Selling memberships is a key part of your job.

When interacting with the prospect it is crucial to:

• Get to know the person
• Build a relationship
• Uncover their needs and wants
• Listen and ask questions
• Show sincere interest

For most people, buying a product or service is an emotionally driven process that needs to be rationalized by some form of logical reasoning. So they buy either to feel good or to avoid suffering. This way they turn a negative feeling into a positive one.

They are looking for a solution to their problem and thereby gain a certain feeling.

Now, let's talk about you!

Have you ever asked yourself why you bought something?

Assignment:

• Write down 3 things you bought.
• Why did you buy them?
• What feeling did the purchase cause in you?

Every purchase is driven by emotion. This applies to you and every single potential customer that walks through the door.