A Quick Way to Kill a Membership Sale

It is important to understand that it only takes a single word to ruin the chance to close a sale

There are certain words or phrases in the health club industry that trigger a negative emotional response from a prospective member. When you are performing drills and role playing with colleagues, make sure you correct each other every time one of you uses one of the rejection words.

It is important to know that certain words can create an emotional response from your prospective member. It is important to practice and use only the words that are going to work in your favour. People are already on the defensive before they walk into your facility, so don't make it harder on yourself by causing them to be even more wary.

Perhaps it is the negative reputation salespeople from previous decades in the health club industry have created, or perhaps people have wised up to sales processes in general. Whatever has caused this scepticism and defensiveness toward health clubs certainly affects the processes you use with prospective clients. Be mindful of the words you use during a telephone inquiry, during a tour, and during a price presentation. Practice using the right words and your job will be a lot easier.