Before club managers or sales staff can get prospects to sign a contract they must find out why the prospects came into the club and convince them that the club39s offerings can help them meet their goals Photo by Thinkstock

Before club managers or sales staff can get prospects to sign a contract, they must find out why the prospects came into the club and convince them that the club's offerings can help them meet their goals. Photo by Thinkstock.

The Top Three Objections That Prospects Have to Joining a Health Club (and How to Overcome Them)

To close the sale, your salespeople must find out why the prospects came into the club and convince them that they can meet their goals at your facility. When your sales staff focuses on the needs of the prospect, they can address any objections prospects have.

When prospects come into your fitness facility, most of them have already done quite a bit of research on your club. They have checked out your facility's website, know about the services you offer and have compared prices with other clubs.

But to close the sale, your salespeople must find out why the prospects came into the club and convince them that they can meet their goals at your facility.

"It all starts with a needs analysis," says Ronna Clements, national

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