CWood Gang

Pre Class

100

Prospects and guests immediately evaluate the staff on these 3 A's, Attitude, Approach and...

What is Appearance

200

What are the two key points on the Rules and Policies reviewed before the class starts?

What is OTBeat Rental Policy and National Reciprocity? 

300

What is the order of the Intro Clipboard?

What is?

Client Intake Form

Class Schedule

Rules and Policies 

HR Zones

Parameters

Pricing Sheet

Membership Agreement

Quit Free Guarantee

Referrals

400

How many minutes does an Intro spend with us?

What is 100 Minutes?

500

What are the five key points to the Handoff and please demonstrate them?

What is?

1. Intro to Coach: Transfer of Trust

2. Current Routine/Frequency

3. Fitness goals and the “WHY”

4. Exercise Restrictions/Medications/Supplements

5. Send-off & Two 5s

During + The Close

100

The foundation of the Yes Pyramid is...

What is Confidence?

200

What tool is given to the Fitness Coach within 10 minutes of the class starting to assist in closing the Sale?

What is the Intro Card?

300

During the handback when a coach recommends/prescribes to a new guest, 3-2 hours a week, which membership does that correlate to?

What is None of Them?

400

Once you have asked for the sale, the first person to speak is typically the individual that will ____ the sale.

What is lose?

500

What recommendations must the Fitness Coach give the prospective member prior to the handoff?

What is?

Fitness Frequency + Membership Type

OTBeat Selection

Next Class to prebook

Post Class/Overcoming Objections

100

What does the K.I.S.S. method stand for?

What is Keep it short and sweet?

200

What are the two types of selling and when do they occur?

What is Consultative and Assumptive Selling? 

300

Earlier, we discussed some different days and times you would anticipate using the studio. If your concern is not being able to make it in 3 hours per week or more to get your money’s worth, we certainly have other options for you!” Is what part of the 4-Stages of Handling Objections?

What is Redirect?

400

What are the five primary objections and which question on the Discovery relates to each one?

What is Think About It, No Time to Attend, Spousal, Shopping Around and Financial? 

500

What is the four stage process in Overcoming Objections? Please demonstrate how to properly do this!

What is Emphasize, Isolate, Redirect and Make a Suggestion?