Sales: How to Follow Up with Leads
June 24, 2016
Years ago, when I was a membership salesperson for a 30,000-square-foot fitness center, I received a call from a prospect. “Yeah, I want to join, but I’m wondering how much it costs.” I turned this ...
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Operations: Leading Different Personalities
June 15, 2016
A couple of years ago, I wrote about four different personality types, including how you could spot them as gym prospects, and what you could do to slightly alter your sales approach to increase closing ...
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Value-Building Questions
June 1, 2016
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 ...
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