One of the best pieces of sales advice I ever learned was to put cost in perspective. In other words, if you sell a $39-a-month membership or even $300-a-month Personal Training packages, each one has a corresponding daily cost $1.25 per day or $9.67 respectively. Most of us buy things throughout the week that far exceed these nominal amounts.
You should also know what members spend their money on before having the price conversation. During the pre-tour, ask general health information questions and if they spend money on things that aren’t beneficial to their fitness goals. Show them where the money for their membership or training package could come from.
Frank Emanuel
Health Club Marketing Contributor
