HOW TO SELL FITNESS TO ALL PERSONALITY TYPES UNDERSTANDING YOUR PROSPECTS’ NEEDS TO CLOSE MORE SALES
To be a great salesperson, you have to be a pro closer.
The way to reach an analyst is to target their deep, emotional need and give them facts and figures that will help them satisfy that need. Pro tip: Don’t be afraid to nerd out in front of them; they’ll appreciate your passion, even if they don’t share the same interest. The Promoter The promoter is the life of the party. They’re the most outgoing and friendly of the personalities, and they have a zest for life. To get in with the promoter, you have to bring the fun! They’re easy to close, but they have very little focus, which means you need to keep them entertained and engaged if you want them to stay, pay, and refer. A bonus? The promoters are natural-born sellers to everyone they know, a trait that will bring you more referrals! The Supporter The supporters are nurturing and more focused on feelings than facts. They’re highly emotional beings, and they usually start out with low self- esteem. This is where you, as the seller, need to emotionally support them. Show them that they are part of a group and acknowledge their feelings, and they will trust you and become loyal. The more supporters you have in your tribe, the more community-driven your environment will be — supporters are naturally a perfect fit for our culture!
What makes a pro closer? Someone who can close eight or nine prospects out of every 10. Now, it’s one thing to have a general formula to sell your memberships to anyone who comes in for a consultation. It’s another thing to take the time to understand how to effectively sell to the four main personality types and increase your sales. Let’s dive into these personality types and how you need to reach them to close. The Controller The controller is by far the toughest personality to sell to because of their stubborn, dominant, and formal nature. To win them over, be professional and efficient and show them that you’re the best of the best. One great thing about controllers is they’re very decisive people. If they decide your service is worth their time, they’ll be loyal to you for a long time — maybe even for life! The Analyst The analyst is someone who thrives off of rules and information, but they’re not comfortable taking the reins in a conversation or making big decisions.
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