• EDUCATE. EMPOWER. SUCCEED.
  • Subscribe
  • Newsletter
  • Media Kit
  • Contact
  • Login
Club Solutions Magazine
  • Topics
    • Leadership
    • Marketing & Sales
    • News
    • Operations
    • Programming
  • Magazine
    • Current Issue
    • Past Issues
    • Subscribe
    • Newsletter
    • Media Kit
    • Contact Us
  • On-Demand
  • Education
    • Club Solutions Leadership Summit
    • Club Solutions Leadership Retreat
    • Pickleball Innovators
    • The Leadership Accelerator Video Series
    • Club Solutions Book Club: High Road Leadership, John C Maxwell
    • Club Solutions Book Club: The Advantage
  • Supplier Insights
    • Brand Voice
    • Supplier Voice
    • Supplier News
  • Podcast
  • Webinars
    • Thought Leaders: A Virtual Roundtable Series
    • On-Demand Webinars
  • Buyer’s Guide
No Result
View All Result
  • Topics
    • Leadership
    • Marketing & Sales
    • News
    • Operations
    • Programming
  • Magazine
    • Current Issue
    • Past Issues
    • Subscribe
    • Newsletter
    • Media Kit
    • Contact Us
  • On-Demand
  • Education
    • Club Solutions Leadership Summit
    • Club Solutions Leadership Retreat
    • Pickleball Innovators
    • The Leadership Accelerator Video Series
    • Club Solutions Book Club: High Road Leadership, John C Maxwell
    • Club Solutions Book Club: The Advantage
  • Supplier Insights
    • Brand Voice
    • Supplier Voice
    • Supplier News
  • Podcast
  • Webinars
    • Thought Leaders: A Virtual Roundtable Series
    • On-Demand Webinars
  • Buyer’s Guide
No Result
View All Result
Club Solutions Magazine
No Result
View All Result
Home In Print

Value-Building Questions

Jason Linse by Jason Linse
June 1, 2016
in In Print
0
value
Share on FacebookShare on LinkedIn

One of my clients was struggling with selling a couple of products that they want all members to buy and use: posture insoles and heart rate monitors. The client really believed in the efficacy of these products, yet very few folks were buying one, let alone both. And it seemed to have a lot to do with the cost. The total retail value of the two was over $700.

So, together we came up with a solution that made sense: Offer a membership where these products are included, raise the rates of the membership, and make it a 12-month contract. As a result, they have had more success with that model, but still not what they wanted.

Then it hit me: People aren’t going to simply purchase insoles or even a heart rate monitor unless you create a lot of value with these products. And the best way to create value is to start by asking questions.

“Mary, do you have back or neck issues?”

“Yeah, my lower back bothers me sometimes.”

“Mary, everybody should be using fitted postural insoles to keep them in the correct alignment all day long. We have a membership that includes these. I will show you that after your session.”

“Mary, do you monitor you heart rate during exercise?”

“No.”

“Are you struggling with results?”

“Yes, I am.”

“Mary, everybody should wear a heart rate monitor to ensure he or she is working out in their primary heart rate zone while exercising. And wearing our heart rate monitor will ensure you’re doing so. With one of our memberships, you receive a heart rate monitor. I will show you that option after your session.”

Ask questions, listen and respond, focusing on the benefits of the feature/products you are selling.

Keep changing lives.

Jason Linse is the founder of the Business of Fitness. For more information email jason@jasonlinse.com with “build value” in the subject line, for a document to help with the value-building process.

Stay ahead in the fitness industry with exclusive updates!

Jason Linse

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. Contact him at jason@jasonlinse.com or 612-310-1319 for resources on scheduling more tours and personality assessments, or visit www.jasonlinse.com.

Tags: Heart-Rate Monitorsposture insolesProductsprofitsSales BlogValue
Previous Post

Break the Attrition Cycle

Next Post

Quality Over Quantity

Jason Linse

Jason Linse

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. Contact him at jason@jasonlinse.com or 612-310-1319 for resources on scheduling more tours and personality assessments, or visit www.jasonlinse.com.

Related Posts

110 Ideas
Cover Story

The Inspiration Issue: 110 Ideas to Push You and Your Business Forward

May 20, 2025
cryotherapy
Supplier Voice

Future-Proof Your Gym with Cryotherapy

May 20, 2025
HIIT
Supplier Voice

HIIT Solutions for Every Body

May 20, 2025
uncertain times
Supplier Voice

Leading During Uncertain Times

May 20, 2025
Purpose Brands
Cover Story

Purpose Brands: New Name, Same Purpose

March 17, 2025
cardio training
Features

Rethinking and Revamping Cardio Training

March 17, 2025
Next Post
Los Angeles Athletic Club

Quality Over Quantity

Leave a Reply Cancel reply

Your email address will not be published. Required fields are marked *

GET UPDATES IN YOUR INBOX

Facebook Twitter Instagram LinkedIn

The Current Issue

May/June Issue 2025

May/June Issue 2025



Browse

  • Home
  • Subscribe
  • Newsletter
  • Media Kit
  • The Magazine
  • Club Solutions On-Demand
  • Buyer’s Guide
  • Contact Us

© 2025 Club Solutions Magazine. Published by Peake Media.

Welcome Back!

Login to your account below

Forgotten Password?

Retrieve your password

Please enter your username or email address to reset your password.

Log In
No Result
View All Result
  • Topics
    • Leadership
    • Marketing & Sales
    • News
    • Operations
    • Programming
  • Magazine
    • Current Issue
    • Past Issues
    • Subscribe
    • Newsletter
    • Media Kit
    • Contact Us
  • On-Demand
  • Education
    • Club Solutions Leadership Summit
    • Club Solutions Leadership Retreat
    • Pickleball Innovators
    • The Leadership Accelerator Video Series
    • Club Solutions Book Club: High Road Leadership, John C Maxwell
    • Club Solutions Book Club: The Advantage
  • Supplier Insights
    • Brand Voice
    • Supplier Voice
    • Supplier News
  • Podcast
  • Webinars
    • Thought Leaders: A Virtual Roundtable Series
    • On-Demand Webinars
  • Buyer’s Guide

© 2025 Club Solutions Magazine. Published by Peake Media.