How to Sell Gym Memberships

After visiting the local gym xSport down the street from me, I feel dirty and abused. I was looking to join a gym. I was ready to pop out my wallet and buy a membership that day. Alas! The guy giving me a tour of the gym, effectively the salesman, did a piss poor job. Here is a review of what he did wrong and how to fix it.

When I first entered, the front desk attendant did not smile and was discourteous when he handed me the interest form. Not Salesguy’s fault, but you only get one chance to make a first impression. Next, Salesguy asked me some personal questions (where I’m from, where I live, what I’m looking for in a gym) which was excellent. There is only one way to get information from a potential customer and that is to ask. Ideally, he would have used this information to weave into the tour. I said I was interested in the pool, yet when we walked by, we didn’t spend any more time on the pool area than on the machine area. No features and specs were given. When I asked about the climbing wall, his response was, “I don’t know.” I want to hear, “I can find out.” Finally, he sat down across from me at a desk where he wrote the prices down of different payment options. When he was done he looked at me and waited for a response. I let the silence sit in the air. With every sale you need a closing question. Some examples are: “Which of these options feels best to you?” or “Are you ready to join?” or “When are you ready to start?” Instead, since he was unprepared and uncomfortable with the silence, his closer was, “Well?” Of course my answer was, “I have to think about it.” Which means, “Hell no!” What kind of company hires 2-bit employees to be salespeople? I was never a good salesman and even I know these things.

I was disappointed that they couldn’t sell me even when I wanted to buy. Don’t let this happen to you!

What do you think? Right? Wrong? Pure poppycock?