Intro To Sales

For People Who Want To Learn Sales

Membership Sales Code of Conduct

Integrity is doing the right thing, even when no one is watching - C.S Lewis

The membership sales code of conduct is to ensure a standard level of operating compliance to ensure a first class service for members.

• You should act in a professional manner at all times.

• dress code is x

• You should at all times act honestly and in such a manner so that customers are not misled.

• You should at all times conduct yourself with integrity, ensuring that your actions do not harm the reputation of the brand
  - You should not knowingly, recklessly or maliciously injure the professional reputation of x company

• You should always explain clearly why you are approaching customers.

• You should not knowingly give false information, omit relevant information or mislead any potential customer about the clients’ services or products.

• You should always end a conversation in a polite and respectful manner, if asked.

• You must always handle personal details from customers in a secure manner. Remember to observe the Data Protection Act at all times and protect customers’ information.

• In the event of any problems, please call The Company as soon as possible.

I agree to abide by all the above standards and any additional standards subsequently added by company

Signature:________________________________________________

Name:____________________________________________

Date:_________________________

Passion

Quote

Attack each day with an enthusiasm unknown to mankind - Jim Harbaugh

To play a wrong note is insignificant, to play without passion is inexcusable - Ludwig Van Beethoven

Media

Youtube - Eric Thomas The Guru Story ( 3 minute video )

Google - Do not go gentle into that goodnight by dylan thomas

Theory

Whatever you do you have to do it with your whole heart. What that looks like is different from person to person but what’s important is that you are giving what you’re capable of giving. If you want to go to a business to get a lead, go there. If you want to go up to someone because your intuition told you to, do that. It’s intense and it’s annoying but one day we aren’t going to be here, so it’s best to live and give it all you can. Don’t focus on what other people do, what can you do?

Challenge

Write down your 100%. How many sales do you want to get each week? How much time will you dedicate to this booklet?

E.g I will get 10 Sales Every week and study 5 subsections of this booklet every week.

“ I’m here to help you in all the ways important to you “

Attitude

Quote

Faith is to believe what you do not see, the reward of this faith is to see what you believe - Saint Augustine

Media

Youtube - The Law Of Attraction ( any video )

Theory

If we see ourselves winning then we will win. If we see ourselves losing, then we will lose. Most people see themselves losing, so when something comes up which they can’t control, they stop and blame that on why they can’t win. The people who see themselves winning will come up against a hurdle, and then find a solution, or move on with enthusiasm.

Challenge

List out things you can and can’t control, and for the things you can’t control, list solutions you will have to overcome if they occur.

Can Control

Can’t Control

How many people I speak to

Weather - I will bring a jacket if it is cold, I will bring cold water to keep me hydrated if it is warm

Know What You’re Doing And Why

Quote

He who has a why to live can overcome almost any how - Friedrich Nietzsche

Media

Youtube : Start with why simon sinek ted talk

Google : can a woman lift a car off her pinned child?

Theory

You wake up one day and you find out someone close to you passed away. Your friends message you that they don’t like you. Your partner leaves you. You only got an hour’s sleep. You don’t have money for food. You’re working strange hours, you’re being told to read and smile, to make sales. Pressure is falling from every angle. Why bother continuing?

Challenge

We all have reserves of energy which we can access. Like the woman in the article, we usually only access it when we’re in desperate need. We need to find a why, get desperate about it, so we can access this energy all the time. For some people their reason is just pride. For some, they are fighting for their family. Others just want to buy shoes, or new clothes. The why needs to be strong enough so when things go awfully, you still keep working. Think of your worst day possible, and of what you can tell yourself to motivate yourself when difficult things happen. “ yes this has happened but we planned for it and told ourselves we would tell ourselves ( Insert motivation, insert why). You can have many why’s.

Download pinterest and make vision boards

imagine who you want to be

look up someone who inspires you

write affirmations in the present tense

Work The Full Day 100%

Quote

It’s not how you start, but it’s how you finish - Michael Phelps

Media

Youtube : Usain Bolt World Record

Theory

That passion and attitude needs to be there every moment for you to be able to make sales. If you drop your attitude, you may miss a sale or turn a positive person into a negative.

There are three types of days.

0 = Number X = No Number

Day 1 – XX0XXX0XX0XXX0

Day 2 – XXXXX0XX0XXX00

Day 3 – XXXXXXXXXX0000

Sales come early and it is easy to maintain a good attitude on day 1. Day 2 sales come regularly but it’s not as easy as day 1. Day 3 when you must maintain your attitude all day long despite not having any numbers to close the final customers - are the days that demonstrate you are a good salesperson.

Challenge

Monitor how much energy you had with your first lead, and your energy on your last. Was it as passionate? Also monitor your attitude at the start of the day and your attitude at the end. Are you more frustrated? snappy ?

Law Of Averages

Quote

It’s the law of averages, put in more come out with more - Bruce Lee

Media

Google - Monte Carlo Fallacy ( opposite of law of averages )

Theory

Sales is a number’s game. The more people you speak to, the more chance you have of getting a sale, or a free trial. It’s not about skill, just about hard work.

If you repeat an action enough times, a ratio will appear. If you are a beginner, your ratio may be 1:4, advanced it would be 1:2.

If you took a gumball machine which had 100 sweets inside and 96 were red, 4 green, it makes sense that you would need to turn the handle 100 times to ensure you have got all the green balls out of the machine. With every red ball you remove, you are one step closer to the green.

You have to keep going.

Application

Write down the following next time you are on outreach and log numbers. At the end of the day you can see how many people you converted from spoken to stopped and from stopped to toured and so on. This way you can pinpoint your weakness, and attack it the next day. If you got enough people toured, but not enough signed up for a free trial, you’d need to work on your relationship building. It’s just about numbers, and doing this you can keep yourself accountable with a specific goal.

SW3=N = some will , some won’t, so what?, do not let the no’s affect you, take the no’s and be urgent to find the next yes. using number’s takes emotions out the field

Timing

Quote

Early is on time, on time is late - Bo Schembechler

Media

Youtube : Time Management Rock Video

Theory

We have to plan to get to places early. If we know there’s a train or bus strike we should aim to wake up earlier and find another route. Timing is important because it shows the person you are meeting that you care about their time and respect them. People who come early usually find better opportunities.

Challenge

Aim to arrive at work, to meet your family, friends. Aim to be there 15 Minutes earlier than the time you are meant to be there. Make this a daily habit!

Preparation

Quote

He who fails to plan is planning to fail - Winston Churchill

Media

Youtube : Jack Canfield Play Your Day

Theory

If you prepare for outreach with water, leaflets and phone fully charged then you will have everything you need and can focus on outreach. If you don’t prepare then you’ll be out their knowing you need to charge your phone and that will throw you off your game. Make it easy for yourself.

Challenge

Take on Jack’s challenge! take time at the end of your day to notice the difference

Work Territory Correctly

Quote

Versatility is an extra string to a player’s bow - Alex Oxlade-Chamberlain

Media

Ben 10 Omnitrix

Theory

In a poor area, people have time but no money as they don’t work as much. In a rich area, people have no time but a lot of money as they work. Forest Hill has a richer population, so we need to find ways to be able to attract them.

Challenge

What are some ways you could be stopped if you were in a rush? What are some ways you could be convinced to join a gym if you didn’t have much time?

e.g high energy on outreach will stop someone

e.g emphasising the gym’s capped number meaning the person won’t have to wait for a machine, and will therefore save time.

e.g telling them you’ll be super quick as you respect their time

Come up with 3 ideas of how to sell to a rich person. Imagine you were rich, and what would sell you.

Take Control

Quote

Put your iron hand in a velvet glove - Napoleon

Media

• Ask someone to spell the word “pots.” Then quickly ask them the following question: “What do you do at a green light?” (Go). They’ll already have the thought stop in their mind, because you made them think of it.

Theory

We always have to be in control of the sale. If the prospect is ever in control, they can always say no. To be in control we have to make sure they agree with us, they pay the deposit and that we get rid of any thought in their mind of not joining by finding out their doubts. Once you get them to say yes to giving a number, then you need to get them to say yes to everything. Once you get to the sale, it’ll be strange for them to say no, because you already made them think of signing up.

Challenge

Come up with 3 ways to be able to take control. This could be cutting someone off when they’re speaking too much. “Absolutely well look, let me show you some prices because if not I’ll talk to you all day !”. “Let’s get you signed up “instead of “do you want to sign up “. “Let’s get you in for a free trial” instead of “are you interested “. Never ask, assume in your language.

Smile

Quote

As long as you live keep smiling because it brightens everybody’s day - Vin Scully

Media

Youtube - Chimpanzees react to their reflection in a mirror

Theory

60% of communication is non-verbal, 30% tone of voice and 10% words.

A person decides if they’ll sign up within the first 5 seconds of seeing you, so it’s important to make a great first impression.

A smile is the best way to make a great non-verbal first impression. It creates a mirror effect, it’s hard not to smile if someone is smiling at you. You’re positive and smiling, the prospect is positive and smiling. They’ll feel comfortable and listen.

Application

Practice smiling in the mirror until it feels natural

Eye Contact

Quote

Eye contact is way more intimate than words will ever be - Faraaz Kazi

Media

Youtube - Video For Practising Eye Contact

Theory

Eye contact creates trust. It shows you’re confident about what you are saying and selling. You have nothing to hide, you’re not trying to rob them or sign them up to an awful gym. You’re trying to sign them up to a great gym.

Application

Practice using the video as funny and awkward as it is at first. Practise your script while watching it

Green Light Theory

Quote

You must train your intuition, you must train the small voice inside you which tells you exactly what to say, what to decide - Ingrid Bergman

Media

YouTube : how the green light theory will help you convert more deals

Theory

There are signs that tell you whether the person is interested or not. Learning these will help you know who to spend your time with in terms of who is most likely to say yes. To attract green lights, you must be a green light, so make sure you are smiling, making eye contact and excited. If you are at a red light, speak to green lights to get positivity. If you are on a roll, work on converting amber lights into green.

Application

Write down some tell tale signs of red, amber and green lights. Red lights aren’t interested, amber lights are sort of, green lights are very interested. How could you spot the difference, and know who to spend more time with, so you don’t waste energy and get impacted negatively by other people’s red energy? Grab a member of staff and ask them to act out a few of the roles in different orders without telling you which one they will do so you can practise your responses, and vice versa.

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Buying & Non- Buying Signs

Quote

I’m a boxer who believes the object of the sport is to hit and not get hit - Floyd Mayweather

Media

Youtube : floyd mayweather defence

Theory

There are signals that will tell you whether a customer is ready to buy or not. Learning these signs will help you spend more time with more customers that are likely to sign up. As soon as you see these buying signs you should be ready to close immediately. When we get desperate, we stop reading customers and we begin to slam pitch. This means we do not build relationships, create impulse or get buying signs. If you recognise you are not getting buying signs - stop, don’t pitch to people who aren’t interested. It is not only a waste of time but also it is better to give a no than to take one. try to take as few no’s as possible throughout the day, and get more yes. Hit and don’t get hit. This will help you maintain your attitude.

Application

Buying Signs

Non-Buying Signs

Smiling, Eye Contact, Excitement

no eye contact

customer saying “ wow “, or “ amazing “

not looking around

nodding

giving negatives

asking questions

moving away

agreeing

mentioning they weren’t planning this

open body language

not responding

Feel Good Factors

Quote

Kindness begins with understanding that we all struggle - Charles Glassman

Media

Youtube : We built wells in Africa Mr Beast

Theory

People have good days and bad days, but on both days, they are looking for more positivity in their lives. People want to be treated with good customer service, so don’t worry about sounding desperate or showing you want a customer. People are more likely to sign up to a gym with positive people.

Application

Compliment them “awesome hat “

Acknowledge and pay attention to what they are saying “you seem like the type of person who likes to do weights”

Show compassion “I’m sorry that happened at other gyms, I understand they can look intimidating”

Offer to lock their stuff away for them with your own lock during the free trial.

Offer them a drink when you’re near the vending machine “what can I get you, if you come to my house my girlfriend/wife/mum she’ll cook for you this is my home what can I get you, I’ll get you a cup if anything “.

“that’s amazing, I couldn’t do that job”

What are three other things you could do or say to make someone feel good?

“Thanks for giving me your time, I know time is super valuable and there’s a lot of distractions around their people who are on a quick road to nowhere but you are doing something that will change your life”

paint a picture for the customer “ you’ll be healthy look in the mirror with confidence their will be too many girls chasing you “

use buzz words “ awesome , amazing , fantastic , absolutely “

Creating Personal Relationships

Quote

Know all the theories, master all the techniques, but as you are touching another human soul, be just another human soul - Carl Jung

Media

Heal the world - Michael Jackson

Imagine in your mind before the day starts your happy place, could be a beach or a mountain!

Theory

We know you know about the gym. But people don’t care how much you know, until they know how much you care. Show people you are a real person who cares.

Application

Aim to ask 10 questions before even speaking about price.

Relate the customer’s answer back to your own experience, don’t make it an interview.

It’s okay to repeat the customer’s answer back to them.

Write down a few questions and your own responses that work with your personality in relation to these topics.

e.g how many kids do you have ? oh my god 3 I want 3 myself are they boys or girls? oh all boys jheeze I grew up with sisters though so that might be better which ones are the demons which ones are the angels?

Ethnicity

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Work

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Family

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Recreation

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Urgency

Quote

Let us prepare our minds as if we’d come to the very end of life. Let us postpone nothing. - Seneca

Media

High School Musical - Now Or Never

Theory

The more customers have to think and the more they think, the less likely they are to join. They will think themselves out of coming with a lot of excuses and reasons not to. You have to make sure they think less, and take more action. Creating urgency disables the customer’s thoughts and gets them into the moment. It also suggests you’re busy, so your product must be good.

Application

What are three ways you can build a sense of urgency?

e.g

Tell them the free trial ends in 4 days. Give them a shorter time frame to decide.

Tell them you heard prices are going up, but nothing official

Do not leave any quiet moments in conversation.

“super quick one “

“it’ll be less than a second will just take a name and number “

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Indifference

Quote

Self trust is the first secret of success - Ralph Waldo Emerson

Media

Youtube : I’m the best ever mike tyson

Theory

Indifference is the opposite of being a salesman. You are passionate and authentic, but you still maintain a cool demeanour. You are not crying or desperate for them. You are simply coming to an arrangement that’s best for both parties, and offering your side of things. People are more likely to join because they like to buy, but they don’t like being sold too. Your job is to make them think the sale was their idea. Nobody likes desperation. Think of this gym as your party and you’re inviting people. You’re only looking to invite people who you can get fired up to come, and who are fired up, not people you have to force. If they don’t want to join, that’s on them. They are missing out on the best gym and best experience of their lives.

Application

What are three ways you can show an authentic confident person?

Never say “ why not?, is it me” after they block the sale

look sharp, be sharp

FOMO

Quote

FOMO - The fear of missing out - John Carreyrou

Media

Google - first day line for new iphone

Theory

People don’t want to miss out on things. parties, opportunities.

Application

“ I heard through the wind the prices are going up, nothing official , but you’d be missing out “

“ no joining fee ends today “

Jones’ Effect

Quote

Monkey see, monkey do - Proverb

Media

Google : how many people have iphones

Theory

This phrase comes from the saying “keeping up with the joneses “, which describes people’s tendency to copy others. I can’t name the amount of times that I’ve watched a movie because someone close to me has recommended it to me. We buy tech and shoes to keep up with trends. People won’t trust you but they will trust their friends and family, and trust when they see other people in the gym working out because if everyone is doing it then they should as well. That’s why it’s important for them to come and try it.

Application

“Everyone coming in today has joined “

“ someone I spoke to today said the same thing”

Referrals

Quote

Nothing influences people more than a recommendation from a trusted friend - Mark Zuckerberg

What looks out of reach may only be a few steps away , keep going - Robert Celner

Media

google : meme of person hitting goldmine

Theory

You should be looking to get into the untapped potential of referrals. To not ask for referrals is like making food, and only eating half the plate. People will trust their friends’ word over yours, so make your leads and clients make you more leads and clients. We also have to make sure these are quality leads, which is why we will ask the client why they are referring that person. Not asking for a referral is like going into a goldmine and only picking up one piece of gold, their is so much more to a sale than just the sale!

Application

On outreach - “ by the way, who do you want to come with?” “ if not you, do you know anybody else who might be interested”

After the free trial - “ no worries you don’t have to sign up, but who do you know who’d like it here”

After the sign up - “ by the way, who do you know who would like to come in”.

To pre-existing members - “ hey, how has everything been going ? oh good good great do you need anything from me? oh okay no worries by the way it’s good you’ve been liking it who do you know who’d like it as well? what makes you think they’d be interested? awesome no worries well I was just checking in on you let me know if you need anything “

In all scenarios “ well that’s great what’s their name , okay and email, number “

“ Look we’ll sign you up I’ll take care of you it’s in my best interest too so you can recommend me to people you know and business grows ”

What are two other ways you can maximise referrals?

Networking

Quote

Your network is your net worth - Porter Gale

Media

Search : six degrees of separation

Theory

By speaking to members you are not just doing your job, but are networking. Who knows who you could meet in the club ? I met an actor from one of my favourite films. If I ever make a movie I have him there. I met a painter who painted my mum’s house for cheap, because I gave him value in customer service at the gym. I’ve had successful financial people and sales people guide and advise me on how to get a promotion and how to make a linkedin and why all in return for the value I bring in speaking to them and making a happy environment in the gym. Life is give and take and the gym is a beautiful place to meet anyone you want.

Application

Remember to smile at customers when they come in, take an interest in people’s lives. ask them questions, if you need someone in your life ( painter, designer ) , look for one. If you love MMA, look for MMA people. Don’t network with people worse than you, spend time with people who are crushing life and learn from them.

KISS

Quote

Life is really simple, but we insist on making it complicated - Confucius

Media

Music : Chill lofi mix

Theory

Don’t waste energy doing things in a complicated way. You’ll run out of energy. Conserve energy, and focus that extra energy on finding ways to be able to maximise profits, or build relationships.

Application

Ray Kroc, the founder of McDonalds, used the following simple pitch when leading his franchisees to explain what he expected from the stores. Use these to pitch the product, then move on to deeper relationship building and objection handling.

Q - QUALITY we have less members so you don’t have to wait for a machine

S - SERVICE we’ll be on hand to help you

C - CLEANLINESS we’ll keep the place clean

This is positive competition which highlights the strength of the business instead of knocking the weaknesses of others.

Think of how you can simplify other things.

Don’t speak for too long !

Stop Signs

Quote

Intuition is seeing with the soul - Dean Koontz

Media

Theory

This principle is our ability to identify when we need to stop talking and close as the customer is showing they are at the height of impulse. If we fail to do so, the customer will lose impulse.

Application

If a customer says

“ so what you’re saying is…”

“ what do I have to do”

“ How much is it?”

“ how long do I have to do it for ? “

Also read non-verbal communication

Positive Guilt

Quote

Guilt is just as powerful, but its influence is positive, while shames destructive. Shame erodes our courage and fuels disengagement - Brene Brown

Media

Music : Nero Guilt

Theory

Your lead knows what they need to do, and they most likely feel insecure that they haven’t. Our job is to help them do what they should, gracefully. Highlight that insecurity and guilt without making them feel ashamed. Propose a brighter future away from guilt.

Application

“ It’s a great gym where you can take care of your body and feel happier again “ This highlights what they should be guilty about , without putting them down for it, but making it clear they’ve relaxed on their standards and allowed themselves to slip.

Sex Appeal

Quote

It’s hard being the NBA’s sex symbol, but somebody has to do it.- Shaquille O’neal

Media

Youtube : Paul Stanley smashes Guitar

Theory

Men will sign up more women and women will sign up more men. It doesn’t mean you have to flirt with the other sex, it just means that you should be aware of the effect you are having depending on which sex you are speaking to.

Application

If you are a man, you would use more feel-good factors and speak more with a woman. If you are speaking to a man, you will use less and keep it super simple, or they will find it annoying.

Elements Of Communication

Quote

It’s not what you say, but how you say it! - Mae West

Media

Google: Mehrabian’s Communication Model

Theory

Only 7% of influence comes from what you say. 38% is how you say it, and 55% percent is body language. If you tell a lead you want them to sign up, with a dull voice and arms in your pockets, they’ll believe your voice and hands over what you say. If you tell them you don’t want them to sign up enthusiastically and with a huge smile and open body language, they’;; probably laugh it off and join.

Application

practice tonality for what you don’t want them to do and do want them to do - direct them with tonality. This makes them know “ this is bad, but this is good”.

record yourself and listen to it, what effect does your voice have on you? Re try until you get desired effect

e.g.

if you don’t want to join, we’ll give it back to you ( reassuring tone, calm expression ) if you do want to join , we can take it off your first month’s membership ( yay! enthusiastic tone , big smile ).

Totally get it, if you were to join a gym what would be the deciding factor would it be a gym with something specific you need no matter the price ( curious tone, does money not matter ?) or would it be a gym with a really good deal no matter the equipment etc ( obviously you want a good deal, and I’m going to give you one ).

QTQP

Quote

Time is money - Benjamin Franklin

Media

Google : 5 love languages quality time

Theory

Use quality time, with quality people. If a person is interested, engage in conversation, ask questions, build relationships, and speak to secure an epic annual. If a person isn’t, don’t bother giving them the same energy that you would a person who is. Then you will tire yourself out and run out of urgency. Make questions deep, make them specific to the person, relatable. Have an impact on them, share something you’re learning or interested in - have a real conversation.

Application

Who is your best friend? Imagine everyone you meet is your best friend. Sometimes they need some space, sometimes they’re down for a good chat. When they need some space, give them space. When they want to talk, give them quality time.

Strategic Pause

Quote

The world would be happier if men had the same capacity to be silent as they had to speak - Baruch Spinoza

Media

google : journaling benefits ( a way to pause your day and plan )

Theory

This is an effective way of making sure what we’re saying is being taken in and their interest. These are important when we are asking questions or saying something important.

Application

Pause before continuing to let the customer digest. After asking for a deposit for example.

Impulse Curve

Quote

Learn to get excited like a child. There is nothing that has more magic than childish excitement - Jim Rohn

Media

Youtube : Dragon boat show China

Theory

Always lead with excitement. If you’re not excited, why should they? Relax and relate, being too excited from the start can scare people. Be 10% more excited. Build excitement, and notice when they are at peak excitement to close. After closing they will have buyer’s remorse, so consolidate by saying thank you and asking what they’ll do for the rest of the day. Bring them on the rollercoaster of you, assuring them and involving them the whole way. Mirror them.

Application

What are three ways to build excitement ?

E.g your going to look in the mirror and love yourself

you’re going to love this place

ready to change your life?

Value Vs Cost

Quote

Price is what you pay, value is what you get - Warren Buffett

Media

YK Osiris - Worth It

Theory

You always want to be increasing value and decreasing cost. You want to stress the value of the QSC, of their health, of being able to look more confident in a peaceful environment, of the start of the rest of their lives ... .for only £99. Never decrease value or increase cost, never speak about the lack of money in the world or how hard things are or how broken machines are.

You are always doing one of four things:

• Increasing Value

• Decreasing Value

• Increasing Cost

• Decreasing Cost

You should be increasing value and decreasing cost.

Application

Think of two ways you can highlight value in your company and two ways you can decrease cost

e.g. only £1 a day, £30 a month

e.g what’s the biggest loss ? you sign up two months you don’t like it you leave, you sign up you feel great this is a gym you could see yourself at for the next few years making progress. I’m asking for these two months as a chance to show you you can be here long term.

Objections

Quote

An objection is not a rejection; it is simply a request for more information - Bo Bennett

Media

Oliver Twist - Could I Have Some More

Theory

The same objections always come up. This means we can know what to say in response, and tweak based on a person’s reaction.

Application

There are different types of responses depending on the stage you are at with the lead. Don’t use all of them at the start, or if they throw another objection you won’t be able to re-impulse. You wouldn’t use all your ammo at the start of a war.

AIR - On outreach don’t deal with objections, get them on your side and agree with everything

PRE - EMPT - Mention common negatives in a positive light,

REASSURE - Smaller Negatives

WAR - The Big Guns - Objection - Overturn - Re-Impulse

ALWAYS AGREE

thanks for asking that

totally get it

Feel, Felt , Found

Be casual

“ totally get it everyone thinks this part is long but I’ll do it in two minutes flat “

“ what day would you be coming, what time “ - pre empt them saying they have no time

A - I’m busy

B - I respect your time, super quick one

A - I don’t live in the area

B - how often are you here?

A - I don’t like the gym

B - how come? Is it boring, intimidating?

A – I go to pure gym

B – Isn’t that always busy ?

A - I’m intimidated

B - I get that, it looks scary from outside but the people inside are nice and it’s not that bad when you have someone like me to show you around and help you.

A - I don’t know what I’m doing

B - I’ll show you specific workouts and help you, if you don’t like them let me know and I’ll show you another exercise

A- pure gym is cheaper

B - cheap doesn’t mean good, right? if you wanted it you’d be with them already but there’s something missing

A - are you going to harass me

B - I’ll take your number, we’ll set a time to call. If you don’t answer, then I’ll delete your number from the system.

A - I don’t want to give my number

B - I get it, but it’s the easiest way to stay in touch as emails can get lost plus, I can’t put it on the system without a number. You can see the logo on my t shirt

A - I don’t want to give my email

B - it’s nothing crazy just an email I’ll send you over a newsletter of our new classes and equipment every so often. Think of it as a free magazine subscription

A - I thought it was a free trial

B - it’s still free, the deposit is just as a security. I won’t keep it if you don’t want to join. You’ve got to invest a little bit for a good gym, right?

A - I don’t know a time yet

B - Let’s stay in touch I’ll call you tomorrow same time and we’ll get a time locked in

A - I’m too busy

B - Let’s get you in for 30 minutes, nothing crazy

A - It’s too expensive

B - It comes with benefits of more peace, more equipment, not asking you to sign up just to try it out. David Lloyd’s cost £150 a month

A - I’m doing home workouts

B - time to take it to the next level to be in a friendly community and in a gym the workout will be different, and you’ll have more equipment

A - I don’t want to make it over the phone, I don’t trust card payments

B - we’re GDPR protected, I can call you from the number on the website this is just my personal business phone

A - it was too busy

B - it’s not that bad we have capped member numbers

A - not enough equipment

B - what are you looking for?

A - no time

B - you came because you did have time and you had a curiosity; the problem isn’t time it’s that you don’t see the value. Did you know gym makes you live for longer.

A - no money

B - you do , you just spend it on other things but this is more important and there’s a part of you that knows that that’s why you came today

A - I just want the gym

B - what’s a gym without classes and a structured programme made for you for £10 a month more

A - okay just classes

B - what’s a class without bringing a friend once a month to do it with you for £5 more

A - okay but paid monthly no contract

B - cheaper to stay with us

A - I’m not in the area the year

B - We’ll cancel it with one months’ notice if you move

A - alright just contract

B - if you’re paying for a contract everyone has said if they’re here they might as well pay for the year and save. It’s x for 12 months I’ll take off the joining fee and £120 we’ll go for that right

A - I can’t afford that

B - okay we’ll do contract no contract

A - I need to think about it

B - of course you do, I haven’t explained enough but look xyxy

A - I’ve got an injury

B - empathy ( if serious ) gentle FFF if it’s not

A - I don’t have my card

B - we don’t need it just sort code account number

A - I don’t get paid until next week

B - we’ll defer payment until then get you started, and the first payment will come out then

A – I want to try other days

B - If you were going to see every place what the deciding factor would be would it be the gym no matter the price or a really good deal

A – I feel harassed/ too aggressive/ leave me alone

B – totally get it, if you had something good would you not share it? I’m just trying to help you

A – this is a pretty gym, but it isn’t serious

B – totally get it, but a gym can’t be a pretty boy gym because it’s a gym, it’s where people go to suffer and grow.

A - I don’t know anybody who would join

B - if you do then take one of these and they can come and try it

A- I’ll sign up when there’s a discount

B - Totally get it and you can do that but can I ask you a question? What will you do in the meantime ? ( if they don’t have a gym ) yep sure that makes sense but if you come in it looks like you’re desperate to try somewhere else, can you wait until then ? ( if they do )

Insecurity

Quote

Don’t let insecurity ruin the beauty you were born with - Anon

Media

Headlines - Drake

Theory

Don’t be ashamed of being a salesman. Take pride in helping people find something they need. The gasman assumes he will just be let into all homes as he is there to complete his work. His attitude that he should enter all homes makes customers trust him more. Taking control of a situation gives belief, confidence and gains results.

Application

“ I am a salesman I pride myself on connecting people to places and products they’ll love “

“ don’t worry I’ll take care of you and you can recommend me to your friends so business can grow “

Be assumptive with your language and assume that people will buy. Have confidence in the system, the product and yourself

Emotional Intelligence

Quote

Put yourself in their shoes, before you decide on the best way to take their shirts - David Sklansky

Media

Youtube : empathetic listening communication skills , inside out

Theory

Think about the other person and their experiences. They’re an entire person with a whole world of their own ( sonder ). They’ve lived a whole life and have whole experiences different to you, but they’re not that different. They’re still human. And the most human thing you can do is understand them. Where are they from, what scares them, what motivates them. What are they most likely to do based on their answers, what objections are they most likely to have. Address those elephants, and help that person be free and not get in their own way.

Application

“ I know you work hard for money and I want to help put it in a place worth your time while you save it. Would it offend you if I offered you a great price and a discounted membership? “

“ I know you don’t know who’s calling and are thinking this could be a scam but if it was wouldn’t I try to scam you for more money? “

Be Everything To Everyone

Quote

Humans are social beings, and we are happier, and better, when connected to others - Paul Bloom

Media

Google: 16 personality types

Theory

I’ve watched about 1 football match in my life that I remember. When Spain won the world cup. I don’t care about football. I don’t particularly care about technology either. But if I was speaking to someone about something I’m passionate about and they don’t care I wouldn’t want to be dismissed, and If I was listened to I wouldn’t want to just be told ok and move on. and If i was spoken to I wouldn’t want to feel judged. Just listen and ask yourself, why is this person interested, ask questions. See the topic from their perspective. You don’t have to always give an opinion to say “ me and you are different”. Create harmony, life is an attempt to understand each other.

Application

Look up a topic you hate, ask yourself why you hate it. Explore it, find some commonality. Study it, write a page about it. You don’t have to be an expert. Now you hate it less.

Finding A Spot

Quote

The snake which cannot cast its skin has to die. As well the minds which are prevented from changing their opinions; they cease to be mind - Nietzsche

Media

Google : 10k steps a day

Theory

If you aren’t going up, you’re going down. We have to find new ways to get leads, and new places to get leads. Walking helps you think, you are moving and so is your mind. Conversations standing still will always be less exciting than ones you’ve started after walking.

Application

Write 5 spots you will go to this week, one each day each for the same time , 1 hour and a half. At the end of the week see where you got most leads, congratulations you’ve found your new spot!

Pitch Markers

The infinity sign allows people to see you before you see them. They’ll be more comfortable that way as you’re not jumping up in front of them. You can say hello to them before they are with you, which makes it harder for them to keep walking past you and time for you to overturn their block. If they say no twice , then leave them , 2 no’s and a go.

5 Steps To A Conversation

Quote

Structure is more important than content in the transmission of information - Abbie Hoffman

Media

Youtube : Mr Bean

Theory

1 - Intro - your energy introduces you before you do

2 - Short Story - explain your purpose in a concise fashion

3 - Presentation - build value and decrease cost

4- Close - draw a decision in your favour

5- Consolidation - button up the conversation by explaining what will happen next

Saying the same thing everytime means you don’t have to think as much, and plus you need to say the same thing to work the law of averages, if you change what you say, the law of averages restarts as extraneous variables have come into the equation.

Application

This is a skeleton for any conversation, selling, teaching and managing. Enter each conversation with a goal and the 5 steps in mind and you’ll be fine.

Outreach

• did you watch the football/ relevant question/ do you live around here/ hello/free gym pass/ nice t shirt/ what are you listening to

• What was the last place you went to buy something? How was it? well I’m here to give you first class service in all the ways important to you. I want to book you in for a free trial , show you around and sign you up.

• All I need is a phone number to be able to book you in for a life changing gym.

• Awesome, also we take a small deposit not now but when I call, if you don’t want to join I’ll refund it, if you do then we can count it towards your first month’s membership

• I’ll call you, we’ll book you in. What time is best to do that? Thanks for stopping to talk to me I know you’re busy

Remember to qualify if they live in the area

Call

• hello it’s mario from Energie fitness how are you? not going to ask how I am?

• wanted to touch base about your current experience and your gym vision to see if we’d be a good fit for you and book you in if all goes well. Also see if you live nearby.

• perfect we’ll I’m going to show you around and be here to help you with anything you need.

• should we do it over the phone or paypal? over the phone is quicker but I’m happy either way, it’s a small £20. I know you don’t know me I could be anyone but I can call you from the work phone, the number listed on our website if you prefer

• thanks for booking that in - I’ll send you a confirmation now, and before and after the day. I’ll be here to show you around and let you have fun!

Club Tour

• Hi thanks for coming in today

• I’m going to show you the best gym

• look at this leather ain’t that nice touch that , look at those machines no dust sheesh touch that just kidding with you if you touched it I would’ve laughed this is a class going on all the people having fun look at these people working out together as if that wasn’t enough look downstairs boxing we can print a picture of your manager out and put it their nice

• have fun please save 5 minutes at the end to come and see me to tell me how it went and look through options

• I’ll show you the changing rooms and answer any questions you have

Sale

• this is my time just for me and you

• I’m going to match you to the best price

• I’ll give you x and x and x ( three points for membership ) , hope i don’t offend you if i offer you a great price of x

• this is the monthly paid over the year, pre pay and I’ll take off x and y for you

• Thanks, I want you to know you’re doing something here, you’re changing your life. A lot of people aren’t but you are here you’re going to a gym. We’re going to do quick onboarding then I’ll send you a welcome pack which will answer any questions.

Close with seriousness

assume the sale

ask yes questions, get as many yes as you can

leave every customer better than you found them

Power of 10s

Use repetition to learn the pitch. It’s boring but practice makes perfect.

Day 1 : Outreach x10

Day 2 : Outreach + Call x10

Day 3 : Outreach + Call + Club Tour x10

Day 4 : Outreach + Call + Club Tour + Sale x10

4 Stages Of Growth

Unconscious Incompetence -

Unconscious incompetence is the beginning of the journey when you don’t know what you don’t know. You look at others in real life or on youtube for guidance and they’re doing it so it seems possible. Like a little kid dreamer, you dream of your life in that situation and you fight for the opportunity.

Conscious Incompetence -

Now you’ve started the journey, this is when most people quit as reality sets in. It’s not as easy as the person you saw doing it made it look. You might have to work hard! you might have to sacrifice and start a new life! You focus too much on direct results and not the process. 90% of people stay in these two forms of Incompetence.

Conscious Competence -

You break through that barrier, you get determined, you work hard to build the skill set necessary to be the person you are. You make mistakes but you analyse them, you read, you involve yourself with other people doing the same. You stop complaining, you start to get that little gleam in your eye.

Unconscious Competence -

Only 5% make it to unconscious competence. You’ve worked hard and you get a gift for it. All the hard work you’ve done is now ingrained in you. You can sell effortlessly. It looks like you’ve been doing it since a baby. You’ve done it so much, it now comes naturally to you, it flows out by accident. To get here, you need to put 10,000 hours in. Put 10,000 into one thing, not into loads of different things.

Leadership

Quote

The role of the leader is to define reality, and then give hope - Napoleon

Media

Google : top 10 leaders of the world

Theory

Are you speaking professionally?

Are you acting professionally?

Are you showing respect to the team?

Do you look like the role you want?

Are you helping others develop?

Are you positively adding to the atmosphere?

Are you helping to find solutions instead of pointing out the problems?

Are you early every day?

Are you mentally ready to attack your goals daily?

Are you consistent in sales?

Are you leading on outreach?

Are you continually seeking to improve?

Are you asking questions constantly?

Are you an example?

Application

No complaints! We have to act for the role we want before getting the role.

Commission

Quote

Eat what you kill

Media

Google: top paying roles in the UK

Theory

The base salary gives you the stability you need, but the uncapped commission will get you the freedom you want. Other roles either offer no base salary and pure commission, or only base salary. No other gym is offering the commission we do, and if they do you have to start as a concierge first.

Application

write down what you will buy with your bonus, or what you will save to buy

Book List

Extreme Ownership - Jocko Willink

If you’re not first, you’re last - Grant Cardone

Can’t hurt me - david goggins

The wim hof method - wim hof

Grinding It Out - Ray Kroc

Movie List

Wolf Of Wall Street

Jobs

Hustle

Mcdonald’s

Blackberry