Posted by: Sales Makers | October 28, 2013

X-Selling at Membership Sales, Chapter III, Philosophy, page 25

Chapter III



What are we selling?

How do you sell 1,000,000 memberships?

How do you eat an elephant?

One bite at a time.

My ex-partner and I sat down one night and tried to calculate how many memberships we had been responsible for over the years.  The figure far exceeded one million.  Personally I’ve sold thousands, but in the hundreds of Clubs I’ve worked with over the years the thousands of sales people I’ve trained and the dozens of seminars and conventions that I’ve spoken at have been responsible for that million plus sales.

This book is the culmination of what I’ve learned over the years and I’m going to show you how to X-sell at selling memberships

First, exactly what is it that we are selling?

I’ve heard – health, fitness, lifestyle, fun, and weight loss, energy – all wrong!

It took me six months before I realised what we are selling – the Future.

Every Prospect has a picture in their mind of what they want to be and how they want to look– in the future.

You need to find out what that picture is and figure out how you can show the Prospect how they can achieve this by joining your Club.  You do this by asking questions, find out their needs and desires and then describing the benefits of the features of your Club and then using words that they can understand.  We tend to be an Industry that uses acronyms, abbreviations and terms that we learned in school, such as:  CV, target heart rate, pin-loaded, aerobics, percentage of body fat, etc.

Sure you can use those terms – but explain them.

One of the best ways to describe this is synesthetic  – stimulating the senses while you’re X-selling.  (A term used by Tony Buzan – the inventor of Mind Mapping and the Author of Brain Sell with Richard Israel.)



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