Many gym owners are so excited about helping their clients get fit that they forget one crucial thing: They need to actually sell those clients on fitness.

They've heard the stereotype of the slimy salesman and that's not who they want to be. Or even if they're not afraid to sell, they don't know how to do it effectively.

In this episode, you'll hear from one of Chris Cooper's first sales coaches, Joe Marcoux. Chris and Joe discuss the challenges entrepreneurs often face with sales, how to get over the "slimy salesman" mindset and how to prepare for and deal with objections.

Links:

joemarcoux.com

Contact:

joemarcoux.com
Instagram: @joe__marcoux

Timeline:

3:01 – How Joe became an expert in sales.

8:42 – Why entrepreneurs struggle with sales.

11:39 – Entrepreneurs need a baseline.

13:08 – Getting over the “slimy salesman” mindset.

14:58 – You have to ask for the sale.

17:22 – Objection is not rejection.

19:29 – Why even the best products don’t sell themselves.

22:31 – Telling is not selling.

24:41 – Responding to objections with acknowledgment and follow-up questions. 

29:41 – How to handle objections and develop emotional resilience.

35:06 – Exercises for practicing objection management.