Your Sales Prospect May be Looking for a Way Out

Your Sales Prospect May be Looking for a Way Out

Your sales program should be designed to increase the staff’s ability to sell a membership to someone that maybe is looking for a way out. If you direct your sales and marketing programs to solve this problem for these people, everybody else coming in should be a lay-down.

The conditioned person and the deconditioned person look at health clubs completely different. A conditioned person is used to what goes on in a health club, the atmosphere, the clothing, and the personalities. They feel comfortable with the equipment, developing their own work out, know the lingo and they also, most importantly, know what will happen to them when they enter a gym for the first time.

The deconditioned person has a lot of preconceived notions as to what goes on in a gym, most of them bad, but they really don’t know for sure. What they don’t know scares them even more than the bad stuff that they are sure of.

Give this project to each of your staff members:

Put up a picture of a person in your target demographic and write your sales protocol to this person specifically and address every objection and fear that this person may have.

Make a bullet-point list:

1. Each objection that you may get after presenting prices
2. Each fear that a deconditioned consumer may have
3. Each “unknown” that a deconditioned person may have
4. Each goofy infomercial pill, product, diet, program that they may have tried.

Get together as a group and write your sales protocol and tour around the answers to these questions.