• 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 Vendor Content Supplier Voice

Essential Elements of the Sales Process

Adam Arnett by Adam Arnett
September 12, 2022
in Supplier Voice, Vendor Content
0
Sales Process
Share on FacebookShare on LinkedIn

Adam Arnett, the CEO of Element Personal Training, shares essential elements of the sales process.

It’s very important to have a standard sales process for your sales team to follow. When you have a proven step-by-step process you will be able to onboard new employees more efficiently and coach them more effectively. 

Here is a successful step by step process that works within every type of health club.

Meet and greet. The old advice of “make a friend, make a sale” is as true today as it has been in the past. The first minute of the appointment is important in making your prospect feel comfortable by building some rapport. The salesperson should try and find some common ground with them.

Set expectations. Once rapport has been established, it’s time to get your prospect into the buying frame of mind. Before you go into the next step, make it very clear to the prospect what they are going to experience with you during the appointment and that you expect them to make a buying decision at the end of it. For example, “Mr. Jones, I am going to find out what your fitness and health goals are and explain how our trainers provide solutions for them. Then you will experience what it’s like to be coached by a trainer for 20 minutes out on the floor. After all that fun, I am going to ask you to make the decision to hire a trainer. Fair enough?”

Question and educate. This step should take about 10 to 20 minutes. We have all heard, “People don’t care how much you know, until they know how much you care.”  That will always be true. Asking the right questions will uncover the reasons the prospect wants to be in better shape and all the issues they have in achieving it themselves. Once you know and uncover them this is the time the salesperson should explain how the trainer is the solution. Very important for them to assume the sale at this time and speak as if the prospect already has become the client. Starting answers with, “Your trainer has…” or  “You and your trainer will…” is a way to have the prospect see the trainers as their solution.

Floor experience. Likely you’ve never bought a car without first test driving it. Have the same importance for your prospect to test drive working with a trainer. The floor workout should touch on the prospect’s top three body areas they want to look better or feel stronger. Make this a fun and energetic experience. The salesperson should always be asking, “How does that feel different,” “How is this different from your usual routine?” and “Do you feel more motivated working with a trainer?”

Closing time. Once the workout is done simply ask the prospect, “If I can make hiring a trainer to achieve your goals affordable, are you ready to say commit today?”  If they say yes, then present your packages. If they say no, then you should have an objection handling technique to use at that time.

Stay ahead in the fitness industry with exclusive updates!

Tags: personal trainingpersonal training salesProgrammingsalessales processsupplier voice
Previous Post

Fitness Challenges: Your Secret Weapon

Next Post

The Five Best Referral Marketing Strategies

Adam Arnett

Adam Arnett

Adam Arnett is the CEO and president of the outsourcing company Element Personal Training. He can be reached at adam@elementfmg.com or visit elementpersonaltraining.com.

Related Posts

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
Sustainability
Leadership Viewpoint

Lessons from the Floor: Ruben Mejia on Smart Purchasing, Innovation and Sustainability

May 6, 2025
How Power Plate Became an Essential Part of Grace In Motion
Interviews

How Power Plate Became an Essential Part of Grace In Motion

May 5, 2025
personalization
Supplier Voice

Personalization and its Key Role in Member Experience

May 5, 2025
Next Post
Referral

The Five Best Referral Marketing Strategies

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.