Driving Through Sales Friction: Getting to ”Yes”

Picture this: You’re in a sales consultation at your gym. You’ve communicated how your service will help the prospect meet their goals, and they’ve affirmed their interest. You’re so close to getting the sale, and then they hit you with “I need to think about it.”

Sound familiar?

In this episode of “Run a Profitable Gym,” host John Franklin sits down with Matt Temby, owner of Vault Health and Fitness and head of sales at Two-Brain Business, who shares proven tactics for getting to “yes.”

There are five objections that typically come up somewhere during the sales process: think about it, partner, money, fear and logistics. The first two are smokescreens that hide the true objection.

John and Matt role-play through each of these objections, giving examples of exactly what to say to address the concern and close the sale.

The key is to get a decision before the prospect leaves. If you do that, you’ll help more people change their lives with fitness.

Links

Check out Chris Cooper’s book “Help First,” which inspired Matt’s sales journey

Matt Temby on front-end sales

Gym Owners United

Book a Call 

1:38 - What to know before the pitch

7:56 - High-tier pitching

19:03 - The spousal objection

26:27 - Digging out of the hole

38:00 - Push because you care