In the ongoing four-part series on sales, we took what we call our starting point session, which is our one-hour sales session where someone comes to the gym and they're physically in front of us.
In the previous three episodes, we've done step one, which is the meet and greet or the peeling the onion, you've taken them on to the floor, you've done the functional movement screen, and then we've put them through a workout. So now you're sitting down with them and it's the crux move now.
In this episode, we deal with the last part of the sales process. We explain how to close the sale. It’s about when you've got the client teed up to this point where you're going to sit down with them and ask them for money. Stay tuned as we walk you through the process.
Key Points of Discussion:
- Your rate sheet: Anything more than four options is too many (7:54)
- Review what you've done that day with them and their goals (8:31)
- Make a prescription and circle the option that you think is best for them… (8:37)
- Don't let your income hold you back from selling a membership (9:41)
- Sales have much to do with body language, eye contact, and enthusiasm (12:12)
- Slide it over, make the suggestion, and be quiet until there's a 'yes' or 'no' (14:02)
- Put more effort into steps one, two, and three (18:50)
- It's not like you're selling them something they shouldn't have… (19:07)
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Additional Resources:
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Alloy Personal Training Business