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Fitness Life Marketing.....How To Handle Health Club Sales Objections
by Anita on Jul 2, 2009
How To Handle Health Club Sales Objections
Objections to membership sales can be viewed as the most difficult part of the entire sales process for a health club sales person. This is especially true if the objection is viewed as an obstacle rather than an opportunity to help the guest get the results they are looking for. Here are some suggestions on how to handle health club membership objections effectively.
1. With the effective use of a needs analysis, always try to anticipate objections early in the health club tour and membership presentation. Too many health club sales people wait until objections come to them instead of trying to anticipate what they will be. Eliminate the objections as you go along, and the membership process will be much easier.
2. Never rush your response to a guest’s objection. Hear them out. Listen, even if you’ve heard it a thousand times before. Health club salespeople often respond too quickly...Read More >>
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