Sales is a two-step not a tango

We break it down into five simple rules.
Selling your coaching or consulting services is a two-step process.
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by | Jul 23, 2021 | Blog

RULE 1

Selling a gym membership is a two-step process.

  1. Asking questions and listening to what they perceive their problems to be.
  2. Showing yourself as the solution to those problems – whilst creating immense value in the gap between problem and solution.

The biggest mistake you can make is talking too much in step one.

The second biggest mistake you make in step two, is not talking enough in step two.

When you get to a point where you are struggling to handle all your calls or appointments then you can create a two-call process to the above rule.

Use the first call as an assessment of them and their needs – it’s for you, to decide if they are a ‘fit’ and what their needs are. And the second for you to present your offer and the solution to their wants and needs.

 

RULE TWO

Solutions don’t have an initial value.

They only become valuable in relation to the problems they solve

Your aim is not to create that value but to understand the value that your potential member puts on getting from where they are now to where they want to be.

This Rule and this alone will dictate what you can charge for your services.

 

RULE THREE

You’re the Prize.

There is only one gym like yours, with your unique set of abilities, equipment, experience, skillset, and knowledge. There are thousands of potential members but just one you.

They are seeking you. They need you more than you need them.

Remember you decide if you work with a member out client not them. 

 

RULE FOUR

Only enrol your Perfect Client/Member.

This is your barometer test to see if they are a Perfect Fit.

Can you help them achieve their goals in a reasonable amount of time?

Are they the type of person you enjoy working with?

Does solving their problem create real value for them?

Are they prepared to pay based on that value?

 

RULE FIVE

Be prepared to walk away.

If a member is difficult, dishonest, or feels like they won’t be a good fit, then react to your gut instinct. If they are those things before you start, trust me they will only get worse.

The wrong type of member or client sucks you of energy, creates havoc in your gym and takes more of your time than they are paying for.

Want to know more?

1. Watch our free training. It’s a 35-minute dive into the 7-Figure Gym Formula and how you can implement the frameworks immediately to generate more enquiries, increase your prices and ultimately get more Clients.Watch it here

2. Request a free Discovery Call here and if you’re a good fit we’ll happily jump on a call and provide some guidance for your growing your gym business.