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Did you ever notice that the more someone talks, the less likely you are to continue listening? Some
salespeople are just plain confused. They think that to be a good salesperson they need to be a slick-talking pitchman
who can rattle off presentations and “control” a conversation. On the contrary, the best salespeople are those who talk
very little, but still control the conversation by asking the right questions... questions designed to get the other person to
open up and share their needs, concerns, and desires. We promote a very low pressure sales program although it has
a very high closing ratio.

Give the prospect the opportunity, and they’ll likely tell you precisely what you need to do to help them become a
member.

Resist the tendency to jump into a presentation after uncovering just a sliver of a need. Continue questioning to further
develop and embellish the need or problem.

If you get a question you’d prefer to defer until later, turn it around explaining why. “We have a number of different
programs available. Before I go through the prices with you I’d like to go through each program with you and find the
one that would be best for you. In order to do that, I’d like to learn a little more about your needs.”

Get clarification, always. Their definition might be different than yours. For example, “When you say “I want to lose
weight,’ what exactly do you mean by that?”

Another way to learn of other influences in the decision-making process is to ask, “Is your husband supportive in your
effort to lose weight?”

These are just a couple of examples of questioning that should occur in the qualifying process of the Pre-tour. Getting
as much information as possible before the actual tour begins will give you the ability to overcome objections during the
tour process and when going for the close.

A Par-Q questionnaire will make a big impact on this process. Sit down with your staff and discuss all of the objections
that they get and then form questions around them to design the Par-Q.

If you are not comfortable sitting down with a prospect at this point in the sales process and asking them a number of
questions, then a script should be developed that the sales person memorizes so they don’t miss anything. In your
weekly sales meetings role-play this script with the staff so they become comfortable with it. The more practice
involved, the less it will sound scripted. The questions can then be worked into the conversation.

In today’s times, because of the limited number of prospects that we get in the club, we can’t afford to lose a potential
sale because of lack of preparation.