Are you the Plaxico of the Gym Biz?

Wait a sec,  don’t judge us  yet. Sometimes it helps to carry a loaded weapon in the club!

When I first started in the gym business I was an excitable young man. I thought I gave the best tour in the  health club biz. I built rapport, I took time with folks, we could talk for 1/2 an hr about  fitness, I built excitement,  I would put them on  machines, I did a good price presentation heck I even tried to overcome a lot of objections with out much to go on and guess what a lot would buy memberships. But I also missed some I should have gotten and I quickly learned  what I  was missing.

In spite of the my enthusiasm for the health club and knowledge of fitness and the fact that I got along with most people I talked to about membership I was missing the main reason someone joins a gym. I thought to myself  WOW!  we have great equipment, anybody can get in shape here, we have a high energy atmosphere, and man if I jump around like an idiot and get people excited along with me these people are gonna get started. As important as enthusiasm is,  it doesn’t satisfy the reason people join a club or force people to make a decision that benefits them.

What does force a decision is asking the RIGHT questions. Not just about fitness goals but, about their concerns, their schedule, the family support,  how long they’ve procrastinated, even other clubs they might choose,their lifestyle,  and the personality of who you are dealing with. By asking these probing type questions you are learning what truly  motivates them,if the spouse is in favor of joining a club, you can identify a workout schedule, carefully eliminate competition, show how we can solve their problems all in a way that melds with their personality.To really illustrate this I had to think a little differently than just being the wildest guy they say all day.

I use the analogy of starting with an empty gun then each question you ask gives you ammunition you can load in the clip to shoot down concerns that arise later.

For example: if you asked if the husband is in favor of you getting in shape and she said” yes he encouraged me to find a gym”, It’s hard to backpedal and say I need to ask my husband without you calling them on it.

Or the dreaded I need to think about it. Well, Joe you shared with me that you’ve considered joining for about 2 months Right? let me ask you how much of the weight you said you wanted to lose has melted away  in the 2 months you’ve been thinking about it.

Whatever they say you should have a reflex response that shows empathy restates the question then discounts the concern using their own words.

The more loaded your weapon the more likely you can ease them into action. Fire away!

I still get alittle amped up every once in a while but, unlike Plax I’m dangerous with a loaded weapon!

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