Selling Fitness: The Complete Guide to Selling Health Club Memberships

By Casey Conrad

Lets face it, like it or not, chances are most of us have to sell products or services at some point in our career as a fitness professional.

Regardless of your role in the business, understanding the steps to fitness sales is a skill that can not be over looked.

Casey Conrad has been in the health and fitness industry for 27 years. In addition to authoring ‘Selling Fitness: The Complete Guide to Selling Health Club Memberships,’ she has created and published over 25 other sales, marketing and management training products for the industry.

In a recent appearance as the expert guest for The Fitness Business Podcast Sales Intensive Series, Casey talks about 4 key areas of fitness sales:

  • The 8 Steps to Fitness Sales
  • The 5 pre-qualifying questions you must ask a prospect
  • How to handle sales objections
  • How to make follow up calls with a prospect

​In the series – Casey talks about the importance of role play when it comes to developing sales skills saying ​ that role playing sales scenarios​ is an absolute must.

She explains that there are core competencies throughout the sales process.  In the meet and greet, it’s the five pre-qualifying questions. In qualifying, it’s knowing how to go through the qualifying questions, meaning past exercise history, present exercise history, future goals and of course uncovering objections. For touring, its the feature benefit feedback. Each one of these ​areas ​has core competencies that you must continually role play.

Casey goes on to talk about the benefits of recording role play and why you should always encourage interaction amongst your team, ​using questions such as “What’s one thing that she did really well, or he did really well?” ​and​
“What’s the one thing,  that you think could be improved the most?”

And what about the team manager, should they take part too?  According to Casey – YES! “If a sales manager or manager can’t role play, they better get their bootie in gear and learn how to do it! Don’t tell your team to go do something, show them how it’s done”

To listen to all 4 episodes of the Sales Intensive series  with Casey Conrad  you can visit www.fitnessbusinesspodcast.com or for more information on The Fitness Business Podcast email chantal@fitnessbusinesspodcast.com

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