I teach seven steps to gigantic gym profits. If you simply email me at email@example.com with “7 steps” in the subject line, I will get you a free copy of my ebook on the seven steps.
Step three is “How to give a proper tour.”
All seven steps are important, but giving a tour is a skill that typically takes the most time to learn and to perfect.
I teach five steps to giving a tour. But before a membership salesperson is taught these steps, they need to prove that they have four very important characteristics. I use the acronym “S.H.O.D.” to help salespeople remember. Shod, by the way, means having shoes on. You can’t give a tour in your bare feet.
S: Smiling. You have to smile a lot and for some reason, it is not something that the majority of membership salespeople do enough of. If you don’t believe me when I tell you how powerful smiling is, Google the name, “Ron Gutman.”
H: Have enthusiasm. You don’t have to be Tony Little, but you better not be Ben Stein. Demonstrate that you are excited to spend the next 30 minutes with this person showing him or her your awesome facility while getting to know them.
O: On time. This should go without saying, but the current culture seems to think that 2 p.m. means somewhere “around” 2 p.m. Get your butt to your appointments on time, which means 15 minutes early. And remember, there are only two reasons you should ever be late. 1. You are dead. 2. You want to be.
D: Dressed professionally. Professionally is defined as business or business casual. If you have any question of whether or not an outfit is suitable for work, it probably isn’t. No denim, shirts tucked in, belt and socks matching the pants that were recently ironed.
Okay, you got those four characteristics. Now you are ready for the five steps.
Develop the four characteristics and follow the five steps and you will make more sales. For a free video with a document that includes scripts, email firstname.lastname@example.org with “tour” in the subject line and I will get you a promo code so you can access it.
Keep changing lives.
Jason Linse is president and founder of The Business of Fitness, a consulting company. He also owns a personality assessment company called People Plus+ Fitness. He can be reached at email@example.com or at 612-310-1319. Visit www.jasonlinse.com.