In the sales arena, a potential member does not care if you have a mortgage to pay. Potential members also do not care if you need their business to win a sales contest. Finally, potential members do not care what you like, what your body fat percentage is or how many times a week you work out. The only thing that potential members care about is themselves – and finding a solution to their problems! You are in front of the potential member only because they believe, just a little bit, that you and your club might be able to better his or her situation.
Keep in mind that you are meeting with the potential member by invitation only. You must focus and concentrate on the potential member. You must be on high receive. Rule of thumb: Do not talk about yourself! Instead, ask probing, preplanned questions and listen to what the potential member says. Clarify with them and summarize their answers so you know exactly what they mean. Help prospects understand how your club can assist them in reaching their goals and how your club and its services can solve their concerns. Lastly, when speaking to potential members, make sure you say “you;” and not “I.” Keep the “I” out of the conversation and focus solely on the person in front of you!
