Fitness sales can be fun when you are in control and closing a ton of memberships. On the flip side, selling is miserable when you are under pressure to close deals because of a quota staring you down or you need rent money. Take the pressure off yourself to close, and instead focus on qualifying and motivating your prospects.
This way we shift the responsibility back to the prospect to be the solution to his problems, and the pressure to make the sale will be gone. Focus on selling only to prospects you have fully qualified (Hint: ask a ton of questions) then provide reasonable solutions and you’ll close more and have fun doing it.
You become more of a voice of reason than some guy trying to push a membership on them. People need guidance sometimes to organize their thoughts, if you help them recognize what it is they truly desire the process becomes a lot less arduous and a lot more fun.
Frank Emanuel
Health Club Marketing Contributor
