Impact Blog

Showing 10 posts.

Sales is like Relationships - One Step at a Time

Mar 10th, 2018

Posted in Sales Coaching, Sales Troubleshooting

Love to sell & want to take it to the next level?  Hate to sell & want relief?  Have to manage people who sell & getting burned out and negative?  Just getting into sales & want tips?

Read on - we've got your back!

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Don’t get attached to the outcome of a sales conversation

Oct 6th, 2017

Posted in Sales Troubleshooting

This might seem counterintuitive, but stick with us for a minute.  If you’re in sales, you naturally like to help people.  Keep this front of mind when you’re talking to people.  Let go of what you want and stay focused on what they want.  Have a fun conversation while doing a needs analysis, be present and get to know the person.  If they do become a member this connection will really help with retention.  

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Have the confidence to acknowledge the true objection

Oct 5th, 2017

Posted in Profitability Systems

When you find yourself having to overcome several objections with one person, you might be missing the obvious.  If you stand back for a minute & put yourself in their shoes, (adopt their posture, breathing, attitude, etc.), the objection will click for you.  

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Only No Means No

Oct 2nd, 2017

I have to think about it does not mean ‘no’.  Not returning your emails does not mean ‘no’.  Not returning your phone calls, or not picking up when you call does not mean ‘no’.  Blowing off an appointment with you does not mean ‘no’.  ‘Not at this time’ does not mean ‘no’.  

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You don’t know what you’re selling until you know what they’re buying

Oct 2nd, 2017

Your prospect is buying your product for a specific reason. Do you know what that reason is?  If not, don’t let price slip out of your mouth until you know!  If you don’t know the reason they see you as an option or solution it is too soon to discuss price or close a sale.  

 

Your prospect contacted you (unless you are cold calling) so go into the conversation anticipating that they are interested in your product.  

Have you ever on a random Wednesday picked up the phone or emailed a company you had no interest in?  Probably not, so it’s likely that your prospect hasn’t either.  

 

Your job is to find out why they contacted you, how you can help them, what they are looking for and maybe even some of their potential objections to buying.  Once you have done this, you’ve created an opportunity for them to consider buying.  

 

Fitness memberships are often sold for reasons other than getting in shape.   For instance, I sold a membership to a 64 year old woman who wanted peace of mind.  And to a consultant who was looking for a social life.  And to a twenty something that was looking for a wife.

 

Have you taken the time to find out what your customer is buying?

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How much too much is it?

Oct 1st, 2017

Posted in Sales Troubleshooting

Do you always ask this question when you get a price objection?  If not you are probably missing out on some sales.  When someone tells you that the price is too high, don’t assume that you have to help that person understand the value proposition for the entire amount  (for instance) $150.  

 

If they answer that it’s $50 too much, you need to help them understand the value proposition of that $50; not of the entire $150.  At that point, you are making a $50 sale.  

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Recipe for a Killer Closeout

Sep 17th, 2017

Closeouts have been part of the fabric of health club sales forever.  In part, because a membership is one of the few delayed gratification purchases that most people make.  Like therapy, you’ll get out of a membership what you put into it.  For most purchases, the enjoyment of what we bought begins almost immediately after we buy something.  In our industry, the post-purchase enjoyment is delayed.  It only shows up after making a commitment to and successfully executing a lifestyle change which for most people is very challenging work.

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The Curse of ‘No Competition’

Sep 17th, 2017

We meet many owners and managers who celebrate and relax in the glow of their grand-opening good luck and lack of competition.  For some, this means feeling like they hit the jackpot with a strong sales streak.  For others, it translates to investing time and resources to educate the market before they can gather sales momentum.  For even more,  it could reflect being in a market that does not value your product or service either because they don’t understand it or because they don’t know that you exist.

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How to Win the Referral Game

Sep 16th, 2017

Referrals are one of the easiest ways to keep your business on track financially.  We all know that referrals are the lifeblood of the health, fitness and wellness industry, yet few operators have sustainable, profitable programs.

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The Art & Craft of Sales Follow-Up in 10 Steps

Sep 15th, 2017

The latest statistic we encountered about sales follow-up is 6-20 touches to ‘get someone to do something’.  Not surprising, but important to recognize as many salespeople either give up or forget about the prospect after 1 or 2 attempts to reach them.

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