Can Your Staff Relate to Your Sales Prospect?

Can Your Staff Relate to Your Sales Prospect?

When it comes to building rapport, the more interested that the staff is in the prospect, the prospect’s life, and the prospect’s fears, the greater chance of success in the sales process. A friendly, caring, and compassionate person will move the sales process forward a lot easier.

Now, I am not completely naïve to think that all of our staff will be caring and compassionate and while I do believe that a person working in a gym should be this way, It really doesn’t matter at the end of the day if your staff really is, as long as they appear to be. This is a requirement of the job and as they say, fake it ’til you make it.”

In the gym business, we have to hire staff that can relate to the demographic that the club wants to capture. Not the current members’ demographic or the prospects that you are currently capturing, but the prospect that you WANT to capture. If the staff can’t relate, understand, and bond with the prospects then you will not have the best success. If the staff can’t relate, understand, and bond with the members, then the renewal rate will not be as good.

We, as owners, have a tendency to hire people that we like and that we would like to hang out with. However, the goal should be to find staff that relates to and inspires the prospect with stories to share, obstacles to overcome, and be works in progress.