How to sell Wellness System to prospects.

Hi guys,

Hope you have had a good week.

I want to discuss some of the best ways to explain the benefits of having the Wellness System when a potential customer is looking at joining your club.
By having the Wellness System in your club, you have a really fantastic tool to help make the 'Joining a gym' experience smooth and simple.

As with any sales process, it is important to identify the needs of the customer before presenting your product. This means asking leading questions to the customer in step 2 (see previous blog) which will allow you to meet their needs and make the closing much less price focused.


Okay, lets say you have a new customer walks into your club who has never been a member of a health club before. You meet them with a huge smile and explain what is going to happen in the next 30 minutes. (explain the steps)

Once you have sat down for the needs analysis, ask the following questions;

1. How important is it to you that you are able to see your results after each workout?

2. Would it help you if we were able to offer you a choice of training programs that would mean you can exercise for different lengths of time depending on your lifestyle?

3. If we could offer you a training program that would automatically increase as you improve, would that be something you think could help you to achieve your goal?

4. If we could take away the need for you to press buttons and program the exercise machines to get them started, would that make you feel more comfortable about starting?

5. You said that one of the reasons you want to join a health club is to lose some weight, would it be interesting for you to have a range of calorie based programs e.g. 300, 400, 500 calories, that you could choose a program more based on your goal?

6. At (your club name) we take our members needs very seriously, we would therefore give you access to one of our trainers 24 hours a day to communicate any concerns you may have, ask questions and keep you focused. Is that something that would make you feel comfortable during your membership? (of course we are talking email)


Now lets imagine a new customer has walked into your club who is either already a member of a club or has been a member of a different club in the past. This requires a slightly different approach.

This person has already experienced a club environment, probably had a program card (and stopped using it pretty quickly), been promised a lot and recieved very little.

It is now your job to use that negative experience to your advantage.

1. How important is it that you can see your progress to keep you motivated?

2. Would you like to be able to choose from a range of programs depending on how long you have and how you are feeling on that day?

3. Would you like your trainer to keep you on track and communicate with you if he/she feels you are not achieving your goal?

4. Would it be intersting for you to be able to track ALL your activity inside or outside of the club on your own online Training Room?

5. If we were able to send you a monthly results report showing you exactly what you have done in the last 30 days with regards to calories burned, distance covered and weight lifted etc, do you think this would keep you motivated and offer you value for money?

These are just a few questions that I use to use when I worked in clubs many years ago and of course, all of them are very attractive to a customer.
By asking leading questions, you are using the Wellness System as a major attraction tool.

My honest suggestion is to keep it simple, talk with enthusiasm and wow your prospects with the technology you have.

Try it with your next sales opportunity!
Please let me know your results and what worked for you.

Good luck and have a great weekend

George