Healthclubsupport.com

I was in a club the other day visiting a client. I got there early and was waiting for the owner to arrive.
Usually, if it’s my first time visiting a club and I don’t know the staff, I’ll pretend to be a prospect and ask for a tour. I like
to throw in the typical questions, comments and objections into the mix and see how the salesperson handles
everything. This time, I didn’t even get to the tour. I was enjoying a delicious shake at their Extreme Blendz juice bar
when I overheard a salesperson finishing up a tour. While listening, I heard the prospect complain about the price and
that he felt that it was too high. The price was higher than the competition, OF COURSE, yet the quality was higher as
well. The salesperson began a long explanation of the pricing policies but it sounded more like an apology and the
prospect still wasn’t satisfied. The explanation just gave him more to argue about. This particular club charges $49 per
month and includes all programming within the club. “I don’t use spinning or trekking,” he said, “why do I have to pay for
them?”

A salesperson needs to be confident in their club and must be trained in the art of conversation so they have a
well-worded response and must sound confident when they give it. Never, ever be apologetic for being more
expensive than the competition.

Of course we cost more!

We're the best and we're worth the price. We have the best equipment, the best trainers, the best juice bar, the best
programming classes, we don’t have any lines and we keep the club in great shape. Of course we cost more!

Now, in this scenario, the next step to the price objection would be the take-away close: “We also realize that for this
price this club isn't for everyone. We are an elite club and we try to attract an elite type of person, this way the
members enjoy working out along side people just like themselves. If you appreciate quality and want the best this may
be the gym for you.”

The key to this approach is obvious, we must be the best, we must have the best service, we must have the best
trainers, etc., etc., etc. If a club doesn’t strive to set these standards then all the training in the world won’t give the
salesperson confidence in what they are selling.