Selling functional fitness to the retired Marine or the ex-college athlete? Easy.

Selling your program to the lifelong office worker who's never exercised and who clicked on your ad in a brief moment of inspiration? Not as easy.

Cold leads are hard to convert, and that means you've got to be on your A-game if you want to close the sale. Here, sales expert and certified Two-Brain Mentor Jeff Burlingame will teach you how.

You'll learn how to use the discovery phase of the No-Sweat Intro to build trust, how the Help First philosophy can help you sell the right program to your lead, how to manage objections and what NOT to do when selling to a cold lead.

Links:

"Help First"
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Contact:

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Timeline:

2:43 – Jeff’s “dirty start” in sales.

9:52 – Motivated vs. unmotivated buyers.

11:56 – The importance of the discovery phase in a cold-lead No-Sweat Intro.

15:15 – The power of the Help First attitude.

16:35 – No slime; just exchanging value for value.

17:59 – To increase your close rate, be responsive.

20:06 – Get comfortable in front of the camera.

23:34 – Set the scene.

27:35 – How to blow the sale: Lessons in what NOT to do.

30:22 – Why you shouldn’t give gym tours.

33:51 – Using the six-week challenge to get people in the door.

38:17 – The difference between upselling the six-week challenge and bait-and-switch operations.

41:57 – Using the six-week challenge as an opportunity to build trust.

45:06 – Upselling and downselling, and when to do each. 

49:28 – Price anchoring and option closing.

50:59 – Four simple steps to handle objections.

56:10 – How to get better at sales.

57:30 – It’s not selling, it’s helping.