The Art of Selling Fitness

Hello everyone and welcome to module 4 the art of selling Fitness this module and this video is all about what it takes to actually convert complete strangers who've only been to the gym once who've only experienced experienced your gym your workout once how do we sell a person like that into three six and 12 month packages what is really the steps that you need to take every single time the process that you need to follow To make that happen you know how do we get those 50 to 70 50 to 70 even 80% conversion rates

every single month without fail right and we're also going to kind of throw away some biases a lot of people have misunderstandings when it comes to sales a lot of people don't really know what it means and a lot of people don't really understand what is sales what does it call why does it work what does truly make a massal Salesman what does he understand and that's what We're going to show you in this video and in this module we're going to discuss scripts we're going to discuss persuasion tactics uh PRI how to how to

price your offer just really everything you need to just generate and close 20 30 40 50 members a month using this system okay and it really takes a 15 to 30 minute conversation that's it all right so here's what I'm to cover we're going to cover what is really the Alchemy of high Conversion and why is it important right what what what is really you know what is sort of the Alchemy what is the process what are all these systems why are they so what you know what is it exactly and why is it so

powerful right then we're going to discuss the signs behind converting a total stranger into high paying client as you know sales uh to contrary belief is a science and sales isn't something that is unique to every person sales is a process that you Can follow and it's something that you can duplicate with different people on a massive scale it really is but it isn't as cut and dry as some of you might as as as you think I might be putting it of course we're talking to real people here and everyone has different experiences but

there's definitely a process that you can follow every single time to get closes right and then next thing is going to be important things to remember and important things to know about sales That nobody else is doing I see so many sales I've seen so many sales trainings in this industry that are just wrong they just don't understand what it really is what it really means because this video we're going to kind of cut the and talk about what sales really is what do we do what what makes a truly masterful salesman and one of

those things I'm just going to say off the about is practice this look I can give you amazing training I can give you The best scripts which we're going to give you I can give you I can tell you exactly you know how we've closed over how we've closed hundreds of thousands of dollars millions of dollars in sales right but eventually the number one thing that's going to make you a lot of money is practice with sales as sales is a scale it really is and skills get enhanced and you get better at a scale

a certain skill by doing it a lot right okay so the science behind converting a Total stranger into a high paying client you know what does it really mean and I kind of want to start off with our client acquisition methology right we generate leads through paid methods and organic methods right we generate them through Facebook ads we get them through DRS and we send them through a funnel or a lead form right and then we send them through the high level process to actually get them to show up right and this is you know

after that process you Know we've already cut a lot of fat from tie kickers and people that we don't actually want to the gym because the people who actually eventually show up using this process are the exact type of people we want to close that the exact type of people we want in a gym the exact type of people that we can change lives for right and it starts with a quick intro so the person will show up to the appointment and you just want to start off with a simple quick tour Shouldn't take longer

than 5 minutes give them a quick intro you know let them fill out any um forms that they have to fill out you know like um we're not liable for anything you know you guys will know you guys will have done this a lot in the past so just follow your intro process and let them start and you do not and I'll cover the I'll I'll touch basee with this in just a second as well you do not want to start selling and you do not want to talk About your features and how about amazing

your gym is and all that sort of stuff without them having experienced your amazing workout right as your workout will tell the entire story and if your workout and your product is good which I'm 99% sure that most of you you're you're you've guys got amazing workouts you know you make people feel amazing you get them results right you want them to experience that before you even start the consultation because First of all if they like it that's an amazing extra benefit and it's going to make sales so much easier trust me sales are incredibly

hard if you haven't if they haven't actually experienced anything right that's why we do this sort of free trial free session you got to have them let at least one workout and then we start with a 15 to 30 minute consultation where we use our script where we ask the hard-hitting questions where we you know where we close them And we close them and this is our strategy and this is how we make real money we don't want to close them on challenges six week challenges we want to close them on month pack packages okay

the 3month minimums or the six-month packages the 12 month packages and I'm not I'm not meaning up front money you can definitely try your sales ratio is definitely going to you know get a little low as just so you know sales you know full price packages you Know that can be th 1,500 that's a lot of money but what we want to do is sign people up for six 12mon packages on a on a monthly EFT charge and what that does is we really build some recurring Revenue here we really build a business we really

build sustainable income here so we can grow this right let say we close 10 people on a six-month membership right every single month you know 10 people we can we can do 20 we can do 30 but 10 is just a good example Right at a six-month membership you're charging a 100 bucks a month you know that's 600 that's that's $600 um that's I mean 1,000 bucks if we close 10 people a month on a six month that's a th000 bucks up front in cash right to reinvest back into ads um but that's another 5,000

that is in Revenue that is you know lifetime value that you're going to earn from these people right and of course after that you want to sign them Up for another six or another 12 month package but this is how we build a business because when you do that every time you know what type of income you can be waiting for you know what type of business You're Building you know you know your cash flow and that's really that is the secret because I see so many gym owners they don't know what they're going to

make in two months from now and that's what kills businesses because if you don't know what you're going to make Every month because you're doing program you know programs and you know these short-term challenges and you don't know what money is going to be coming in in 2 months from now you're just one step away from bankruptcy okay because you can have one bad month one terrible month and you'll be making 0 and maybe your overhead is four $5,000 a month and all of a sudden you're five grand in the minus right in the red

you do not want that but when you have this Sustainable income that you know is going to be earning coming in say you've signed up 50 members and then you have one bad month you know at least that you have 50 members 50 members all still ready to spend you know $800 $900 with you you know you've got something there right and that's what we want to build it so yeah the 3 to 12 month package close right um and we're going to show you how to do this you know after the workout with a

simple consultation using The script using our science using the science that you know using our sales process and that you know that's really all it takes to sign people up for such big packages it really is you don't need them to be in your gym for a month uh you know all all this sort of all these sales strategies topped on topped on together no you don't you just need a very powerful 20 minutes right and a great pitch great objection handling and you Can get these people in after that and this is how you

this is how you can really build amazing business and get cash in very fast so the science of converting a stranger into a client right like a stranger people that we generate um you know on Facebook leads right appointments what is really the science that comes in the middle and what is really what is what do what has to take place for them to eventually you know okay the transaction of you know Membership and money right how do we make money what is really what is behind it so first I want to start off with

why do people buy Fitness services in the first place what is the reason you know um a lot of GM owners might you know you know obviously people you know want to get healthy that's a very that's a pretty normal given but what do really why do people want to get healthy what is you know what has drive them in the first place what drove them in the first Place to get into the gym experience a workout you know why are those people there okay and why do they buy so it all starts with a

current situation a situation where a person is in right now they might be 3030 overweight they might not be able to run for 10 minutes they are unhappy with their body right they have that's their current situation you know their Li the life situation they're in right now right now and then you have a stimulus right a stimulus something That drives this person in a certain current situation to take action right something that just kind of pings pings in his head like hey that is you know that is that is it and that stimulus turns

in that stimulus turns you know and makes the customer aware and it turns into an agitated current situation right it's something that a client isn't happy with right and this is all type this these this these type of people are the only prospects you're going to get In there because if they're happy with their current situation they wouldn't try to find find a new gym anyway if they're happy with their health right but if they're not they're in an agitated current situation they're not happy with where they are right now they're 20b overweight they're unhealthy

they can't fit in the clothes they used to they don't look like they were when they were 20 all that sort of stuff they want to get muscular they want to get Skinny they want to get you know all that sort of stuff right and these people in this agitated current situation are ads will speak to them right our ads will be a stimuli for them because they're in this situation that they want to fix you know even if they don't know themselves they want to right our ads will talk to them our funnel will

talk to them our high level process will talk to them all right and that's how we get these perfect people That we can that we can actually help into the gym because if they follow through this entire process we know okay these people are the right person for us these are people we can close right these are quality leads right because the ads the ads the ads that are fitting to our business spoke to this person with in this agitated current situation the funnel didn't turn him off and he actually opted in and the high

level process actually made him schedule and Actually made him show up or her right and that's the people we want in there in the gym so you have this person in his agitated current situation right he does isn't healthy and then you have you and the consultation after the workout and how do we use this consultation to close this agitated person right this person who isn't happy with himself or herself right and we do this through a method of clearly Defining the current state we do this by giving you a script where we clearly Define

okay what are the specifics what are you not happy about that's how we use the consultation right we clearly Define so why aren't you happy why are you here in the first place right what are you looking for well I'm 20 pounds overweight I want to be able to run 30 minutes I want to run a m Marathon I want to be able to lift my kids up in the air without feeling pain right I Want to be more agile all that sort of stuff and that's what we use the consultation for and the script

and what we do in that consultation is clearly defining a current state and clearly defining a desired state right so these people come in there and they're not happy they want to make a change that's the whole reason they're there right after that workout we asked the hard-headed question so what is that current state okay yeah you're not happy With that all right and then where do you want to go so you're 20 over weight so I'm guessing you want to lose 20 right yeah yeah okay so that's a defined desired state right that's that's

a clearly clearly desired future they want for themselves they want to be able to run another clearly defined state right so we have this person that wants to make all these changes so we you know we know where they are exactly like to the point like we know like we would be able To just tell them exactly what's wrong with them exactly what that agitated current situation is and we have exactly where they want to be in 3 months in 6 months in a year right exactly sort of that perfect human when it comes to

their health and fitness right and health and fitness is such a such a big part in people's lives I I'd say it's probably in the top three of most important things for people right so when we do this you know we can we know We can know that we're really you know we really talking to these people about something so important to them right and we do this all in the consultation and the script and what we do and this is such a powerful thing and that people don't understand with sales and that people just

kind of don't really know is what we do is we have this clearly defined current state and there clearly defined desired State and there's a bridge in between there's a long period Of process that has to that has to become that's has to come in between right there's some a bridge that that that person in this agitated current state can't cross right and what we do is we put us and our offer in between that making our offer and our gym and our product the only way for that person to go from his current state

to his desired State our offer is the only option and this is how we structure the the consultation and and this is how we Use the script right because when you do that you cut first of all you cut no out of the picture as this is a very important and very emotional thing for most people right and when you put that offer in the middle and tell these people look you're here you want to get there the only way to get there is through US you're we are the only option when you make and

when you structure your consultations like that you're going to make a crap load of money all Right because then people without you even telling them will start to realize okay I know I'm in this shitty situation they just asked me all these questions like I answered them I know I want to change I need to change I want to get healthy and we're going to structure this meeting in this consultation and put a certain you know a certain bug in this person's mind like okay I want to get there I'm here and you know this

gym is kind of the only way to get there Like honestly this is this is the way like this is the only way this is what's going to get me going to help me get there that's how we structure it and the way to put it is the signs of client conversion is creating separation from the agitated current state to two clearly defined and separated States once you've created separation from the agitated State the state that they don't want to be in the state that they hate you must position you and your offer as The

only vehicle to bridge the gap between the two states right and the best way to put this is truly masterful salesman this this this right here has created million dollar sales people right this this this alone truly masterful salesman understand truly masterful salesman creates separation from the agitated situation to a clearly defined current state and 20 overweight I want to lose 20 and they clearly defined desired situation and then they Position themselves and their offer as the key to that desired situation the key right sort of that that the the only way to open that

door to a better future and to put it simply truly masterful salesmen don't sell things they sell Futures people buy into Futures any amazing product any amazing company has been built on selling Futures right and that's how you grow a business a lot of gym owners when they pitch sales they're very extroverted they talk a lot they Talk about the amazing amazing gym they talk about how clean it is the the the new equipment that they have um you know the amount of uh Style workouts that you guys have the best the best you the

best trainers and yes I'm not saying that isn't you know that won't help you it's definitely a nice added benefit and it will definitely push people over the line from no to yes but what the true what the what will actually put people into the yes C category without them Even knowing the rest without them even knowing these nice bonuses of you having a body scan and all that sort of stuff is knowing that you don't that the people when they buy into your membership they don't buy a membership they don't buy buy a g

they don't buy gym equipment they don't buy group classes right they buy a future right and that's what you're selling you're selling a future you're selling a better future you're selling Not a membership not a gym package right you're selling a clearly defined desired State that's what you're selling here so they want to lose 20 you're selling 20 you're selling a 20 loss they want to get stronger you're selling them getting stronger in six months right you're selling they want to you know they want to be able to run the marathon you're not selling oh

yeah we have the amazing equipment to really get your condition up yes you can definitely add That and definitely help right but you're selling okay in 12 months you'll be able to run the marathon with us that's how you need to structure it and you're going to make a lot of money using this okay because that's really the basis of it yes we have a script yes you need a great product yes you need you know all these nice added features are great but this is what it comes down to this and this only this

self Futures here because we only get people and you Know the people people will only show up if they actually have something to fix so it's a great way to kind of cut the fat of people that we don't even want in there right because they're not going to buy they don't care they're they they're happy with their health right we want people in there who clearly know that they have a problem or you know subconsciously know it we're going to make it conscience for them like we're going to actually like using the script And

our consultation we're going to actually like tell them like and they're going to realize I really have a problem and I really want to fix this right we're going to Gap those two like we know what they are and we know what they want and then we're going to Gap our offer and we're going to put our offer in the middle so yeah this is amazing you're hit you want to get that well the only the only the only way to do that is our offer and is our Product okay I hope that makes sense

so important things to remember with sales some just key things to know of for sales and some things that you you really just want to put on your and always remember and especially look over every single sales call um sales appointment I mean because you know yes you know you want to sell Futures but there's also just some important things to always always use and always and never forget really when you're doing Sales so you can consume module 4 in a couple of hours right but Mastery takes a lifetime I've said this in the beginning

sales is all about practice and becoming a master sales closing n out of 10 sales appointments that's true Mastery but that takes a long time you're not good at sales right how many how many sales appointments have you done right because I can tell you right now that if you've done a Thousand sales appointments you're going to be at least better than average at sales right if you tell yourself every single day that you're not good at sales chances are you've not done enough sales appointments right as even if you're not if even if you're

just you have all odds against you you know when it comes to sales if you do a lot of them a lot of sales appointments you're going to get good no matter how no matter what you don't even need any scripts or Strategies if you do a lot of sales appointments you'll figure it out you're going to get better right was and was I born a good salesman hell no but I've done over 800 sales calls and appointments right before North Consulting I was I I was a sales I was a sales guy at a

gym now I've I've I do an I've done sales appointments for northw Consulting and in total I've done over 800 S I've had over 800 sales conversations that lasted anywhere Between 10 minutes 60 Minutes 2 hours and 800 is a big number if you really put it in perspective 800 people right and that's I'm I'm I'm a I'm a massive introvert like actually a massive introvert I can not talk to someone for two weeks I hate sales I hate it sales I mean but I knew that it was so necessary for me for me first

of all to make money in the beginning and then to grow my business that I knew because I didn't have any money to Actually hire any sales people that I knew I had to get good at it and you know I bought thousands of dollars in sales programs and all that sort of stuff I had amazing scripts and stuff like that um and I was still afraid and the only and the only way I realized very very sudden the only way I was actually going to get good to sales the only secret was actually doing

them right really um because and we're going to cover this in other videos again Tonality is 80% of sales people can sense confidence off you they can sense if you believe in that product they can sense it they can feel it the only way you can improve that is sometimes you know sometimes you know some of you guys are very very expert and that's just in you but some of you aren't and the only way you can get better at that is by doing these things it's by doing multiple sales appointments a day right it's

the only way you're going to really Become a master you can become good you can be average right but the only way to become a master you need to become a master if you want to have a million dollar gym is by doing a lot of sales appointments so do them okay and understand that you're going to have to refer back to this training weekly until you hit the numbers you want to hit this is not a training that you watch once it's not a one uh it's not a it's not a just some some

quick fix like okay Amazing bam fix no it's something you have to come back to every single week until it works until because this is sales is something that is you know people are very forgetful especially when it comes to sales and just sometimes you know you do sales for a couple months and all of a sudden numbers will drop and you don't know why and then you watch videos like this again and you realize oh oh crap I'm leaving a lot of stuff out I forgotten a A lot of stuff that was important right

so this is something that you want to keep on your weekly watch or your monthly watch until it works right until you are really a master at sales and you until you're closing 70% of appointments and this is also something you can show to your team right so that's a great way to do as well if you're a oneman team right now and you know this program has made you a lot of money and you're finally hiring sales Guys show them this program it's going to help them a lot right maybe you already have some

sales guys right or trainers who do sales show them this program it's going to help them a lot right and you're going to have to make detailed notes on your appointments this is so important and learn from them right it's sales is sales is a science and sales is a study um so you have to Lear learn from your previous successes and especially from your previous Failures because once you do that once you actually take notes on every sale appointment you know the good ones and the bad ones you'll start realizing okay I really need

can't do that that just doesn't work because I've tried it five times and every time it was a hard-hitting no right and I need to really push on these things right here because I closed 10 people using that same strategy and then you want to practice practice practice practice is So crucial all right because when you put a lot of action and a lot of practice and you use an amazing script that we're going to give you in an amazing process there's almost is almost guaranteed success right so an ethical use warning right this process

is so powerful that you will have the ability to convince literally literally anybody to do anything and I ask you to use this process ethically and only sell to people you can actually help and add Value to all right I could honestly sell anybody anything even if I didn't know what it was because I have the ability to position myself as the vehicle to somebody fulfilling their greatest desires so I ask you to use this sales process ethically and use it with warning and honesty all right we don't want to sell to people that our

gym or our product isn't right for right because using this process by actually using this process and putting your Product in the middle of getting you know putting your product or your service as the bridge to get people to their greatest desires you'll be able to sell anything like truly you'll be able to sell anything but we want to be good people here we want to actually be ethical business owners we want to sell our product to people um that actually need it all right so I am just asking you please use this for people

who need your product okay So before the consultation preparation right so what is the preparation that you really want to follow every single time for every consultation and it's just amazing it's just going to help you a lot okay so you want to first release all your attachment to the yes this is something that's very that a lot of sales people do wrong right is they focus so much on the yes and the Buy in right they focus so much on yes credit card details give me that and instead They need to pull full attachment

onto an accurate diagnosis and you need to position yourself not as a Salesman but as an assistant buyer right because remove the yes and just make a diagnosis is this the right product cuz that's the way we structure our script as well is our product our membership actually the right thing because if it is and you truly believe that it is sales you're going to your sales is going to massively increase because you're Selling a product that you that you 100% believe will help these people and these these people will sense that they will know

that they will feel that in your tonality in the way you're talking right so that's why we diagnose and we don't pitch we don't act like the the movie salesman shouting to people buy bye byy or you're you know you're going to lose everything no we're here we position ourselves as a sort of like you going to the doctor a doctor Wouldn't give you you know meds or drugs that you wouldn't need what he first does is he do does a bunch of tests he asks a bunch of questions before he know before he gives

you something why because he can't give you drugs or meds that aren't actually aren't actually going to help you like that can actually kill a person right and that's the way we want to position ourselves with our with our sales you need to position yourself as an assistant buyer you want To help these people make an you know a great buying decision okay and keep your ego in check I know you know this is the fitness industry and you know there's some you guys have some there some guys that you guys have a big ego

that's fine too I have a big ego too but you want to keep that in check especially with sales okay because these people are usually are pretty they can be pretty emotionally scarred by things like this right by Being overweight by not being healthy right you want to keep your ego in check and make it all about the prospect it's not about you okay okay it's not about you it's not about your business it's about you helping these people and don't ever judge the prospect in any way okay they made a massive step to actually

enter the gym and actually make take the first step to fix their life don't judge them everyone has been in a position that they everyone has Been in a current state that they do not like everyone has been in an agitated situation might not be Fitness might be Finance it might be anything right so don't so understand that these prospects have problems and you know they want to fix it and it can be pretty emotionally heavy for them so understand that and don't judge them all right understand that you and the prospect are there for

different reasons You look you are there to you know sign people up and make money and that's fine too and but the prospect is there to change his life the prospect is there to fix his health the fix to get to really be happier right so you need to understand that first of all like it's not about you it's not about your gym it's not about your amazing facility it's not about you know all the FL it's about you helping the prospect as the prospect wants to be helped the prospect Needs a certain solution right

and understand that sales is not a game it's more meeting people hot to hot do not you know don't be so don't be like some corporate uh some corporate um well prick really don't be a corporate prick that you know like hey how are you you know um you know we are business we're you know professional no be like a be like a person be like a friend to these people right you're meeting them heart to heart you're talking about some Pretty serious stuff so you need to meet them heart to heart so just be

yourself be nice be kind you know crack a joke here and there listen to them treat them like you would treat a friend and your your sales is going to massively improve okay don't treat them like a number figure don't treat them like okay there's a possible there's a possible thousand a year walking in no don't do that diagnose if the product's Right for them explain them exactly why and you're going to get a lot of sales a lot so the best practices when it comes to Fitness sales right you want to give them a

quick tour of the facility before they start the workout right you want to just give them you know fill them let them fill out any forms um that you know necessary you know I know that CrossFit does that and stuff like that just do your normal process um you've done for all your members um when they weren't Actually members right just do the normal process shouldn't take more than 5 minutes and I and I really want to stress this do not start selling before they've had their workout let the prospect know that after their first

workout you want to ask them some questions right like actually start the consultation right you so you can you know just like hey after the workout you know let's meet up and uh I just got a couple questions to ask you to see if This you know right if you see you know where we can really put you if this you know program is right for you and kind of just ask you uh what you thought the workout stuff like that right you can also design it as you know um you know designing some sort

of plan for them you can structure as a fitness consultation we also put that in some of our ANS right just find a way and you probably you'll probably figure this out you'll probably have an own strategy yourself Just find a good way so you you know you can justify talking to these people for extra 15 to 30 minutes after the workout but you need to have the workout first they need to experience your product at least once they need to get that sort of dopamine Rush after a workout before you start selling them because

then the seale becomes so much easier because first of all they understand that it's an amazing product it makes them feel incredibly good and humans are addictive Personality so when when they feel really good after a workout you know they they immediately want more of that or they would immediately want to feel like that all the time so it's going to make sales so much easier because they already have experienced it they already know that it's great they already feel great right and it's going to make them happy right H selling people who are happy

who feel great it's so much easier so let them do have them workout first Don't discuss pricing don't ask them emotional questions before the workout do that after so after the workout ask them if they enjoyed it 99% of people will say yes I love them if they don't well you know we can't help you your product is just kind of not there your membership that you know your your workout or your your fitness facility just isn't right you need to fix your product okay because in this industry we're going to show you how to

get leads Sell people scale right but the essence of all this is you need a good you need a good product you need to make people happy your workout needs to work your workout needs to be nice um great environment great trainers stuff like that right and if you have a separate space so after the workout if you have a separate space for sales take them there and make sure it's a quiet room without noises and distractions so this is a Great way um and honestly if you you know have something in your budget or

you can make extra space for sales I really recommend it just having like a sort of a small table um where you can do one-on ones with prospects it's going to massively increase your sales um because it makes really intimate it makes it really makes it sort of like a therapy session for these people um and it's going to massively increase your sales but if you don't have a specific Space for sales take them to a spot where they can sit and relax for a bit um because they've just been through um you know depending

on what type of nich in pretty light or gruesome workout right like make sure you know give him a drink um give him just a glass of water just let him relax um and make sure it's not a non-threatening environment make sure it doesn't have any East droppers as that will make the prospect very uncomfortable especially when we start Asking questions related to their health and fitness right like do you want to lose like they you know all that sort of emotional stuff you you don't want to do that with your other members 2 met

across from you right because they're going to be listening and those and Prospects won't be comfortable talking about anything with that you want to make sure it's a nice quiet environment where you can just really have a conversation with a person you not Really meet them Heart to Heart okay doesn't need to be you do not want to do that you do not want to do it in a crowdy place and you definitely do not want to stand while doing this okay you know they want to be relaxed they want to feel like they're in

a safe environment um so some other more best practices is so make sure you have all the forms scripts resources you need to make a sale and Make sure you write down their answers so have everything ready okay so have all your forms have your scripts have your questions um have we'll show you you know the scripts and where you can actually put in all the answers and stuff like that um in different videos but make sure that's all ready you do not want to jump around like okay great um you know they they just

agree to you know get into buy six-month membership right you don't want to jump up and get Another form you want to have all that already um you want to have a notepad um just so you can write it down and when a sales conversation starts so when a sales consultation actually starts you have everything ready you're both sitting there oneon-one transfer 100% of your attention to the Prospect and their answers make them feel like you actually care because you do I hope I hope you care because these people you know you need to treat

your Members like like their family okay and do not be distracted don't you know don't uh you know 5 minutes of the you know nearly breaking down telling them their life story of why they are 30 overweight don't just all of a sudden talk to someone else or one of your trainers will answer the phone for God's sake put that on silent 100% of your focus act like you're a therapist here this is like an a one time only th a 30 minute 15 to 30 minute Therapy session have you ever been to the therapist

and they answer their phone while you're talking about how you um you know how how terrible your life is stuff like that like no you got you got to treat it like an actual real heart to- heart conversation and with that comes 100% of your attention and make them feel like you actually care so actually care about them and that's you know don't then that's that really comes back to keep your ego in check okay Because they'll they'll feel safe with you and they'll like you because you care about them right and release all emotion

from the day stresses or previous appointments and be in a tranquil State ready to give your prospect your full undivided attention look if if it's your fourth fourth appointment and you've had three Nos and things aren't growing great um at home and in the business you really and I it's it's so much easier said than done But you really need just need to throw all that out and pull one put 100% of your attention just to on the Prospect and not about your own problems as those own problems and especially if you don't you know

remove them before this appointment starts they're going to really you know they're going to have a massive effect on your sales appointment and it's going to really hurt your sales rate and it's going to you make you more unhappy and all the other sales Appointments that day will be terrible right so really just clear your head clear your mind okay kind of just throw it all away and make this you know become completely Zen really um and focus your attention on the client and the prospect right so another thing is using silence as your secret

weapon right the power of Silence this silence um as a lot of people have biases and Un you know they have beliefs about sales that aren't true you know because they've watched movies and they've seen sales people you know from the 80s right they're talking a lot they're shouting they're incredibly extroverted they know Like the Wolf of Wall stre is an amazing example it just doesn't work you know it definitely you know you can definitely make sales you know being some massively extroverted guy but it's going to hurt your sales more more than it's going

to Help and the true power of sales is being 5% of the conversation you want to let the prospect talk and talk talk as much right the power of silence is massive I've used silence to make hundreds of thousands of dollars hundreds in my sales appointments in the past and even now I let my I let the prospects talk I let them finish okay it's not about me here it's about them I I'm just here to ask ask questions diagnose see if this product's Right for them right so when you ask a question shut up

just shut up and be silent let people finish their model sentences and never speak over them never just let them talk you're there to listen Okay and silence on your end allows the prospect to think and they will speak giving you essential Clues as to where their train of thought is is leading and this is what you use as your ammunition and this is such an amazing thing because when you're silent people Will all of a sudden just start blabbing on and blabbing on even more and that because people have a defense mechanism so when

you you ask pretty hard-hitting questions like so you want to lose weight the first answer will probably be yeah right then what you shouldn't do is talk about them okay amazing next question what you want to do is they'll answer with yes and you want to have a 5-second silence and that 5-second silence will have so much power in your S's appointment because you'll say yeah and you'll have a little bit of an awkward silence there and before you know it they'll be talking about their life they'll be talking about why they're overweight why they

want to lose weight they'll be talking about their terrible eating habits they'll be talking about Bing eating at night all of a sudden everything just unleashes through a couple seconds of Silence but that would never happen that would have Never happened if you were if you were just to talk and talk and talk right I know a lot of you you know some of you like to talk and that's fine but not in your sales appointments don't over you do not want to be the main talker in the sales appointments okay because those those those

essential Clues and that extra bit of dialogue after the yeah I want to lose weight is amazing for the pitch because it doesn't only waken up extra pain and extra Emotion which is amazing because eventually they'll realize they really have a problem and then we can we can use that for our pitch and our close you know it gives us essential clues that we can use as well for our objection handling because you know yes I want to lose weight okay yeah okay great everyone does you know most people do right but when we hear

you know about their family issues about their Bing eating we can use that in our pitch Right because now we know yeah they want to lose weight but they have a problem with binge eating so instead of them instead of in the pitch telling them yeah we're going to have you lose 20 lbs we're going to get an extra step and we're going to get personal with them and we're going to say you know we're going to uh get you to lose 20 pounds you know but we're also going to help you with that Bing

eating problem as you know until we fix that you're not going To lose any weight so we're going to get on that right and that's the IM immense of power and that's how we sell future right that's how we and that's how we sell fixing these problems for them and Silent also makes the Prospect worry that their answers aren't good enough and it flips the power to them being needy to them being the needy troubled ones and you the S on Observer as a lot of them a lot of people will realize okay this consultation

is just going to Be sales converation conversation right um and it kind of they will some of them will look at us as some sort of salesperson right and we want to kind of transfer the conversation of us proving to them that we the right client to them proving to us that they're the right client right so instead of us you know we have an amazing product that's why you have to buy that's why you have to buy they'll want to they'll they'll have to convince us okay you want to be Always want to be

in the alpha situation here all right um and you just want to let them talk and let them talk and let those emotions just unravel unravel and you just taking notes asking your questions when they have to be asked and observe and analyze okay and let people sit with the weight of their pain okay a lot what a what I've seen so many times in with salespeople is they start fixing their problems they start fixing problems and Start giving them tips in the sales conversation you shouldn't do that so what if you do not solve

the prospect's problems and pains so when someone has a problem with you know eating to uh you know with eating too much or binge eating don't just like tell them oh you but have you tried in minute fasting you should definitely try that help me you know lose 10s don't do that don't give them any tips don't solve their problem because when your Prospect States their current situation their problems and pains do not jump in and start coaching them or solving right just say okay you don't want to start coaching or solving until they've actually

paid right and your prospect has a problem and when you ask a question that dredges up emotion and pain attached to that problem do not solve it because they know then then they will no longer feel the pain or even worse they'll think okay um you Know I'm going to try that first and if that doesn't work I'll come back no you just want to listen you want to hear and do not solve because you know a lot of you are very knowledgeable and know exactly how to help these people when they State their problems

but the last thing you want to do is tell them that the second they've stated it so I want to lose weight oh well this is what you should do you should probably work out twice a week um cut your Cal calories to Two 2,000 calories a month a we a day you know don't need more than 100 grams of carbs and you're good to go in a minute fasting is amazing as well and maybe we should try keto like come on what is this we're here just to diagnose we're not here to solve okay

we're obviously here to solve of course but our product is going to do that for them we don't want to solve it in in the sales conversation so just say okay and keep asking your questions and Let them sit with the pain and the seriousness of the situation because the more they realize that it's a real pain that's really hard hitting them hard like I've had sales conversations in the gym and even on the phone where people actually cry because we're talking about such serious stuff here right it's a very can be very emotional um

and we kind of want let them sit in that and kind of let them brood through that entire consultation because then they'll Realize how big of a problem they have and that they really need to fix it and it's going to make the close and the SE so much easier so we are not doing this coners consultation to solve everything they have we're just here to diagnose and if we' diagnosed their problems and we know that we can fix it that's when we sell them and once we've sold them that's when we help them right

so the magic and science behind this process so people have this scatter scattered Frustrated mind right they're in this position that they do want to be right and that's just them that's people signing up through your office signning you know showing up to the gym that's where they are and what our script and our sales process does and the silence and all the preparation and the questions and the pitch it fires the right neural path to put people it spikes the right neurop paaths right exactly what we need and what that does Is it per

um what it does in that sales conversation and you know Bridging the Gap right Bridging the Gap between you know the current situ ation the desire situation are off of being in the middle when we've perfected that and the script we've we've got given them a state of clarity and we've given them and we've put them in a state of decis of action as when they realize it's a serious problem they realize that they can't sit on it for another 6 Months they just can't wait around anymore they can't say let me think about it

anymore and when we've done that we can close people on the first appointment very easily but first we need to put them in that per ected state of clarity where they really understand I have a problem I need to fix it this way this offer is the only way to do that and how do we do that is by asking the right questions handling the sales appointment just right and using the Right strategies right so why this process is architect architectured the way it is so human minds are not made to multitask so when somebody

multitasks their brain lights up like this right go a go uh you know it just is all over the place uh and actions get tangled with goals and all of the processing power goes to the front of the brain which is responsible for the switch for switching tasks in order to convert your prospect you must Work through a linear process which is carefully designed to trigger the right parts of the brain and connect all the dots in the prospects mind when it comes to achieving their goals and bringing clity Clarity to their frantic and painful

situation right and that's what we do that's that's how we structure this sales process we give them Clarity we put them on the on a straight line I don't know if you some of you might have Been through Jordan Bel that's the actual Wolf of Wall Street um his sales process is actually pretty good it's called the straight line uh I think it's called the straight line persuasion something like that and that's really how you want to you want to sales really is a process it really is a step one to step 12 it isn't

scattered all over the place like you see in movies and just shouting at them and just kind of improvising no it's a actually a very Very step-by-step process that you can follow with any Prospect right and we'll show you that step-by-step process in another video and that's our script but once you follow that step-by-step process we're going to fire the right message to the right part of the brain when we follow it linear uh in a linear process right and at the end we're going to bring give them Clarity they're going to understand that they

have a painful Situation and our offer is right for them is right for them okay so when done correctly this sales process successfully stimulates the prospect's mind and brings about a state of clarity and decisiveness so that they can act and make an immediate decision and it is profoundly powerful all right once once we've you know once we've held this down once you've become the sales Master it's going to be so powerful it's going to make you a lot of money right Like I said I think in module one or in the foundations you can

have every everything in your business can be terrible but if you're a master sales you're never going to grow hungry okay that was the aut of Fitness sale I hope hope you enjoyed if you have any questions let us know in the Facebook group and um move over to the next video where we're going to discuss the script we going to show you how to handle objections how to write uh how to Really hit the right pain points um closing techniques we're going to cover in this module as well how to use pricing how to

increase prices so you can make more revenue and all a bunch of cool stuff all right I'll see you in the next video goodbye