Welcome to our series on “Maximising your Fitness Club Sales”.
The first 10 seconds is going to be vital in creating the right first impression and to overcome the prospects likely anxiety about the experience.
The really good sales people will prepare themselves for the meeting by adopting a particular ‘game face’ and attitude by thinking themselves in to the customer centric zone with these self questions
- I wonder how i will be able to help this person
- I wonder what we will have in common
- I wonder what i will really like about this person
By psyching yourself up, the sales person is preparing to ask a lot of investigative questions to uncover the deep seated motivations of the prospect and most importantly to relax the visitor by getting them to open up about themselves and start a line of communication with the sales staff.
The other benefit is that this technique creates a lift in self confidence evident in the body language of the sales person and key to establishing the right type of image in the first 10 seconds of the meeting .