm the female.
How do you hope that conversation goes?
I don't know. I haven't had it yet. But I hope he supports me.
You told me you want to do this. What do you think he's gonna have to hear in order to arrive at the same yes that you did?
I don't know. That's why I want to talk to him.
Do you feel like I've given you enough information on this?
Yeah. You've been wonderful. You've been great. Everything you said is correct. Unfortunately, when I spend money, I have to talk to my husband.
No, I totally understand that your husband knows we were having this conversation today.
No.
Do you guys have a rule in your marriage that there's, like a certain spending amount you have to talk to him about, or is it just any amount of money?
We don't have any rules.
Perfect. When you go to Target and you go shopping and you buy a bunch of stuff and you spend a couple hundred dollars, do you have to okay that with them?
Everybody say friction. No, don't clap because she didn't close me. Don't take it easier on her because she's a woman. What could she have said? Let me ask you a question. Does your husband know that you've been struggling with this? Don't attack the money. She went after money. What we should go after is pain. If he knew that you were struggling with this and that there was a way to solve it so you would be happy, do you think that he would support it so that you wouldn't struggle with this anymore? Yes or no? Okay, let's reverse it. If your husband was struggling with this and he was talking to someone on the phone right now, that could solve this problem so he wouldn't struggle with this anymore. And you knew about it. We. You support him to fix it so he wouldn't struggle with it anymore? Yes. So it doesn't sound like to me that you need to talk to your husband. It sounds like to me, are you willing to commit to this because your husband's willing to support you with whatever you'll commit to. And if you're really telling me and struggling with this and I can solve this right now, then let's do it. That's the close. We don't need to go into their financial budget. We don't need to ask them how they make decisions in all their other life. We need to go to the love point. So with that being said, let's do this. And the only regret you'll have is you didn't do this six months sooner. What's your email address? That way I can send you over everything to get your password logged up. And I'm going to go ahead and onboard you in the next 15 minutes. What payment method you want to use. I just move straight through. Okay. I know that some of you, your ego and pride is so big that you're like, I don't have to do that. You're right. You can keep missing money your whole life. You can keep missing deals. And by the way, those dream players you want on your team, that they're not coming to join your team.
And this is why we keep showing up.
Yeah, but this, though, this is. But this is what we do. You guys get it? All right? Love you.
