A prospect asks how many certifications your trainer has. Don't answer directly. Instead ask which certifications matter to them. This uncovers what they actually need and lets you reframe the conversation before they walk away.
This is a trap question. Hey, how many certifications do your trainers have? It's basically a blind question where whatever you say in response, prospect gets to be the judge of whether or not they accept that and then they choose to buy or not. And you don't know what the right answer is. And so rather than answer the question, you ask a question about the question. Which certifications are you looking for specifically? Now, if the person's like, do they have NASM and ACE certifications? Now, if I don't have that for my trainer specifically, I would then say, why those certifications specifically? Right? And then they would say, well, I heard that they're good. It's like, well, those are amazing certifications. I agree with them. I'm not disagreeing. We have a couple other ones and I'll tell you why we chose these rather than those. Now, if I just said our guys don't have that or they have this, I might have lost the sale right there. Many times people ask you questions in the sale that you don't need to answer. You just ask more questions about their question.
