"99% of sales comes way before the close. The sale will take care of itself if you take care of people" -- Elias Scarr Elias is the membership director at Results Fitness, the gym which previous podcast guest Alwyn Cosgrove runs. As he is the membership director when it comes to sales and the consultation process he knows his stuff inside out. If you listen to this episode, here are a few big things I picked up: - Comparing being an expert vs being good enough in the numerous things that personal trainers need to do. - Creating a benefits list for getting over self-worth issues. - Making the asking for money stage as easy as asking a friend for money for something you have paid for by focussing on building the relationship. - Reframing objections as buying signals, which can be fixed. Results Fitness University LTB 2-Week Free Trial