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Sales is the Best Tool in Your Toolbox

Hi Reader,

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While we say we are in the fitness industry, we really make our living by selling. Being skilled at sales has a direct and undisputed correlation to success in your business.

But not all owner-operator trainers are good at selling, and we've seen too many business casualties despite an owner being an arguably world class trainer.

What do great sales people have that makes them so much money?

Here are a few tips that we've seen owners do to sell and close more memberships.

1. Prove that you are an expert - be firm on your value proposition. Demonstrate your knowledge, but tie them to the outcome your prospect wants.
2. Manage expectations - underpromise and overdeliver. You risk a prospect walking away when they don't achieve what you overpromised. It is better to underpromise but "wow" the prospect.
3. Add value first - build trust, give free advice, then get the sale. Adding value early on minimizes price-related objections later.
4. Make scarcity work for you - create urgency and exclusivity with your promotions and offers. This works in most industries, and works in fitness as well.
5. Let the prospect sell themselves - after showing your prospect what you're about, ask them "why do you think we could be the right fit for you?" This is largely underutilized! Having a prospect verbalize your advantages has a powerful self-closing effect.

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If you have limited time during the day (so... everybody), sharpening the sales saw is going to pay the best returns in your business. More so than new equipment, fancy features, or fancy marketing campaigns, so lean into it!

Until next time!

Team Barbell Jobs

600 1st Ave, Ste 330 PMB 92768, Seattle, WA 98104-2246
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