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Just Tell Them the Price!


Here is a great lesson for any health club sales person. As soon as you tell someone the price ‘Shut Up!’

The first person to speak after the price has been given is the person who will buy! And you don’t need to buy a membership or personal training of yourself.

This silence will feel like hours but in reality is just a few seconds. It will be VERY tempting to say something, just say nothing.

Some people will grunt and groan and you simply nod your head and agree. Other people will verbalise their thinking. Again just nod and agree. Either way these people are thinking and they don’t want you to interrupt them, so don’t.

If you do interrupt them, you will face the challenge of having to re-enter the sale process, to stop them saying ‘I need to think about it.’ Then you will have to give them a deal or discount or value add. So just keep quiet.

Just tell them the price and then keep quiet! Wait for them to make a comment.

Justin Tamsett

Justin Tamsett was a health club manager and owner since 1993 and has seen many people change their life through exercise. He is now a small business consultant sharing tools to profitably run small to medium size business and an international presenter at key fitness conferences around the world. He is also a corporate speaker on ensuring work-life balance with an innovative YENO Wellness Quotient. You can go to his blog or follow him on Twitter @JTActiveMgmt as he strives to lower the health care costs for Australia!


I'm 72 years old and had a torn miniscus repaired this past July. My quads need to build strgth. Which is better for my need; Eleptical or Cross Trainer?
Posted @ Wednesday, March 14, 2012 8:59 PM by Gus Cawley
Dear Mr. Cawley, 
If quadriceps strengthening is your goal, then you should first consider strength training exercises, such as leg press or leg extension. Keep in mind that meniscal injuries are susceptible to compressive loading at the knee joint, so proceed carefully with your strengthening, so as not to exacerbate your injury. 
The Arc Trainer may be a helpful addition to your regimen. First, it is capable of generating higher workloads, so it can actually contribute to lower body strength. Some recent research studies have shown improvements in squatting strength and muscular endurance as measured on a leg press. 
In addition, you can modify the range of motion at your knee during your exercise. Decreasing the incline on the Arc Trainer will reduce the total flexion at your knee, which you may find more comfortable. Lastly, if you still want to reduce the loading effect at your knee, you can lower the resistance, and even “cheat” the exercise by entering a body weight which is lower than your actual weight. Since the resistance on the Arc Trainer is adjusted according to body weight, a lower weight will result in less resistance. You can then gradually increase the weight setting, or workload, to suit your tolerance to the exercise. 
I hope you find this helpful - and good luck with your rehabilitation. 
Posted @ Sunday, March 18, 2012 10:55 PM by Robert Barcia
When I was selling cars this was one of our first lessons in sales training. We kept folders near the phone so if it went a bit long we could "suddenly remember" something in the folder and pull it out to glance at intermittently while waiting for them to think it over.
Posted @ Wednesday, October 03, 2012 9:34 AM by Charles Miske
I agree Justin, the most common mistake sales reps make is not knowing when or how to interject and when to just keep quiet.
Posted @ Sunday, January 13, 2013 4:16 AM by Fitness Marketing
@ Charles... I often rummage through my sales desk looking for an imaginary item while the prospect thinks out loud. If it's a couple and they give you the dreaded "could we have five minutes to talk' question; I will only give them a minute. The more time you give, the more time they have to talk themselves out of making a great decision.
Posted @ Sunday, January 13, 2013 4:44 AM by Fitness Marketing
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