Healthclubsupport.com

To paraphrase Earl Nightingale, "Whatever the mind of mind and conceive and believe, it can
achieve." Powerful words, to be sure, as they relate to success and setting and reaching goals. If you can visualize
already having attained your goal, you'll be able to reach it. If you say, "Sure, I'd like to have a Mercedes, but I could
never earn enough to make the payments," forget about it. No chance. Similar logic can be applied to sales and the
buying process. People are most likely to buy when it's easy to see themselves already enjoying the results of your
product or service.

Make that visual and sensory image easy for them. One way to do this is to have the prospect visualize the end result,
what will they look like, what will they feel like emotionally, what will their body feel like, how will they perceive
themselves, how will others perceive them? For example,

"Imagine for a moment, Mary how its going to feel to walk through that hall at your class reunion. People you haven’t
seen for 10 years, people that have gained weight and gotten old. Now you walk through, all lean and sleek. Hair done,
wearing your new dress, confidence staggering. Wow, just think of how amazing you are going to feel!”

The more senses you can engage, the better. Get your prospect actively involved, and you enhance your chances with
them.

SENSORY PRESENTATION EXERCISE:
Brainstorm and list the RESULTS prospects get from getting involved at your club.

Then, get creative and come up with more colorful, sensory descriptions that help them visualize and feel those results.
Where appropriate, appeal to sight, sound taste, touch and smell. Use action and movement-oriented terms.

CAUTION: Make sure everything sounds conversational before you use it. You don't want to come off sounding like a
hokey, cheesy infomercial pitchman.