Advanced Sales
Problem – Solution
Principle
Closing is straightforward when a customer acknowledges a problem, we can provide a solution to
Theory
If we can have a customer agree to a problem, and us as a solution to the problem, closing becomes very simple. Sales shouldn’t be combative, but an agreement reached together. Problems include money, time, facilities.
Application
“your gym is busy right? Can’t get on to a machine and everyone’s loud. Were much more peaceful”
Write down three other problems and solutions
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Pre-Emptive Strike
Principle
Mentioning the negative before the supporter does use it against you
Practical
“I’ve been speaking to a lot of people and had a fantastic response. They mentioned they go to a gym already, you probably do as well, right? “
Yes - “keep it up!”
No - “Awesome, today could be your first day”.
“I know you’re busy, super quick one”.
Greed
Theory
People will buy if they feel they are getting more for less. You must highlight the more and give them 10x what the price is. In the gym industry the value is the vision of their fitness dreams.
Practical
It is important to stress how amazing their growth will be, while at the same time stressing how little the monthly price is. This is a value (fitness goal) v cost (monthly amount).
Application
It’s important to pitch excitedly while reminding the person they are taking the right step. Remind them at the end that they’ve made the right choice choosing you and their fitness journey here at Energie.
Lifestyle
Financial Breakdown
Breakdown Weekly
Mortgage/Rent
Phone
Transport
Bills
Entertainment
Loans/Debt
Others: Please Specify
Total Weekly Expenses:
Total Monthly Expenses:
Total Monthly Paycheck:
Total Quarterly Bonus:
Goal Setting
Theory
Application
Application
Short Term 1-3 Months
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Measurable
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Attainable
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Realistic
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Timed
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Medium Term 3-6 Months
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Measurable
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Attainable
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Realistic
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Timed
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Long Term 6-12 Months
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Measurable
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Attainable
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Realistic
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Timed
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Self Development
Quote
Media
Theory
Application
If you’re not first, you’re last – Grant Cardone
Extreme Ownership – Jocko Willink
Can’t Hurt Me – David Goggins
Wim Hof Method – Wim Ho
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