There are four primary steps in the selling process for fitness professionals.

1. Prepare to Present
2. Uncover the needs1.
3. Manage Rapport and Objections
4. Provide Closure

Here is a just a brief synopsis of each.
1. Unless your are asking provocative questions and your illustrate concern for the prospect they will go elsewhere. Uncovering needs means asking the difficult questions to understand their needs.
2. It is vital for our to keep you prospects attention so they are interested. If prospects are interested in your offer and they “hear” the benefits they are more apt to listen and invest the time with your offer.
3. The prospect might be interested and you might have their attention but your inability to build a relationship impacts moving forward. To that end, prospects object to your offer. You must understand how to move forward to create further interest so they trust you!
4. The most fascinating yet most daunting part of any sale is closure. Procrastination and indecision are a part of like. Moreover, many professionals are afraid to ask for the business. The best way to make money and get more members is to ask

Keep the PUMP full

Cold calling, direct mail and other traditional selling methods do little to build relationships- they simply anger and frustrate. When was the last time you took a call in the evening after a lengthy day from a cold calling maven? And when was the last time you spoke with a million dollar insurance agent that cold calls?

Today’s professional requires techniques that help to accentuate and differentiate from others. Further clients require methods so that there is less work to gather business. Successful professionals keep a full pipeline of activity to help build their nest egg. Here are some examples.

Networking
Review your local paper for functions that interest you and attend as a guest, but go. If do not attend your competitors are. Others cannot know your business with just a shingle hanging in the breeze.

Referrals
The best way to seek referrals is when you are first engaged with the client and they are at that emotional high.

Follows up on referrals
A rule of thumb is twenty-four hours from receipt to contact. Ensure you mention the person that referred you and mention their enthusiasm for working with you.

Speaking
One of the best methods to introduce your expertise is to tell others about what you do. Rotary Clubs, Kiwanis, and Chambers of Commerce are constantly in need of experts.

Writing Articles
There are more newspapers in circulation today than ever before. There are a multitude of newsletters, web sites, regional business magazines, and local newspapers starving for decent material.

Booklets
Typically focused on one topic, these small content-rich pieces feature your advice on health, fitness and exercise technique. Booklets can be used as handouts for potential clients or as products to be sold at special events.

The key to business building and success is doing things others don’t. One needs to discover methods to rise above the din and become visible. With global competition increasing and a shift in industries requiring selling professionals there exists the need to become outstanding. Refrain from tired non-functioning sales methods that don’t work and take time. Reduce your labor, work smarter and watch your sales grow.

c2008. Drew Stevens Ph.D. All rights reserved.

This entry was posted on Tuesday, July 22nd, 2008 at 12:09 pm and is filed under Sales Training, lead generation, sales and marketing, sales coaching, sales help, sales strategy, sales trends, selling skills, selling techniques, selling tips. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.