While we always want there to be a free flowing exchange of information, at a certain point in the membership sales process we need to establish position. We often talk about conversation control and one of the best ways to control a conversation is to know the answers before you ask the questions or at least limit the options.
Now, I could get into a long drawn out explanation of how and when you should do this, but I’ll narrow it down by saying anytime there needs to be a succinct outcome or a preferred response it is best to ask these alternate choice type questions— whether for memberships, personal training programs or pro-shop purchases: Which flavor smoothie do you want me to have ready for you when you’re done training John, Chocolate or Vanilla? Great, I’ll just put that on your account or do you have cash? Who did you want to bring in for our fitness party a friend or family member?
You get the idea. So was this advice good or great?
Frank Emanuel
Health Club Marketing Contributor
