Ever felt like your sales efforts are a bit… flabby? You know you should be closing more deals, but things just feel… off?

So you’re a coach, a personal trainer or a studio owner and you LOVE working with clients to achieve their goals but, you can’t quite seem to make the finances work in your favour? Gurus on the internet will tell you it’s increasing Meta Ads spend or pouring money into fitness marketing agencies for client attention, but is that really necessary? 

Would you ever tell a day 1 client, brand new to fitness, to just run hill sprints all day, everyday? No. 

Well, at least I’d hope not. 

Paid Ads are like hill sprints.You know it, we know it. They’re not bad at all, in fact, they’re very effective. But they are one tool in your fitness toolbox and the key is to know when, where and how to use this tool. 

Just like achieving sustainable weight loss requires a well-structured plan with fantastic execution, a successful sales process needs a strategy and consistent execution. This is especially crucial for gym owners looking to maximize sales and simply grow their gym. 

Whether you’re looking to open a gym or improve your existing gym membership sales, a robust sales process is the cornerstone of your success. This is where gym sales management and gym sales training become invaluable. Just like a robust training and nutrition plan for weight loss. 

Consider this blog your Functional Movement Screen (FMS) for the sales process. We love making things simple, easy and executable here at SAOR so we’ve included a weight loss example comparison. Answer the questions and give yourself a score by the end! 

1. Assessment is Key:

• Weight Loss: A successful weight loss program begins with a thorough assessment. This includes factors like current weight, body fat percentage, dietary habits, activity levels, and any underlying health conditions.
• Sales: A well-defined sales process starts with a comprehensive needs assessment. This involves understanding the client’s specific challenges, goals, and budget. Tools like the L-E-G-O or Needs Assessment Program (NAP) can help gather crucial information about their pain points, desired outcomes, and current solutions (if any).

#1 Are you taking in information and truly listening to your potential member? 

#2 Do you store that data smartly and do you ever come back to it?

#3 Can other people in your company access that information and use it? (or is it all in your head)? 

Score yourself out of 3 in this section. For every “Yes” you get 1 mark. 

2. Goal Setting: A Foundation for Success:

• Weight Loss: Setting realistic and achievable weight loss goals is crucial. These goals should be specific, measurable, attainable, relevant, and time-bound (SMART).
• Sales: Defining clear and measurable sales goals is equally important. These could include revenue targets, conversion rates, customer acquisition costs, average client value and customer lifetime value. 

#4 Do you have a sales target this month and can your team repeat it?

#5 Do you have a growth target? 

#6 Do you record how many new people you sign up and how many leavers you have? 

For every “Yes” score yourself 1 point for a total of 3 marks. 

3. Consistent Execution: The Heart of the Matter

• Weight Loss: Consistent effort is paramount for weight loss success. This includes adhering to the diet plan, engaging in regular exercise, and staying motivated.
• Sales: Consistent and disciplined execution is crucial for achieving sales targets. This involves:
  • Regularly following up with leads: (Similar to maintaining a consistent exercise schedule)
  • Overcoming objections and challenges: (Like pushing through plateaus in a fitness journey)
  • Continuously refining your approach: (Like adjusting your workout routine to maximize results)

#7 Do you call old leads and check in on them? 

#8 Do you help harder and truly believe in your product? Are you happy to push back when someone says an initial ‘no’? 

#9 Are you re-evaluating your sales process? Do you make small tweaks constantly or are you just “mailing it in” with the same lines every time? 

For every “Yes” score yourself 1 point for a total of 3 marks. 

So, how did you go? 

What was your score out of 9? If you scored 9 out of 9, congratulations! You’re a Sales Superstar! And you are someone that could get a lot of value from fine-tuning. For you a 5% increase in skill leads to epic results!

If you scored between 6 and 8, you’re doing great! There are a few things to tweak, but generally, you’re smashing it.

If you scored below 6, I’d like to share a little secret.

Shhh, just between you and me, we’re launching the SAOR Spark program: a 12-week small-group course on the sales process for fitness studios. This online program features live sessions with our global team. It covers everything from finding the right member and getting them excited about your services to making ‘closing the sale’ a beautiful start to a long-term relationship—not a necessary evil.

If you’re unsure and want to learn more, book a free call with us, and we can discuss whether it’s right for you. After the spark program, your sales confidence and competence will skyrocket! For more info, speak with coach Justin here or simply email “SPARK” to [email protected]

The below gives you an insight into the content that will be covered in the Spark program.

Don’t delay, it starts on Feb 3rd!