MiFB Podcast- Episode 62

Erik Charles Russell

The Art of Selling Memberships

Erik Charles Russell has nerded out on the Gym Membership Sales process and distilled it down to 5 repeatable steps that anyone can use to increase their closing rate. 

He has literally written the book on the “The Art of Membership Sales”. He is a high energy, knowledgeable and entertaining guest on the podcast

Click on Link Below to Listen

http://trainerjim.libsyn.com/62-why-is-selling-memberships-so-hard-erik-charles-russell

Episode Sponsors

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Websites

Erik Charles Russell / Sell Memberships

Facebook

Erik Charles Russell

https://www.facebook.com/erikcharlesrussell/

LinkedIn

https://www.linkedin.com/in/erikcharlesrussell/

Instagram

@erikcharlesrussell

Jim Adams / Trainer Jim

Facebook  https://www.facebook.com/trainerjimadams/

Intsagram.  @mifb_podcast

Email Jim Adams – trainerjimfe@gmail.com

Website  Trainerjim.net

Sticher.   https://www.stitcher.com/podcast/wwwstichercommastersinfitnessbusiness/masters-in-fitness-business

iTunes. h

Music on the show by – 

https://www.bensound.com

Things mentioned on the Episode

MiFB Podcast- Episode 62

Erik Charles Russell

The Art of Selling Memberships

Meet Erik and why I have him on the show 3:15

Embrace the Suck 3:45

Why is gym membership sales the hardest sell on the planet 5:45

Some people don’t have workout clothes 9:35

Looking at Fitness as an Investment product 10:00

Make sure their goals are their goals 11:00

Getting into to a Fight to Make the Sale 19:50

The Warm up to getting answers to personal reasons behind the goals 20:30

What’s that six pack going to do for you 23:10

Emotions sell, logic tells them why they bought, but it doesn’t sell 24:35

When money comes up that’s when people lie 28:30

Why do they have to talk to their significant other 29:35

Letting the client tell you want your presentation should be 30:15

How to craft and wordsmith  your phone calls, emails and texts to get people to sit in front of you 31:45

Erik gives some quick tips to get leads to come in 37:10

The magic voicemail script 40:45

Business manners are different than personal manners 44:55

Have a system for follow up on sales leads 45:50

How to go from email and texting to an actual conversation 49:40

What to do when you get them on the phone 51:35

Do not discount to close the membership sale 57:35

Stop feeling guilty about making money 1:03:15

Selling a trial is not selling, it’s you not being a salesperson 1:04:55

What has been Erik”s most successful failure 1:08

What has been the biggest surprise in the fitness industry that he’s had to deal with that he didn’t see coming 1:09

How to get in touch with Erik 1:15:25

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