Lecture on Selling High-Ticket Fitness Packages

Introduction

• The focus of the lecture is on selling high-ticket fitness packages ($3,200 to $5,000+ for four months).
• Importance of positioning yourself as a premium service without being unethical.
• The framework shared helped the speaker achieve seven figures in sales.

Sales Framework: The Eight Points of a Close

• Understanding the Client
  • Identify client's problem, struggle, and challenges.
  • Questions to ask: Why haven't they solved their issue? Consequences of not solving it? What are their goals and desires?
• Building Trust
  • Inquire about financial situation, spouse's opinion, and build trust.
• Framework Over Script
  • Sales is about using a framework, not a rigid script.
  • Avoid reading verbatim; it hinders active listening and adaptation.

Building Rapport

• Start calls by introducing yourself and showing genuine interest in the client's personal life.
• Discuss topics they are interested in to build rapport.

Setting Call Expectations

• Clarify that the goal of the call is to provide clarity, not to force a decision.
• Ask for an agreement on the process to ensure a decision by the end of the call.

Handling Objections

• Address objections politely and light-heartedly.
• Stick to your process; if a client won't follow it, consider them not a good fit.

Sales Call Structure

1. Introduction and Rapport Building
2. Pre-frame the Call
   • Set expectations and goals for the call.
3. Ask Key Questions
   • Understand their goals, struggles, and attempts to solve their problems.
4. Presenting Unique Value (Three Pillars)
   • Pillar 1: Nutrition - Teach how to eat what they want without sabotaging results.
   • Pillar 2: Training - Train how they want with minimal effort but maximum results.
   • Pillar 3: Comparison - Compare with other options (in-person trainers, generic programs).
5. Program Overview
   • Briefly outline what the program includes.
6. Setting Expectations
   • Discuss what clients can expect in terms of effort and results.
7. Price Presentation
   • Present the price confidently and succinctly.
   • Use two pricing options to create a sense of value.

Objection Handling and Closing

• Handling Price Objections
  • Probe deeper to understand the root of the objection.
  • Use the client’s own words and desires to reinforce the value.
• Commitment
  • Secure a commitment by offering flexible payment solutions if necessary.
  • Reinforce the value and urgency.

Key Takeaways

• Conviction and genuine concern for client success are crucial.
• The focus of sales should be on demonstrating the unique value and making the logical and emotional case for the product.
• Efficiency and control in sales conversations can lead to higher closing rates.

Conclusion

• Follow the structured framework consistently for better results in selling high-ticket fitness packages.
• Focus on helping clients understand the unique value and benefits of your offer.