What Is Your Health Club Selling Philosophy?

The following test is designed to help you uncover your personal selling philosophy.  Don’t worry about scoring well.  This is not a skills test, it’s a philosophy test.

This is an opportunity to find out what your beliefs are about selling memberships and the first step toward making any additional changes.

There are 60 questions in the three sections below.  Make a check next to the description that most accurately reflects your response to the statement made.  Be honest!

 

SECTION 1

 

Check one response for each statement below:

 

  1. I am a one-call closer.  I don’t let them get away.

5 ____ Strongly agree

4 ____ Agree

3 ____ Don’t know if I agree or disagree

2 ____ Disagree

1 ____ Strongly disagree

 

  1. I close as many times as I can during the selling process.  Closing is the name of the game.

5 ____ Strongly agree

4 ____ Agree

3 ____ Don’t know if I agree or disagree

2 ____ Disagree

1 ____ Strongly disagree

 

  1. I just keep closing and closing and closing.

5 ____ Strongly agree

4 ____ Agree

3 ____ Don’t know if I agree or disagree

2 ____ Disagree

1 ____ Strongly disagree

 

  1. Sometimes prospects need a little shocker like “I was under the impression that you wanted to really work on your physical appearance.”

5 ____ Strongly agree

4 ____ Agree

3 ____ Don’t know if I agree or disagree

2 ____ Disagree

1 ____ Strongly disagree

 

  1. I like to write the prices out during my price presentation instead of working with a printed rate card.  That way I can fully explain the options.

5 ____ Strongly agree

4 ____ Agree

3 ____ Don’t know if I agree or disagree

2 ____ Disagree

1 ____ Strongly disagree

 

  1. I enjoy doing T.O.s because it can be an effective way to close an uncertain prospect.

5 ____ Strongly agree

4 ____ Agree

3 ____ Don’t know if I agree or disagree

2 ____ Disagree

1 ____ Strongly disagree

 

  1. I find that “…If I could, would you?” statements are very effective on gaining commitment from a prospective buyer.

5 ____ Strongly agree

4 ____ Agree

3 ____ Don’t know if I agree or disagree

2 ____ Disagree

1 ____ Strongly disagree

 

  1. The close is the most important part of the selling process.

5 ____ Strongly agree

4 ____ Agree

3 ____ Don’t know if I agree or disagree

2 ____ Disagree

1 ____ Strongly disagree

 

  1. I like to put the prospects on the equipment during the tour to involve them more in the process.

5 ____ Strongly agree

4 ____ Agree

3 ____ Don’t know if I agree or disagree

2 ____ Disagree

1 ____ Strongly disagree

 

 

  1. Most people don’t know what they should or shouldn’t be doing.  The tour gives me a chance to tell about the club and share some knowledge with the person.

5 ____ Strongly agree

4 ____ Agree

3 ____ Don’t know if I agree or disagree

2 ____ Disagree

1 ____ Strongly disagree

 

  1. I always list all of the features of the club and do so on the phone and on the tour.

5 ____ Strongly agree

4 ____ Agree

3 ____ Don’t know if I agree or disagree

2 ____ Disagree

1 ____ Strongly disagree

 

  1. I do the same tour because I have my techniques down pat like a pro.  I have built trial closes and test questions into my tour.

5 ____ Strongly agree

4 ____ Agree

3 ____ Don’t know if I agree or disagree

2 ____ Disagree

1 ____ Strongly disagree

 

  1. I get most prospects to commit to an exercise program before I will even show them the club.  I get them to say it.

5 ____ Strongly agree

4 ____ Agree

3 ____ Don’t know if I agree or disagree

2 ____ Disagree

1 ____ Strongly disagree

 

  1. Selling is a numbers game.

5 ____ Strongly agree

4 ____ Agree

3 ____ Don’t know if I agree or disagree

2 ____ Disagree

1 ____ Strongly disagree

 

 

 

 

 

 

  1. I find out the needs of the prospects by asking them very frank questions about their exercise history, current program and how they feel about themselves and the shape they’re currently in.  If people were happy with themselves they wouldn’t be here.

5 ____ Strongly agree

4 ____ Agree

3 ____ Don’t know if I agree or disagree

2 ____ Disagree

1 ____ Strongly disagree

 

  1. I sometimes use very direct questions to help people see their own patterns of failure.

5 ____ Strongly agree

4 ____ Agree

3 ____ Don’t know if I agree or disagree

2 ____ Disagree

1 ____ Strongly disagree

 

  1. I start out all my interactions with a big smile and strong welcome.  I am a take-charge person who is excited about my product and it shows.  This helps me get psyched up to make a sale.

5 ____ Strongly agree

4 ____ Agree

3 ____ Don’t know if I agree or disagree

2 ____ Disagree

1 ____ Strongly disagree

 

  1. I am not very good at the paperwork part of selling.  I am a motivator and a talker.  Leave the paperwork to the losers!

5 ____ Strongly agree

4 ____ Agree

3 ____ Don’t know if I agree or disagree

2 ____ Disagree

1 ____ Strongly disagree

 

  1. My leads Are generally scattered all over the desk.  This helps me to sell better because it makes me feel busy.

5 ____ Strongly agree

4 ____ Agree

3 ____ Don’t know if I agree or disagree

2 ____ Disagree

1 ____ Strongly disagree

 

 

  1. The reality is that sometimes selling requires withholding certain information from buyers – not super-important information, just details that would sometimes distract the buyer.

5 ____ Strongly agree

4 ____ Agree

3 ____ Don’t know if I agree or disagree

2 ____ Disagree

1 ____ Strongly disagree

 

 

Total points Section 1 ______________

 

 

 

SECTION 2

 

Check one response for each statement below:

 

  1. People can decide for themselves without being closed. I can read people and most of them don’t like being pushed.

5 ____ Strongly agree

4 ____ Agree

3 ____ Don’t know if I agree or disagree

2 ____ Disagree

1 ____ Strongly disagree

 

  1. I never really get objections from people because I never really ask them to buy.

5 ____ Strongly agree

4 ____ Agree

3 ____ Don’t know if I agree or disagree

2 ____ Disagree

1 ____ Strongly disagree

 

  1. I always let people try the club first. That way they can really tell if it’s for them or not.

5 ____ Strongly agree

4 ____ Agree

3 ____ Don’t know if I agree or disagree

2 ____ Disagree

1 ____ Strongly disagree

 

 

 

 

 

  1. I like helping people, not necessarily selling to them

5 ____ Strongly agree

4 ____ Agree

3 ____ Don’t know if I agree or disagree

2 ____ Disagree

1 ____ Strongly disagree

 

  1. Clearly, the most important part of the selling process is the tour.

5 ____ Strongly agree

4 ____ Agree

3 ____ Don’t know if I agree or disagree

2 ____ Disagree

1 ____ Strongly disagree

 

  1. My tours are the longest part of the selling process. People have a right to know what they are buying.  I give a great club tour.

5 ____ Strongly agree

4 ____ Agree

3 ____ Don’t know if I agree or disagree

2 ____ Disagree

1 ____ Strongly disagree

 

  1. I try to let the prospects control the interaction so that they will feel more comfortable with me.

5 ____ Strongly agree

4 ____ Agree

3 ____ Don’t know if I agree or disagree

2 ____ Disagree

1 ____ Strongly disagree

 

  1. I find most salespeople obnoxious. I personally don’t like to deal with salespeople when I am making a purchase.

5 ____ Strongly agree

4 ____ Agree

3 ____ Don’t know if I agree or disagree

2 ____ Disagree

1 ____ Strongly disagree

 

  1. I feel that all people have a right to go home and think about their purchase before buying.

5 ____ Strongly agree

4 ____ Agree

3 ____ Don’t know if I agree or disagree

2 ____ Disagree

1 ____ Strongly disagree

 

  1. I am a much better salesperson in person versus on the telephone.

5 ____ Strongly agree

4 ____ Agree

3 ____ Don’t know if I agree or disagree

2 ____ Disagree

1 ____ Strongly disagree

 

  1. I feel that it is inappropriate to call people at their workplace.

5 ____ Strongly agree

4 ____ Agree

3 ____ Don’t know if I agree or disagree

2 ____ Disagree

1 ____ Strongly disagree

 

  1. I feel intrusive calling people anytime but I do it because it is part of my job.

5 ____ Strongly agree

4 ____ Agree

3 ____ Don’t know if I agree or disagree

2 ____ Disagree

1 ____ Strongly disagree

 

  1. I never have to ask for referrals.

5 ____ Strongly agree

4 ____ Agree

3 ____ Don’t know if I agree or disagree

2 ____ Disagree

1 ____ Strongly disagree

 

  1. My leads are completely organized. I spend a great deal of time getting and staying organized.  My work space is clean and orderly most of the time.

5 ____ Strongly agree

4 ____ Agree

3 ____ Don’t know if I agree or disagree

2 ____ Disagree

1 ____ Strongly disagree

 

  1. I generally work the hours I am scheduled to work. I am efficient and do not find it necessary to work beyond my normal hours.

5 ____ Strongly agree

4 ____ Agree

3 ____ Don’t know if I agree or disagree

2 ____ Disagree

1 ____ Strongly disagree

 

 

 

  1. I do not have a sales background. I sort of fell into this position.

5 ____ Strongly agree

4 ____ Agree

3 ____ Don’t know if I agree or disagree

2 ____ Disagree

1 ____ Strongly disagree

 

  1. I am involved in many aspects of the club besides selling memberships.

5 ____ Strongly agree

4 ____ Agree

3 ____ Don’t know if I agree or disagree

2 ____ Disagree

1 ____ Strongly disagree

 

  1. I do not rally think of myself as a salesperson but more of a customer service person.

5 ____ Strongly agree

4 ____ Agree

3 ____ Don’t know if I agree or disagree

2 ____ Disagree

1 ____ Strongly disagree

 

  1. I do most of my prospecting and customer work through the mail. I am constantly sending things to people.  I have a good system for this.

5 ____ Strongly agree

4 ____ Agree

3 ____ Don’t know if I agree or disagree

2 ____ Disagree

1 ____ Strongly disagree

 

20.I am sometimes amazed at what people spend on memberships.

5 ____ Strongly agree

4 ____ Agree

3 ____ Don’t know if I agree or disagree

2 ____ Disagree

1 ____ Strongly disagree

 

 

Total points Section 2 ___________

 

 

 

 

 

 

 

SECTION 3

 

Check one response for each statement below:

 

  1. I make at least 20 contacts each day to potential members and referrals, regardless of how I feel or how busy I am.

5 ____ Strongly agree

4 ____ Agree

3 ____ Don’t know if I agree or disagree

2 ____ Disagree

1 ____ Strongly disagree

 

  1. I force myself to do my lead tracking because I like to see what my ratios are.

5 ____ Strongly agree

4 ____ Agree

3 ____ Don’t know if I agree or disagree

2 ____ Disagree

1 ____ Strongly disagree

 

  1. I am honored to be in the profession of selling and I use books and tapes to help me learn more and stay focused.

5 ____ Strongly agree

4 ____ Agree

3 ____ Don’t know if I agree or disagree

2 ____ Disagree

1 ____ Strongly disagree

 

  1. My favorite part of the selling process is finding out the needs. I find closing to be almost effortless when I have done a good job at uncovering needs.

5 ____ Strongly agree

4 ____ Agree

3 ____ Don’t know if I agree or disagree

2 ____ Disagree

1 ____ Strongly disagree

 

  1. Even though I am an enthusiastic communicator I force myself to listen closely to people. I find that each person has come in for a reason unique to himself or herself.  This makes selling much more interesting.

5 ____ Strongly agree

4 ____ Agree

3 ____ Don’t know if I agree or disagree

2 ____ Disagree

1 ____ Strongly disagree

 

  1. I always briefly sit down with prospects before showing them around the club. If they are really aggressive, I just stand still and ask the questions, but I always ask questions to find out needs and interests before proceeding.

5 ____ Strongly agree

4 ____ Agree

3 ____ Don’t know if I agree or disagree

2 ____ Disagree

1 ____ Strongly disagree

 

  1. I maintain control of the entire interaction with the prospective members without being pushy or aggressive. I concentrate entirely on them and their needs, but I am in control.

5 ____ Strongly agree

4 ____ Agree

3 ____ Don’t know if I agree or disagree

2 ____ Disagree

1 ____ Strongly disagree

 

  1. I am careful to pay attention to the level of comfort of the prospects. If they seem uncomfortable I will usually diffuse it.  Discomfort can be diffused if handled right.

5 ____ Strongly agree

4 ____ Agree

3 ____ Don’t know if I agree or disagree

2 ____ Disagree

1 ____ Strongly disagree

 

  1. I do a very brief, customized tour. I feel that more is not necessarily better when it comes to showing the club.

5 ____ Strongly agree

4 ____ Agree

3 ____ Don’t know if I agree or disagree

2 ____ Disagree

1 ____ Strongly disagree

 

  1. I take the prospects to the area of most interest first. I sometimes even tell them the monthly rate on the tour just to prepare them for the price presentation.

5 ____ Strongly agree

4 ____ Agree

3 ____ Don’t know if I agree or disagree

2 ____ Disagree

1 ____ Strongly disagree

 

 

 

  1. I know every little idiosyncrasy of my club and have a rational answer or option for them all. I have researched and practiced each one and can answer each honestly, but I do not act apologetically for any aspect of our facility.

5 ____ Strongly agree

4 ____ Agree

3 ____ Don’t know if I agree or disagree

2 ____ Disagree

1 ____ Strongly disagree

 

  1. Not only do I never lie to my prospective members, but I sometimes correct them on a mistaken assumption that could cause me to lose the sale. I figure better now than later.

5 ____ Strongly agree

4 ____ Agree

3 ____ Don’t know if I agree or disagree

2 ____ Disagree

1 ____ Strongly disagree

 

  1. My closing questions are totally customized to the type of person I am dealing with. I like closing.

5 ____ Strongly agree

4 ____ Agree

3 ____ Don’t know if I agree or disagree

2 ____ Disagree

1 ____ Strongly disagree

 

  1. I ask 100 percent of my tours to buy a membership.

5 ____ Strongly agree

4 ____ Agree

3 ____ Don’t know if I agree or disagree

2 ____ Disagree

1 ____ Strongly disagree

 

  1. I never try to intimidate or patronize the prospects when they have an objection. Objection handling is easy if you stay calm, pause a little and ask some good questions.

5 ____ Strongly agree

4 ____ Agree

3 ____ Don’t know if I agree or disagree

2 ____ Disagree

1 ____ Strongly disagree

 

 

 

 

  1. I can ask people almost anything once we have developed a rapport. I let them do the talking and I ask the questions.

5 ____ Strongly agree

4 ____ Agree

3 ____ Don’t know if I agree or disagree

2 ____ Disagree

1 ____ Strongly disagree

 

  1. I am a goal setter. I have written goals for everything that is important to me in my life.

5 ____ Strongly agree

4 ____ Agree

3 ____ Don’t know if I agree or disagree

2 ____ Disagree

1 ____ Strongly disagree

 

  1. I am excellent on the telephone. I have really worked to develop the skills for both outgoing and incoming calls.  Nobody is a “natural” on the phone – it takes skill.

5 ____ Strongly agree

4 ____ Agree

3 ____ Don’t know if I agree or disagree

2 ____ Disagree

1 ____ Strongly disagree

 

  1. I am not a big fan of paperwork, but I do it quickly and efficiently and move on to the parts of my job that I love.

5 ____ Strongly agree

4 ____ Agree

3 ____ Don’t know if I agree or disagree

2 ____ Disagree

1 ____ Strongly disagree

 

20.I am a calm, polished, educated professional salesperson who just happens to be passionate about health and fitness.  I could probably get a job selling in the corporate environment, but I prefer this industry.

5 ____ Strongly agree

4 ____ Agree

3 ____ Don’t know if I agree or disagree

2 ____ Disagree

1 ____ Strongly disagree

 

 

 

Total points Section 3 ____________

 

 

RECORD YOUR SCORES HERE:

 

Total score for Section 1 ________________

 

Total score for Section 2 ________________

 

Total score for Section 3 ________________

 

  1. The Old School or Traditional Selling System

(Those who score 40 or above in Section 1)

This philosophy essentially boils down to closing, closing and closing.  The most obvious of the three selling styles, it can sometimes feel manipulative to the salesperson and the prospect.  It is based on the basic assumption that people, if left to their own devices, will not make purchase without being somehow maneuvered.

 

It is also based on the win/lose principle.  Somebody has to win and somebody has to lose in order for the interaction to be successful.  It’s only natural that the salesperson wants to be the winner and is therefore expected to say or do whatever it takes to make sure that he or she wins.

 

  1. The Customer Service Approach or Non-selling atmosphere

(Those who scored 40 or above in Section 2)

This approach was born in an effort to not use the traditional or old school approach.  The problem is that it is often taken too far in our industry.  In an effort not to seem pushy or too forward some salespeople totally relinquish control to the prospect.  This interaction has almost no chance of going well because the wrong person is in charge.  Often due to an anti-selling philosophy on part of the salesperson who use this style they can come off as weak and timid in the eyes of the prospect.

 

  1. The Need Based Selling System or Professional Selling

(Those who scored 80 or above in Section 3)

This philosophy takes the best of the traditional selling approach and the customer service approach. It is definitely selling, yet does not have many of the aspects that can turn buyers off.  This philosophy is based on the principle of win/win. If the prospect wins, the business wins.  A professional salesperson takes control of the interaction without condescending the buyer or using obvious techniques, yet he or she does discover the needs and asks closing questions just as a real salesperson should.

 

The test was divided into three sections so that you could become aware of your own behaviors and attitudes as you re-read the questions.  Ideally, you want the lowest possible score you can achieve in Section 1 and 2 and the highest possible score in Section 3.  If you scored about the same in each section, you may have been trying to psyche out the test.  Go back and answer again to see if your score comes out differently.

 

 

 

Paste your AdWords Remarketing code here
Our Other Sites
close slider

Subscribe To Our YouTube Channel


jtod-150-cut
Jim Thomas On Demand


gymsforsale1
Gyms For Sale

Pin It on Pinterest