I have this rule: I call it the “one third” rule and it goes like this…
1/3 of your prospects will always buy personal training or boot camp.
1/3 are undecided and simply need to be shown and demonstrated value.
And the final 1/3 of your prospects will never buy (unless you know how to sell).
Now, if you run a fitness business and think that you can simply survive and grow a business by only selling to the first 1/3 who will buy from you, then you’re in for some serious financial trouble.
Unless you know how to demonstrate value, overcome objections, present your prices and programs and ask for the sale you’re never going to covert the other two thirds of prospects into paying clients…
…and that means they’re either going to go train with your competitors, or they’re simply going to do nothing – which means you failed to do your part as a fitness pros and business owner.
Asking to close the sale is the easiest question in the world…
Assuming you do it right.
Remember, when you go in for the close you should already know that the answer is yes. If you already know the answer, that’s a pretty easy question, right?
But of course the real craft of selling comes from preparing your prospect to say “yes” to the close in the first place.
So to prepare your prospect to say “yes,” you need to ask the right questions before the close.
A few posts ago, I mentioned that a key part of any successful fitness sales system is that you, the “closer”, do only 40% of the talking and spend most of that time asking questions.
So today, I’m going to explain which questions you should be asking.