What Do You Do When the Member Says...(part 1)

Check out our online Active Isolated Stretching certification now!

Fitness Centers Call Today For a FREE Personal Training Diagnostic at 1.866.516.2421

HOME . NEWS . LOGIN . CART

ABOUT AEFG

What Do You Do When the Member Says...(part 1)

Posted on Dec 19, 2007 - 8:56AM

What Do You Do When the Member Says...(part 1)

If you have ever heard "Call Me Back in 3 Months." or "Maybe Down the Road, But Not Right Now!" when asking for the personal training sale, then you're definitely not alone. These are stalls that a member (prospect) uses when they are not totally comfortable telling you the REAL reason why they not wanting to buy personal training from you.

Here are some reasons why:

1. You have not created Rapport.
2. You have not created Trust.
3. You have not found their need and want.
4. You have not found a NOW urgency.
5. You have not build value in your presentation.
and finally...
6. You have not created any buyer confidence

If this happens to you, you need to fix one or more of the above six reasons. So how do you know which one for that member? Simply ask them.

"Is there a reason why you want to wait 3 months?" (listen to what they say and set the appointment in 3 months. Learn from what they told you and move on...no need to try to back-peddle now)

OR

"What reason would prevent you from getting personal training today?"

They will likely tell you something. Maybe the truth, maybe not. No matter what you need to find out and pin them down for an answer in a friendly and professional manner. You may now get a bit deeper and get answers like:
1. They are not the decision maker of the family
2. They truly do not have the money
3. They don't like you (people buy from people they like)
4. They have no confidence in your gym's products, previous bad experience with company products
5. They say your price is too high.
6. They have someone they know who is going to do the same thing at no charge...blah, blah, blah

At this point you need to find out if they are really saying NO, or do they not have enough confidence to say YES, yet.

Ask them questions like:

1. "Do you see us working out together in 3 months?"
2. "Do you see the benefit of working out with me if you buy personal training?"
3. "Can you see the cost of continuing what you are currently doing with no results...?"

You get the idea now, so drill down to find out the REAL reason and you can fix what you had been doing wrong in your sales presentation and possibly save some sales in the process.

VIEW ARCHIVED POSTS

PRODUCTS . MEDIA . CERTS . WORKSHOPS .