Part of my plan for this winter is to upgrade some of my systems on my RV.
Improving my solar energy systems was my starting point and that involved talking to salespeople.
These guys really know their stuff, or they think they do.
As a buyer, I was impressed and horrified at the same time. Every salesperson without exception knew a lot more about batteries and electricity than I ever will. It did not take them long to impress me with their knowledge.
But I am in a very small percentage of their buyers because I came into their store knowing exactly what I wanted.
A relatively small percentage of people checking your facility and offerings out, actually know what they want.
The job of the salesperson is to help the prospect figure out what they really want.
Hint: They don’t want to be on a treadmill and they don’t care about how many square feet of space you have.
Every prospect cares first and foremost about themselves.
Our first job is to figure out what they want, why they want it, and what they have done so far to get what they say they want.
The most important part of our sales presentation is to help the prospect figure out what life will be like if they don’t get what they want.
Most sales presentations in the fitness space don’t go to this vitally important part of the conversation. And for a good reason, it can get uncomfortable.
Prospects don’t want to be sold. They want to buy. Did you buy your most recent car, or were you sold your most recent car?
Figure out what people want to buy, focus on that, and what life will be like if they don’t get what they want, and your closing ratio will soar. It will take some practice, but you will get better with each sale’s presentation.
Crushing your goals in 2024 starts with crushing your goals in January when interest in fitness is at its peak.
If not now, then when?
If you would like to talk about your situation, get on my schedule for a free 30-minute conversation.
Remember, you only get results when you take immediate action on your ideas.
