What We Cover In This Episode:

• ​​Niki talks about her background experience that brought the “ask for the sale sequence” into her businesses [1:23]

• The importance of directly asking for the sale and why we are often so afraid to do this [3:43]

• Connect to Convert: Tips and techniques to effectively build rapport with potential clients before asking for the sale [6:29]

• Niki’s best tips for active listening, addressing customer objections paraphrasing, and connecting and neutralizing the objections, all without letting the conversation drift away [11:01]

• How to follow up on a sales conversation that didn’t close without seeming pushy or too persistent [15:23]

• A few common mistakes to be aware of when asking for the sale [18:28]

Quotes:

“That is what I want my clients to remember. If they want to convert a client, they have to connect first. You have to find common ground because your client will not buy if they don’t trust you, and they can’t trust you if they don’t know you.” [Niki, 7:06]

“A lot of our clients come in and they are feeling swamped, so here’s how we work around that. We set up sweat dates, we put their workout on their work calendar so it’s now an appointment that no one can book over, and we book their two classes in advance. Neutralize the objection and show how you are going to fix it, and then you close.” [Niki, 13:10]

“The name of the game in boutique fitness is that we are going to be hit with an objection, and they’re usually one of the same five. You’re going to get hit with an objection, and what are you going to do about it? The game starts with ‘no.’” [Niki, 14:36]

 

LINKS:  

Niki’s Website & Instagram

Her Studio Sales Solution (Enroll Now!)  

Get Niki’s Free PDF on How to Counter Objections to Close The Sale 

Episode 157: Industry Tea with Partner Niki Riga - Increase Membership Sales

Episode 155: Industry Tea with Partner Niki Riga - Boosting Event Marketing

Episode 153: Industry Tea with Partner Niki Riga - Guerilla Marketing and Alternatives to Digital Marketing

Episodes 97 and 135 with Niki 

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