9 STEP SALES

STEP 1: Meet & Greet 

What is Meet & Greet?

Energy, Care Factor & Manner when greeting potential members.

Club Atmosphere is also reflected in attitude.

Here are some of the ways you can make sure your club atmosphere on point 

• Is it Clean?

• Is it Tidy?

• Is the Music Appropriate and at an appropriate level?

• Is your club open when it’s Advertised That It’s Open? 

• Are your Staff In Uniform?

• How might a person feel when they walk into a health club for the first time?

• What can we do to make them more comfortable? 

• How can I help you today? (wait for the answer)

• "Sure, I can help you with that, what I’d like to do is find out exactly what you are looking for from your club, then I’ll take you on a tour, show you how we can help you get your results and the membership options that will help you to achieve them, It will take about 10- 15 minutes how does that sound?"  "Great have a seat here for me".

GREETING & RAPPORT – Improves your likability.

ATTITUDE – First impressions count

STEP 2: Guest Profile (Qualify Needs)

The best sales people will have the sale closed here. Qualifying is establishing a fit between your club and your prospects needs.

If you can establish a fit in the following areas you will give yourself the best chance of closing the sale:

• Convenience 

• Desire

• Need

• Facility 

• Money

• Competition

NEEDS – Taking your member on a journey 

People buy based on emotion and will justify their decision logically which is why most of your time should be spent here. One way to build emotion is by taking your new member on a personalised journey of their health and fitness; a time they were fitter and felt good, how poorly they feel now and how great they will feel once again. This is your chance to get to know them and truly understand their ‘story’.

QUALIFYING – Connect, this is not your time to sell, it’s your time to listen and be curious

STEP 3: AF APP On Boarding

1. Ask the Prospect if they had downloaded the app prior to the appointment, if they did not, ask them to scan the QR code on the bottom of the Guest Profile and proceed to downloading this.

The reason we have the App is to:

• Add value to the membership before they have signed up

• Give the prospect confidence in our ability to help them achieve their goals with more accountability

• Convenience for the prospect for communication

• Free Marketing (if they download the app but don't sign up they will receive notifications)

• To personalise their Hotspot and Tour in the facility - Using this will make your life 10x easier on the tour!!

Let the prospect know by downloading the app this will Personalise their tour so they are able to see the facility and services they need and not just a "room full of equipment"

2. Walk the prospect through the setting up of the app, the current exercise history and current goals, based off the conversation you had during the Guest profile you can help them create a goal on the app.

3. Show them the features and their program and take them on their TOUR.

STEP 4: Tour

We work in this environment every day, however for our prospects walking around a busy club and seeing confident club users for the first time can be a very intimidating experience. So, we must keep this in mind during the tour. 

Tips for your tour:

• Don’t send them off on their own.

• Take them to areas that interest them first.

• Introduce them to staff.

• Introduce them to key features that they can use to achieve their goals. 

• Show them the things they will need to know when they come in on their own.

The club tour has two purposes:

1. To help your prospect start thinking like a member.

2. To show the value in joining your club.

However, you do not need to go on a tour to sell a membership. It is not about the equipment in the gym it is about the guest profile and needs analysis. 

IF the member does chose to go on a tour, you will pull up their program that has just been created for them on the app, and take them to some of the pieces on that program. we then use FEBA while showing them said equipment;

F- Feature

B- Benefit 

E - Emotion 

A - Agreement

EXAMPLES: Feature / Benefit / Emotion

Feature: Each piece of equipment will have a key feature that will help your prospect.

Benefit: The benefit of these short interval programs that will help your prospect get used to the treadmill.

Emotion: Emotion is about tying the equipment into the way they will feel once they’ve reached their goals.

THREE TRANSITION QUESTIONS TO ASK BEFORE THE PRICE PRESENTATION

Tour close: They are a great way to gauge how close to becoming a member your prospect is feeling. What are some questions you could ask that would make them start thinking like a member? The 3 questions to ask as you take the prospect to the guest lobby before you present the membership options. 

1. Was there anything you were looking for from your club that I haven't shown you today?

2. Do you see yourself training at this club?

3. Other than the membership options, do you have any more questions?

TOUR – Establish value and fill the trolleys

STEP 5: Price Presentation

Talking price is part of any sale. Follow this simple guide to make it easy and transparent for your members.

Top tips to remember!

1. Know and understand your price card

2. Keep it simple with two options; a 12 and 18 month.

3. Humans are like sheep! ‘Most of our members choose the 18 month option.’

4. Stay silent and give them time to respond

5. Don’t say contracts 

6. Don’t say dollars $$

7. Always use the price card

PRICE – Keep it simple and provide choices – an alternate choice

STEP 6: Close Sale

As the salesperson of your club, it’s important to understand that asking for the business is part of the sale. In many cases, you will need to ask for the business a couple of times if a prospect requires more information.

Objections are just a way of saying “I need more information”. What are some objections you may face?

• Partner/Spouse

• Price

• Commitment (Contract)

• Time

• Gym shopping

To handle these effectively and to ensure you don’t come across as a pushy sales person, we use something called: 

L.A.C.E.S

L- Listen 

A- Ask questions

C - Confirm 

E - Educate 

S - Solve

Remember – if you have done a great job in qualifying and rapport-building then you would already know what is coming and already have dealt with these objections.

CLOSING – It’s part of the process so expect it – isolate it – cover come in.

STEP 8: Evolt 360 Body Scan 

The Evolt 360 Body Composition Scanner is an AMAZING tool to have in club, it is a great way to keep prospects / members accountable for their own goals as well as showing us how committed to their body and fitness journey they are!

It takes a minimum of 8 minutes for the membership to link to the digital access key in Clubwise, we need to use these 8 minutes to help this new member feel as though they will achieve their results as well as the staff being a part of their journey by giving them this accountability as a base line for their goals. 

You can introduce this by saying something like:

"okay amazing now that you're all set up, I'll get you to jump on the Evolt Body Scanner, this is going to be your starting point with us, it will measure your body composition and show us some recommendations for your overall health"

They can set their account up Via the Evolt Scanner or Download the App. The scan should take about 3-4 minutes including set up time. 

Once the scan is complete you may go over a few of the results with the member to teach them something about their body they didn't know, but also should explain that a personal trainer can explain this in depth for them and offer them that free consult.

Once this is all complete you must go through the membership agreement and sign.

Ask your manager to test your skills with your next sales appointment