Closing The Sale

Create a sense of urgency

You should have convinced the prospect before you present your prices that he or she needs your product now. Link a quick sale to meeting the customer's own needs and deadlines. For example: “If you start now, you'll be well on your way to losing weight for your holiday in March".

Look for buying signals from the prospect

For example:

• When can I start?
• What other classes do you have?
• That would be really helpful.
• This is just what I need.

Take responsibility for closing the sale. Be positive and upbeat

The simplest way may be just to ask: “Can I get you started now?”
Take your cue from the customer. For example, if he or she asks about the type of membership, say: “So is that the one you would like to have?”

Propose alternatives

This makes it more difficult for the customer to say no. Ask: “Would you prefer the Off-Peak Membership or the Full Membership?"

Remove the objection

When only one objection remains, make closing the sale conditional upon removing this obstacle. For example: “If I can show you a way to overcome this, would you start today?”

The agreement

Confirm that you have understood correctly what the new member wants.
Agree actions and confirm these in writing, including timescales for their initial workouts.

Lesley Aitken
International Business Consultant
Mobile: +44 (0)7815 800 939
www.fitpro.com/business/training