How To Be Better At Sales

by David Rockman (Fitness Business Consultant)

As a professional working in the fitness industry, it?s important to be good at selling yourself and your product or service, and good sales skills mean more than just having good people skills.........


Develop good sales habits.
Mastering a few creative closing techniques will not only help you increase profits, it will boost your confidence and make selling more fun. Selling health & fitness is the basis for your success of your fitness business. It?s ok to not be good at selling, but it?s not ok to not sell.

Become a student of selling.
Let?s face it, learning something new is not always enjoyable. Selling can be uncomfortable even when you know what you?re doing. Approach sales as you would approach any new skill or proficiency: Read about how other salespeople close sales and overcome their prospects? objections. Experiment with new techniques. Relax and have a little fun while you exercise new sales muscles.

Outsource your sales training to the professionals.

Selling in the health & fitness industry is becoming more necessary but so few fitness business owners recognise the need for a dedicated sales system. All the large health club chains have intensive sales training programs in place for all their staff and more and more successful PT studios are using outsourced sales training companies to train them in how to sell properly. Selling like marketing is often neglected in the health & fitness industry, but those businesses that recognise the difference 1 or 2 extra sales per week makes to their bottom line will be ensuring sales plays an integral role in their business.

Devote productive time to learning, practicing and selling.
Professional salespeople know that certain times of the day (usually the morning) are the most productive selling times. It could be tempting to let this time slip by while you concentrate on other, more familiar tasks. Set aside at least one productive hour each day to call on prospects and customers.

Use expertise to your advantage.
No doubt you have some expertise in what you?re selling. Take advantage of your knowledge throughout the selling process -- especially when closing. Doctors, for example, close deals all day but their patients never know it. Establish yourself as an authority and rely on your reputation. People will not only buy from you; they?ll recommend you to others.

Lighten up.
Rejection is hard to take. Don?t make the mistake of getting down on yourself. Be patient, and remember to laugh when you make mistakes -- sometimes they?re the only way to learn. Your attitude about selling makes a big difference in how successful you are.

Visit Fitness Marketing for ideas on marketing your fitness business.