Sales: The Importance of Body Language and Tone
“We are not won by arguments that we can analyze, but by the tone and temper, by the manner which is the man himself.” — Samuel Butler. Studies have shown time and time again that the vast majority of...
View ArticleConduct a Better Membership Tour Using the Peak-End Rule
So, you have finally come to the realization that you need to improve your membership tour process, if you even have one to begin with. This likely occurred because you are not getting the results you...
View ArticleSales: Prioritize Volume Over Closing Rates for Greater Success
“It’s not about having the right opportunities. It’s about handling the opportunities right.” —Mark Hunter It’s shocking how often during a site evaluation I hear from a person in leadership: “Our...
View ArticleDo You Really Know Who You Are Selling To?
A few years back I spent three weeks working with a small chain of personal training studios that specialized in developing athletes of all levels. The facilities were remarkable and dynamic, the...
View Article5 Tips for the Already Successful Personal Trainer
“Investing in yourself is the best investment you will ever make. It will not only improve your life, it will improve the lives of all those around you.” Robin Sharma Back in the late 1990s and early...
View ArticleSales: Why You Should Lead with Your Highest Valued Membership Option
Very few people enjoy being in any type of sales role. That’s because it has been hard-wired into our brains to fear rejection. A bazillion years ago, rejection meant being tossed out of the cave and...
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Specific, Methodical and Consistent
In his book, “Great By Choice,” Jim Collins tells a story about Ronald Amundsen and Robert Scott, two explorers who set out on a race to be the first to reach the South Pole. Scott and Amundsen had...
View ArticlePersuasion Versus Manipulation: Tactics to Utilize and Avoid
“Advertising is fundamentally persuasion, and persuasion happens to not be a science, but an art.” – William Bernbach In pop culture, the salesman is usually some man with slicked-back hair and a...
View ArticleAsking for the Sale: Only Six Possible Conversation Outcomes
In previous blogs, we have discussed the many and varied reasons why people fear asking for the sale at the end of their presentations. Whether it is due to an emotional reason, like fearing...
View ArticleEstablishing Professional Rapport — Not Just Being Likable
“When two people meet, as long as there is any form of rapport maintained, the person with the most certainly will eventually influence the other person.” – Tony Robbins Yes! You should be likable if...
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