Business & Clients
A Client Who Says It's Too Expensive Has Just Started The Real Conversation
From the FASTER syllabus: this article is taught in full in Fitness Business Accelerator — where the objections module is taught →
In short: Fitness Business Accelerator treats "it's quite costly" as an opportunity rather than a rejection, an expression of concern a client is inviting the trainer to answer, not a closed door. The course's method for it is feel, felt, found: acknowledge the feeling without judgement, "I understand how you feel," show the feeling is common, "others felt the same," then show what those clients found once they'd started. Dropping the price on the spot answers a question nobody asked; feel, felt, found answers the one the client raised.
"It's quite costly for personal training" isn't a wall
Fitness Business Accelerator names this as one of the most common objections a trainer will hear, and it starts by reframing what an objection is: "these are expressions of concern or queries that prospects may present regarding the service on offer," not a flat no. A client who says the price feels high has just told a trainer exactly what's standing between them and booking in. That's information, not a rejection.
Dropping the price on the spot is the instinct to break
The obvious move, the second a client hesitates on cost, is to offer a discount before they've even finished the sentence. Fitness Business Accelerator treats that as the wrong fix: it undercharges the trainer, and it answers a question nobody asked. The client didn't say the price was wrong. They said it felt like a lot. Those are two different problems, and only one of them gets solved by cutting the rate.
Feel, felt, found, in the client's own words
The course gives a specific three-part method for exactly this moment:
Feel: Acknowledge their feelings without judgement. "I understand how you feel..." Felt: Show empathy by relating their feelings to those of past clients. "...others felt the same..." Found: Offer a solution or positive outcome experienced by others. "...but they found that..."
Feel comes first, and it's not agreement, it's acknowledgement. Felt tells the client they're not the first person to sit in that exact seat and think the same thing. Found is where the trainer answers the concern, with what those earlier clients discovered once they'd started rather than what the trainer promises will happen.
What "found" is built from
The course's own scenario for a financial objection is a client called David, "deterred by the expense." His trainer didn't argue the price down. She showed him "the long-term health care cost savings and quality-of-life improvements, starting with a short-term commitment to demonstrate tangible value." The found is a real result from a real client who had the same worry, made concrete enough that David could picture it happening to him.
What to do next
Fitness Business Accelerator is £500, and the negotiation module this comes from carries the rest of it, reading a client's tone before the objection is even said out loud, and turning a flat "no" into more information rather than a dead end. The price is on the page, there are no sales calls, and PT Manager opens the moment a trainer signs up.
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You just read one answer. The course is all of them.
Fitness Business Accelerator — where the objections module is taught — taught by the people who wrote it, with free return access for life. The price is on the page, payment plans at checkout, no sales calls.
Also worth a look: PT Manager's booking room, where a booked session lands.
See what the course covers →Frequently asked
Does feel, felt, found mean agreeing the price is too high?
No. It means acknowledging the feeling is real without agreeing the conclusion is right, then showing what clients who felt exactly the same found once they started.
What if dropping the price would just close the sale faster?
The course treats an on-the-spot discount as the instinct to break, not the fix. It undercharges the trainer and answers a question the client never asked.
Does finishing the course get me PT Manager?
Yes. PT Manager opens the moment a trainer signs up with any FASTER course, and adding real clients unlocks the day they pass one.
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