- This is my first piece of unique content here on Substack so I hope you enjoy it! -
20 years ago I sold gym memberships face to face in Australia and New Zealand.
I’d be sent out by the marketing company I worked for and spend 6-10 weeks onsite at a gym where we’d completely take over their sales and marketing for that period.
We’d run a huge campaign, make a lot of noise and bring in 100’s of new members and typically 400K to 1M revenue in that period of time.
In the 2 years I was there I broke several company records and won awards for performance etc.
Now 20 years later I still draw from my learnings there as I’d have 20-40 in person sales interactions each day - for 6-10 weeks straight - meaning I became so finally tuned in with all the reps I was having.
All of this experience - as these were “one call closes” in person - translate to the virtual selling experience I now mainly live.
In the short video attached - from a recent coaching call - I share here a story of one account I sold on.
On this account it was the worst facility I represented and probably the lowest socio economic area I went to too.
I didn’t like the area, I didn’t like the gym (poor equipment and not a great vibe) and because “I didn’t like it” and “I’d never buy a membership there” I initially couldn’t sell the program (despite the fact we had loads of leads and interest).
3-4 days passed and I was performing very poorly with loads of missed sales which was very rare for me.
Looking for answers I reflected and asked myself hard questions.
I realized I was making it “about me”…
I was being selfish, elitist and egotistical.
But this wasn’t about me…
It was about “them”.
Their needs. Their wants. Their future. Their journey. Their potential better life.
So I stopped being so self centered and refocused on them (over me).
Once I did this I both felt different and better towards them - and the offering - and also unlocked the sales block.
And then the sales tap was turned on!
Big time!
Lot’s of lessons learned here and lessons I still apply - and teach - to this day!
PS - If you want to learn more about what I know and do in sales then you may want to come into the FREE SKOOL GROUP - https://www.skool.com/truesalespro-free-group - full of loads of free learnings and more!
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