Use systems : Systems will support many of the points listed. They are important to allow staff to get
better at what they do each day and ensure the customer has a good experience through what can
be a nervous time for them. Phone scripts, sales processes and follow up are a must to increase the
service experience and delivery, which will result in more sales and referrals. They will also help you
track performance of the promotions, business and staff.
Learn to listen : When your prospect talks, ensure you not only hear them, but listen to them. It is not a
time for you to talk about your products and services, but rather a time for them to verbalise how they
are feeling. Don’t start lecturing to them about what to eat or how to exercise until they have engaged
your services otherwise this could make the sale go cold.
These industry leaders
don’t settle for less.
Don’t rescue them : Many of us feel a little uncomfortable when someone is starting to tell us how
unhappy they are because they are overweight. If you rescue them at this point you ma HXZ