Field notes from the floor

Notes.

Sales, hiring, team building, and not trading your life for the grind. Written for the trainer, the owner, the front desk lead, and anyone else who has to sit across from a human being and ask them to commit.

Sales · 4 min read
"I Want to Get in Shape Before I Start" Is the Most Winnable Objection in the Room
The prospect who wants to get in shape before they join is not a hard sell. They are the easiest one to help. What they really mean, and the exact words I use to get them started this week.
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Sales · 8 min read
The 7 Beliefs Your Prospect Must Have to Buy
People do not buy because of your gym, your certifications, or your equipment. They buy because they believe seven specific things. Here they are and how to build them.
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Sales · 6 min read
How to Sell to Emotional Drivers, Not Surface Goals
Prospects are not buying twenty pounds of weight loss. They are buying how losing twenty pounds will make them feel. Here is how to sell at that level.
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Mindset · 6 min read
Why 'I Want to Help People' Is Not Going to Save Your Sales
Most coaches and gym owners say they got into this to help people. That answer crumbles the second the conversation gets hard. Here is how to find a why that actually holds.
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Sales · 6 min read
How to Turn Sales Objections Into Commitments
Objections are not brick walls. They are doors. The framework for handling any objection in a gym sale: control price, use feel felt found, and stay on the one objection they actually gave you.
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Follow Up · 7 min read
Stop Treating Follow Up Like Punishment (It Is Literally the Job)
Most gym owners do not have a lead problem. They have a follow up problem. The mindset shift and the speed to contact rules that fix it.
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Sales · 5 min read
The First Phone Call Is Where Most Gyms Lose the Client
Most gyms think the sale happens at the consultation. It does not. It starts the second you pick up the phone. Here is what to do differently.
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Follow Up · 10 min read
How to Follow Up With a Gym Lead by Text (Sell the Call, Not the Consultation)
Most gym owners lose leads in the first text. The mistake is trying to book the consultation. The fix is selling the call. Real scripts inside.
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Hiring · 12 min read
How to Hire a Gym Salesperson Who Does Not Quit in 90 Days
Why most gym salespeople quit inside 90 days. How to hire for the seat instead of just hiring, the four interview questions that find the right person, and the onboarding that keeps them.
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Grinds My Gears · 7 min read
Your Leads Are Not Bad. Your Sales Process Is.
If your gym leads are not converting, the problem is almost never the leads. It is your follow up, your speed to lead, and your sales process.
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Sales · 9 min read
The 4 Main Sales Objections Every Gym Owner Hears (And What I Say Back)
The four sales objections every gym owner hears at the close: money, think about it, time, and spouse. What they actually mean and the words I use to handle each one.
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Notes.

"I Want to Get in Shape Before I Start" Is the Most Winnable Objection in the Room

The 7 Beliefs Your Prospect Must Have to Buy

How to Sell to Emotional Drivers, Not Surface Goals

Why 'I Want to Help People' Is Not Going to Save Your Sales

How to Turn Sales Objections Into Commitments

Stop Treating Follow Up Like Punishment (It Is Literally the Job)

The First Phone Call Is Where Most Gyms Lose the Client

How to Follow Up With a Gym Lead by Text (Sell the Call, Not the Consultation)

How to Hire a Gym Salesperson Who Does Not Quit in 90 Days

Your Leads Are Not Bad. Your Sales Process Is.

The 4 Main Sales Objections Every Gym Owner Hears (And What I Say Back)