There was an old joke in the clubs about the managers that took people on long drawn out tours. We called it the “Gilligan Method” or a three-hour tour. While I threw a jab in there occasionally for good measure, the truth is I never viewed that approach as a bad thing possibly because, I have given a few Gilligan’s myself.
The reality is you should always make sure to spend adequate time with a guest. Sometimes the sales process is a breeze and quickly goes from hello to high fives but, other times — it’s a PROCESS and we never want to be guilty of shortchanging someone. Either by not asking enough questions, rushing a tour, not taking the opportunity to build rapport or sticking it out long enough to uncover the real objection. Remember, some people take time to make decisions, and if they need some time, great! I’ll take all the time they need TODAY!
Frank Emanuel
Health Club Marketing Contributor
