Jul

Shut & Listen…. A 10 Step Plan To Get The Sale

Posted by fitness360 • 4 Comments

Attention Health Club Owners!!

I have a friend in the health club industry who never gets tired of talking. And in most conversations, she is the only one who seems to be interested in the things she has to say. So all of our other friends tend to avoid the circles whenever she’s around, and she doesn’t notice how she has become socially handicapped – gradually affecting the people in her environment.

One key to self improvement is to LISTEN and TALK to a trusted friend. In the health club industry listening and talking can be your two greatest strengths or weaknesses. Find someone whom you find comfort in opening up with, even the most personal topics you want to discuss. Ask questions like:
“Do you think I am ill-mannered?”
“Do I always sound so argumentative?”
“Do I talk too loud?”
“Does my breath smell?”
“Do I ever bore you when we’re together?”
In this way, the other person will obviously know that you are interested in the process of self improvement. Lend him/her your ears for comments and criticisms and don’t give him/her answers like, “Don’t exaggerate! That’s just the way I am!” Open up your mind and heart as well. In return, you may want to help your friend with constructive criticism that will also help him/her improve him/her self. As a result your health club marketing will be communicated in the most positive way possible.

One of Whitney Houston’s songs says, “Learning to love yourself is the greatest love of all.” True enough. In order to love others, you must love yourself. Remember, you cannot give what you do not have.

Before telling other people some ways on how to improve themselves, let them see that you yourself are a representation and a product of self improvement. Self improvement makes us better people. We then inspire other people, and then the rest of the world will follow.

Stop thinking of yourselves as second-rate beings. Forget the repetitive thought of “If only I was richer… if only I was thinner” and so on. Accepting your true self is the first step to self improvement. We need to stop comparing ourselves to others only to find out at the end that we’ve got 10 more reasons to envy them. Remember, you are fearfully and wonderfully made in the image of God Himself. You have everything you need to be successful in the health club industry in you right now. You just need to learn how to draw it out of yourself.

We all have our insecurities. Nobody is perfect. We always wish we had better things, better features, better body parts, etc. Life does not need to be perfect for people to be happy about themselves. Self improvement and loving yourself is not a matter of shouting to the whole world that you are perfect and you are the best. It’s the virtue of acceptance and contentment. When we begin to improve ourselves, we then begin to feel content and happy.

After years in the fitness industry and selling tens of thousands of health club memberships, I’ve learned many tactics that can secure a sale. None are more valuable than the one I am now going to share with you. So take notes!!

When I meet with a potential member and they are avoiding making a commitment that day it’s for one of four reasons:
1. They are lazy.
2. They are afraid of commitment.
3. They need time to think about it.
4. All of the above.
I’m going to tell you how you can get over the most difficult objection of them all. The, “I need to think about it” objection. There are ten questions that this potential member needs answers to before having the comfort level needed to make a decision that day. If I can answer these ten questions in a positive manner, then I have overcome the objection.

I go over the following questions and answers out loud with my potential new member. If you use this model, asking the question and then giving the answer, you will be providing the comfort needed to make the sale. So this is how it goes.

Remember, listen and talk…..

Guidelines in Finding a Health Club (I state these are the key factors )

I say: You would like to join a health club but there are so many choices! And then you will just end up having a headache! Health clubs are effective motivators. They should motivate us and not frustrate us. Before you choose on a health club, make sure that it suits your needs and goals. And before you do that, you should first learn and decide on what is your priority. By then, you will know what you really need in a health club. Here are some guidelines you can consider in choosing a health club that is best for you:

1. Are we conveniently located?

The location is the first thing that you should consider when finding a health club. If the club is far from your home, you will just have another excuse not to work out. It is best to find a facility that is near your home. Within a 5-7 mile radius.

2. Are our employees friendly and nice? Will they be able to help you reach your goals?

Make sure that the instructor/personal trainer has the necessary experience to work with you. The instructor/personal trainer should be a certified professional that can work with you safely and effectively. Your instructor/personal trainer should also know if you have physical limitations, or you may find an instructor/personal trainer that is well trained to work with you. You can also check the age of the instructor/personal trainer, especially if it is one factor for your motivation and learning. The staff should also be helpful, friendly and professional. You can also ask the services they offer and find what is important for you. Some facilities have their own dietitian and physical therapists that can offer services for you.

3. Do you like the programs we offer?

Find time to see what programs are there for you and check if they suit your interests. Do they offer group classes? Choose the facility that offers the classes you really like. You can do a trial class to check it out if you want.

4. Do we have the necessary equipment to help you achieve your personal goals? Do you like our hours?

Check if the equipment is enough for all members to use without having to wait. Otherwise, you will waste your time falling in line and waiting for your turn. Also, make sure that the facility is open during the time you are most likely to do work outs and exercises.

5. Is our entire facility well maintained, clean and safe for you?

Machines and other training facilities should be in clean and in good order. If you see a lot of “out of order” signs, it could be something to think about. Modern equipment are safer and more comfortable to use, so you may also want to consider that. Are the floors cleaned regularly to avoid accidents? Is there enough room for everyone? Also check if the facility is located in a place away from danger, consider also if the location is well lit.

6. Are the members of our health club friendly and can they be your friends?

The health club is also a venue for social interaction. Take time to drop by and meet the members of the club before you enroll. Other members can be your workout buddies in the near future and should be considered.

7. Are our schedule of group fitness classes convenient for you?

Find out what classes are offered at a specific time and consider if you will be available at the schedules given.

8. Can you comfortably afford a membership here?

It is important to know the monthly membership fee and what it covers. Some health clubs have hidden charges and you should be keen in checking that. Check if they have promotions or discounts and do they offer services at an extra fee. It is also important to know how long the health club has been in business and how often their rates increase.

9. Does your spouse support you getting back in shape & staying health?

It’s important to have the support of your spouse. All men love the fact that a woman cares about their body and women fill the same.

10. What do people say about us? Do you hear good things about us.

Take your time to gather feedback from other members (this is where you would use our testimonials program to secure the sale). Ask them what they can say about the health club and let them tell you about the experiences with the facility.

Sales Sniper Law #1

If they say it, it’s the gospel. They can’t take it back!
(If you can get them to say yes to all of your questions, then they can’t say they need more time to think about it.)

If they still won’t buy DON’T be rude!

Choosing a health club is just like shopping for the best shirt. It needs to fit just right. Your job is to make sure they understand that your health club is a perfect fit for their needs. If they don’t buy, don’t make them feel pressured and do not try to contact them again right away. Send them home with a customer appreciation pack(part of our Sales Sniper Program) and tell them to take their time to review the information you have given them. Wait at least a week before contacting them again to remind them about their FREE WEEK PASS.

“We get Health Clubs in Shape” using, health club marketing tools designed to help owners dominate their market with tried and proven marketing strategies. With our automated marketing systems in place owners can expect higher profits, less stress, happier members and much more. We look forward to earning your trust as experts in the Health Club Marketing Industry.

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