Hi there,

I hope you are having a great day.

Let’s begin our newsletter with something funny

Boss: Did you get any orders today?

Salesman: Yes, I got two!

Boss: Congratulations! What were they?

Salesman: “Get out!” and “Stay out!”

Learning the art of selling is an important step in growing your wellness business.

Often, when people hear the word sales, a picture of a pushy car salesperson or telemarketer immediately comes to mind.

And while there are pushy salespeople, the truth is sales gets a bad rap. Because, when it comes down to it, the art of learning how to sell your services is really just the process of understanding what your potential clients want and showing them how your services fit their needs.

It’s less about the sales process and more about helping people meet their goals.

As fitness professionals, our sales job is to understand what each prospective client wants from a wellness program and to then help them see how our fitness programs can help them achieve their goals. This article breaks down how to sell in a ‘non-sales way’ in 5 easy steps.

Step one:

Get leads and build a sales funnel

The first step in your sales cycle is having people to sell to, which starts with knowing your niche. This helps you identify what a potential client is looking for and how your prgorams can help.

Once you know your niche, it all comes down to your marketing efforts. Through your marketing channels, you’ll build a sales funnel (or pool of incoming leads) within your target market so that you always have potential clients in your back pocket at any given time.

Step two:

Offer a free consultation (or at a discounted rate). Offering a free consultation is a great way to get people into your sales funnel and gather information about what they may be looking for in a personal fitness plan.

The consultation phase is an essential step because it allows you to understand your potential client’s goals and what they want to achieve from coaching. Knowing this helps you better match your services to their needs. Get inspired on how to write the perfect initial client questionnaire!

Step three:

Ask questions.

Asking questions is arguably the most important step in the sales process because it allows you to gather information on what your potential client needs. Clients come to us for many reasons. For example, to lose weight, feel healthier etc. Your job is to uncover each client’s motivation so you can better help them visualize how your services will get them there. Great initial questions to ask are: How many times a week do you plan to train? What do you hope to achieve from regular our sessions? Based on their answers, together, you can start to explore which wellness packages will help them get to where they want to be.

Becoming an expert at asking questions is important because if you do it well (and really listen to what your potential customer wants), it saves you time since you’ll already have covered every potential objection they might have.

So it pays to practice getting really good and actively listening to potential clients’ answers. In no time, you’ll be an expert at matching what you offer to your prospective clients’ needs.

Step four:

Overcome objections If you’ve done the first steps well, there shouldn’t be too many objections. However, it’s best to be prepared. When it comes to personal training, for example, the most common objections are: Price, and wanting to shop around.

At this stage in the sales process, many wellness coaches often lose momentum for fear of being pushy.

The good news is you don’t have to be pushy to help someone overcome their objections. The best salespeople offer empathy and are creative in their answers.

Step five:

Ask for the sale.

Finally, you can’t have a sale without asking for one. A great way to segway into this is to ask: “is there any other question I can answer?” Then pause and wait for their response. They may immediately say yes, sign me up, or they may have more questions that you can answer.

Keep in mind that you’re not going to get every sale, and that’s okay. You can keep their information and use it in future marketing.

How to upsell as awellness professional? Once your potential client agrees to sign up for your program, don’t miss an opportunity to upsell.

For example if you offer meal plans ask if they have an interest in those too. You can always build packages that offer a discount when they buy both.

Take opportunities to ask what’s working and what could be improved upon. Start to recognize opportunities to add more value through other services you offer.

Finally, selling your wellness services is about confidence in your offerings, building value and helping match your potential clients’ needs with your fitness packages.

I hope this helps.

Laurent

At FlexPods, we empower independent fitness and wellness professionals to build successful brands by offering space, tools, and support. Contact us today to elevate your fitness and wellness business.

How to Sell your wellness services in 5 Easy Steps

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