The language of motivation and change isn't always easy to understand, but by listening carefully, recognizing certain signals and understanding how to follow up, salespeople will gain more membership commitments from prospects.
A sales approach that focuses on what people lack and lectures them about what they should do to change may not be the best way to close a sale and lead to true change for the prospect.
Even though most health clubs and studios have traditionally run on a membership model, two other options exist. Which one is the right one for your business?
The most successful trainers are those who become an expert in a niche market. These three steps will help you determine which niche is right for you.