Exam (elaborations)
OTF Questions & answers
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OTF Questions & answers
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OTFPoint of Sales Referrals - correct answer--Names & numbers gathered from new members
at the time they join the studio.
-Goal: obtain 5 new names per new member
(Let them know you can only give them 5, they're worth $25 each, & must be filled out at the
time of sign up...this creates urgency & value)
30- Second Elevator Pitch - correct answer--1 hr full body workout
-Each workout focuses on training: Endurance, Strength, and/or Power
-HR based interval training- proven to burn more calories post workout
-HR monitors show ur results in real time on large studio TVs
-We train in 5 HR zones
-Our coaches prevent you from over or under training
TI Script 3 Objectives - correct answer-1) Obtain contact info
2) Document referral source
3) Setting the appointment
5 Primary Objections - correct answer-1) Uncertain
2) Price
3) Spousal
4) Time/Commitment
5) Shop Around
4 Steps for handling Objections - correct answer-1) Empathize "I understand how you feel"
2) Isolate "Discover the real issue"
3) Redirect "Circle back & make it about their fitness goals"
4) Make suggestion "Problem solve & ask for sale again"
(Uncertain) "I want to think about it" - correct answer--"How long have u been planing to start
an exercises program?
-What has stopped u from starting?
-Why are you committed now & don't want to wait anymore?
-Do u feel starting now will get u closer to ur goals?"
(Price) "It's too expensive" - correct answer--"Coming in here today u knew this would cost
something...how much did u have budgeted for ur fitness program?
-So, what I'm hearing is, if we could find a membership that fits ur budget you'd become a
member today?
-If I could schedule u w/a personal trainer 3 times/week, could u budget $13 per session?"
(Spousal) "I have to talk to my husband/wife first" - correct answer--"Do u & ur spouse
typically workout together or on ur own?
-Does ur spouse always support ur fitness goals?
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