On occasion, your salespeople are faced with a situation in which your club does not have what the prospect wants. Perhaps the prospect wants to swim laps, but your club does not have a pool. Or perhaps the prospect specifically asks for hot yoga classes, but your club does not offer these classes. How can we help them achieve their goals but also increase our chance for a sale when the club clearly does not meet their desires?
During the 20 years that I have been selling and coaching
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