One piece of the sales process overlooked, forgotten, or worse – purposely omitted, can have big effects on your sales. I understand that there are times when fitness sales people get lazy, don’t remember something, haven’t been trained properly, or think that they’re too experienced to go through the same seemingly tedious sales system, every time. It takes effort to kill them with kindness, build rapport, get them excited, establish tons of value, and overcome concerns. I subscribe to the idea that few thing can replace the system, that’s why it’s there.The reason is, it works! Why reinvent the wheel? Is there room for personality, expansion of the system, and going above and beyond the prescribed process? Sure, every little bit helps. In the same way that the little things that we may take for granted help. Remember that little hinges swing big doors. However, if you tear the door from one or two hinges, it can become hard to close. Much like a prospect.
Frank Emanuel
Health Club Marketing Contributor
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Rachel Zabonick-Chonko is the editor-in-chief of Club Solutions Magazine. She can be reached at rachel@peakemedia.com.
