Hey everyone I'm Mike Arce welcome back to another episode of the GSD show
and today is a how-to episode and one of the things that I just got asked which
is why we decided to make this episode is how do we implement sales training
into our studio so I was actually meeting with a couple out in Nashville
and I was here for a conference and I just you know message out to our entire
Facebook community that I was gonna be there if anybody wanted to meet up just
let me know and they were only 40 minutes away so they drove down and I
got to meet with him his wife and also five kids at five kids with them and I
told them you know I really want to see you guys implementing sales training and
it seems like they felt like it was a lot more work I think they
overcomplicated how this process needs to exist in their business and I started
you know really looking back and realizing a lot of people don't get
started because they overcomplicated I don't know exactly what it takes and
what it looks like so I wanted to show you how easy it actually is in fact just
on my way in Excite went to the restroom right before we shot in the lobby we
actually had two of our employees that loud rumor role-playing right outside
and it's something we do here all the time it's easy you can role play with
yourself in the car I mean that's really what the pros do you can drill play
certain like how to overcome this objection or that objection anywhere you
are in the car is fine I know it sounds crazy but it's true
you think Beyonce only sings at recitals and rehearsals no I promise you she's
singing in the car every once in a while too and that's what pros do so let's uh
let's really break down what I told them cuz they really really understood it and
it's been great watching them actually implement I've had them send me videos
every morning showing me that they're doing it and they are so they sat down
they said like I have no idea how to get this implemented
I said look the idea is you don't have to do it a lot every day you can really
just do 10 minutes every day and you could spend the other time reading and
learning what it means to be a good entrepreneur so 10 minutes a day is
sales trainer doesn't sound like a lot but you can cover a lot in 10 minutes
per day if you're doing 10 minutes per day and you're doing that five days a
week you're basically getting in give or take about an hour every week of sales
training on just specific things right how to overcome this
objection or how to do a how to answer the phone how to make a call to elite
how to book an appointment how to confirm a booked appointment every every
objection you ever get how to overcome those how to ask for referrals all that
are things that you can rehearse and so at the end of a month right you
basically have four hours of training at the end of 12 months you have 48 hours
that's like you going high intensity what is that 10 is that 10 hours
whatever think it's like 10 hours a day five days a week the exception about
maybe two hour break right so it's like intense one whole week of just training
rebuttals over and over and over scrip scrip scrip scripts you got to have
those scripts first so before you know you go and start role-playing you have
to make sure you have the scripts for everything how to take a call how to
make a call how to how to you know deal with a pause member somebody that wants
to pause how you get around that everything should have its own script if
you're wondering were to get scripts there is a ton of really great content
on our show the EVF for free the GSC show and also we've got LR BT labrum or
virtual training you can go to what is LRV t-dot-com to actually learn more but
we just have tons and tons of scripts on there but again you can get a good
portion of them for free on the GSC shows we cover it and I'll even go over
one today in fact in this episode I'm gonna show
you I'm gonna train somebody that has nothing to do with the fitness industry
they're literally it's my cousin he's fear he's here from New Jersey he's just
visiting for a week and he's in the tile business has nothing to do with fitness
and I'm gonna teach him how to overcome an objection in the fitness industry
okay so so all we need to do is implement this right and I'm gonna show
you how fast it can actually be done and we're gonna begin that process right now
with John Paul my cousin from Jersey so John Paul come on in round of applause
for John Paul's in the digital audience there you go where you go now is he in
shot by the way I just want to make sure yeah okay great so John Paul we're going
to go over a couple different scripts let's just stick with one for right now
so we just really show how easy it is it's a how-to so I just want to show you
guys more not how to overcome every objection just how to sales train
properly to teach someone from like have you have we ever done
this before no no do you even know what say if I say man I like it but it just
looks too expensive do you know what to say no okay here's what we'll do we'll
see what he would say and then we're gonna teach you how to say it the right
way and I'm gonna train him so he knows exactly how to say and and sound good
hey hold on I know this episode is really good and you want to get back to
it but before we do it's important you help me with something please like
comment and subscribe to this show so that we can get more and more people to
hear about it like you do all right thanks
back to the episode okay so you're selling me you're a fitness your owner
or front desk either one whatever position that you are at this fitness
studio your goal is to get me to want to buy a membership okay you now show me
the price it's a hundred and fifty dollars a month okay I look at it I had
a good workout a high-five you asked me I said it was good everything was good
and I get here I look at the price and I go man
that's just a little expensive what do you say is it though I have no idea what
to say the funny thing is out of be I guess maybe with the blood you're
actually not too far off but I'm gonna show you how to do and how to say the
whole thing okay okay so in reality that's kind of what you would say right
maybe you just yes okay there's $150 for me is a lot so I exactly okay and then
so now we're gonna go ahead and train him so I'm gonna do what I would do I
want you to be the prospect okay so I'm the studio owner and I want you to tell
me the suits best I really want you to be in this person's mindset right so
you're not John Paul right now you're not in this studio that we're shooting
this video okay I want you to imagine you really had a goal yet a goal to lose
about 15 20 pounds it was important to you we already discovered why it could
have been because you know you let yourself go and you're looking to get
back on track you've expressed that to me already
okay I took you through the workout you met a couple members you saw they were
already exciting you could tell people like working out here you even had a
good workout here I already high-five you and I said how'd you like your
workout you said great I sit you down now I'm going over the pricing with you
I show the pricing and is about a hundred and fifty dollars a month now I
want you to go ahead and with all that in mind I want
to basically tell me it's too expensive hey man I had a good time but $150 is
just too much for me too you know to pay I feel like it's very expensive yeah too
much is it how why you should do it I don't know this thing that jump all let
me ask you a question sure did you have a good workout
yes and from when we talked last the goal was to lose 15 to 20 pounds right
yes this is still important to you absolutely you like hitting goals in
your life yes and this is one goal that really means a lot to you right mm-hmm
okay and when you were out there and you're working out and you meet people
and you're doing the workout I mean be honest with me do you feel 100% that
this place can get you there I do I do all right I get finally just right
now with soreness yes yeah okay you know that that can happen
mm-hmm okay and you believe I could get you there too I believe yeah there's a
walk in the park I know I can get you there okay so John Paul when's the last
time you you bought something that you believed it was too expensive but you
did anyway like you thought man this might be too expensive but you did
anyway was it a car or was it a vacation was a TV a phone what was it a
motorcycle it was a motorcycle you thought it was too expensive we didn't
because I really didn't need it after I bought it yeah yeah but did you like it
yes now did it make you go bankrupt was it over were you on the street after
that would you figure it out no no I figured it out of course right and so
you're the type of guy that can't figure it out right so at the end of the day if
this allows you to get to your goal of losing 20 pounds can you figure it out
could you make sense of it yeah I guess I can right so let's go ahead and get
you here let's get you to lose 20 pounds that's the most important thing and
let's let everything figured out because the reason this is expensive is because
it's good and that's why you deserve it makes sense it makes sense okay that's a
lot that's a lot so in the end what I want you to know is we're gonna roleplay
we're gonna take this piece by piece now there's a lot in that so it doesn't mean
that you have to get the entire thing down today what it might mean is we get
out of everything we have to say all these chambers we may just get the first
few parts down right and then what happens is over time you will have this
part down by the third time you roleplay you have
this part down by the fifth roleplay you're all the way through depending on
your ability to read scripts and memorize scripts you may be able to even
go all the way through but because you don't do this this is nothing like what
you ever do we're probably gonna get maybe one to two chambers it okay good
the cool thing is you get better at scripts so once you learn this script
either next script you'll learn faster your next script you'll learn even
faster and then eventually you can just look at a script and memorize it within
the first 10 15 minutes okay basically you're a rookie you never do this okay
so we're gonna start with and we're gonna roll but now I'm going to show you
guys how to do it with repetition we're gonna do a lot of repetitions very fast
okay john-paul we're gonna our goal here is to get this wrapped up in 8-10
minutes okay alright so I'm gonna tell you it's
too expensive when I tell you too expensive I want you to say now yet this
parts important the body language there's no why you should do it
got it yeah so let me see you do it right now isn't that why she do it
you know why you should do it okay now do kind of a smile isn't that why she do
it isn't that why you should do it okay so john paul i'm looking at this man
it's just a little expensive isn't that why you should do it with a smile this
well yeah do it again isn't that why you should do it well what do you mean
okay now i'm asking you what do you mean okay so now when i ask you what do you
mean i want you to say but did you enjoy the workout today and do you do you
believe based on the people that you've met the workout that you had that you
can get to your goal because I remember that was important to you okay so I'm
gonna say it again look did you enjoy the workout today and
with the workout that you had out there and the people that you met do you
believe that this can help you get to your goal right something that ballmart
sound good okay ready okay it's going to say that look with the workout you have
today the people that are around the energy that was in the room do you feel
like you can get that do you believe do you believe that you can get to the goal
that you are looking to get to go do the same thing with a smile and believed
okay how do I say look with the people that you met or get workout you know do
you believe that you can get to your goal of losing 20 pounds okay
look with the smile look with people that you met to work it look with the
people that you met the workout that you had the energy that's around do you
believe you can get to your goal where you want to be of losing
of losing 20 pounds great let's do it again okay do you believe what 2kq again
with the workout you had today the energy that was in the room do you
believe that you can get to the the goal that you want of losing 20 pounds yeah
absolutely okay now let's start from the beginning
I'm gonna tell you it's too expensive okay ready man it's just too expensive
well isn't that why you should do it what do you mean well hey that this is
part of the process then your employees are gonna do this too right and you're
gonna do it so gonna get it you got to be patient with them and you got to be
patient with yourself right so start in the beginning it's too expensive man
well isn't that why you should do it what do you mean well with the energy
that we had today the workout that you had do you believe that what you did
today will get you to lose that 20 pounds that you wanted to yeah okay
now you got that great I feel like I need more energy right no no it's good
it's good now I want you to say cuz cuz he said the liveries gonna come there's
another thing too when it comes to energy and delivery that's gonna come
once you know the words right so the best thing to do first is learn the
words to a song or learn the script to a movie first I want to memorize a script
Al Pacino first memorizes the script and once he gets a script down now we will
test different ways to deliver it okay it's hard to be both at the same time so
that's another thing be patient get the words down first okay okay now because
we just talked when I go back to you that again so hey man I'll just looks
too expensive well isn't that why you should do it then what do you mean well
what the energy tea and the workout you had today the people around do you think
that you can reach your goal you believe do you believe that you can reach your
goal of losing 20 pounds yeah okay so now I want you to go Mike can I ask you
a question Mike can I ask you a question yeah
when's the last time that you bought something that you didn't think you
could afford but you did it anyway say that again what's the last time that
you bought something that you didn't think you could afford but you did it
anyway when's the last time you bought
something that you didn't think you could afford but you bought it anyway
but you did it anyway but you did it anyway do it again
when's the last time that you bought something too expensive no that you
didn't think for you expensive is not the phrase you
want to use because too expensive means it can't be afforded that you didn't
think you could afford the little phrase is actually you matter here was the last
time that you bought something that you didn't think you could afford but you
did it anyway when's the last time that you bought
something that you didn't think that you could afford but you did anyway do it
again when's the last time you bought
something that you didn't think that you could afford but you did it anyway do it
again when's the last time you bought
something that you didn't think you could afford but you did it anyway
ok and look at this it looks too expensive start from beginning man it
looks too expensive but isn't that why you should do it then don't say but just
say isn't that why she do it ok ok do it again it's too expensive isn't that why
you should do it then what do you mean well with the energy that you had the
workout you had today the people surrounding you don't you think that
don't you believe don't you believe do you believe do you believe that you
could lose the 20 pounds that you want - yeah and I like saying do you believe
you can you believe you can get to your goal of losing 21 do you believe you can
get to your goal do you believe you can get to your goal of losing 20 pounds
yeah do it again man it's too expensive isn't that why you should do it then
what do you mean well with the energy that was around the workout you had do
you believe that you can get to your goal of losing 20 pounds yeah I can ask
you a question Mike can I ask you a question yeah when's the last when's the
last time that you bought something that you did it didn't they think you could
afford but you did it anyway great do that again that sounds like that line
when's the last time that you bought something that you didn't think you
could afford but you did it anyway great so this is where at right now okay but
do you see how you knew where he was at right now he's got that part we're gonna
just do this last run and then you're gonna notice we're gonna fast forward
and I'm gonna get him to the end and we're gonna have a time stamp on it so
can we zoom in on the time here there's what time it is it's 3:40 okay let me do
it again there we go it's 3:40 okay so we're gonna do the run from where we've
got it okay ready okay all right so we are five
minutes in we're five minutes in from when we last did it so now John Paul
let's see where you're at still a little choppy but you'll see he's got the next
parts okay ready all the way from the beginning okay where you showed me the
price everything was good ma'am it's just a little expensive isn't that why
you should do it what do you mean I mean the energy you just had the people that
surrounded you the workout you had do you believe that you would be able to
reach your goal of losing 20 pounds yeah like let me ask you something have
you ever bought something that you didn't think you could afford but you
did it anyway it could be a car a phone laptop a vacation was a car was a car
yeah oh did you did you enjoy it you liked it yeah you still got it yeah are
you good are you paying your bills are you still on the street no I'm paid my
bills oh you're paying bills so you figured it
out yeah yeah yeah just five minutes in you had note you have never no sales
experience you're not a sales guy you never been a sales guy you you're in
tile yes you're in tile you help people put in beautiful tile in their home
right and so now you've got people that are and you're not in fitness you like a
workout here and there your little sore from this morning but at the end of the
day he's totally off the grid in fitness and sales and I took him from nowhere -
what are we 15-20 minutes in something like that and now he's already got a
good portion of the script down right and so now all he's got to do was go
into clothes now in this sales training I would probably stop right here because
from this point on the clothes is generally the same right so John Paul
you did a great job man thank you memorize the script and keep mind that's
his first time now the one weird when we're looking at doing five days a week
at 10 minutes right this should only take Tim once he knows the script
because I would have given in the script so he got the script here on video with
you for the first time but when he starts at the company I would have given
him this script to go ahead and review work on at home before he came into work
and now he's not only got the script in front of him but he also has a general
idea if maybe even possibly memorize depending on how good of employee is
dedicated to being of exactly what to say so now in ten minutes every day five
days a week and every day we just do a different thing today we did this
tomorrow we may do you know I got to talk to my spouse the next day it could
be less how to take a phone call right every day could be something different
but with all those reps over and over over the course of months
this guy's a machine right now you got soldiers working for you and that is
what you really want you know if you're gonna if you're gonna you know have a if
you're gonna be a professional and you got to sing a song you gotta know the
words you know what I mean like you're not gonna be up on stage and not know
the words otherwise they're gonna look at you like you're not a professional
it's got to be delivered really really well and today we just really worked on
the words but then over time I would expect him to also have the delivery
down that would come with role play so guys this is how to implement this
typically I like to keep the how to's within like that five to ten minute mark
but you know when you get somebody new you never gave them a script it's gonna
go into that 15 20 minute mark where we are today but I wanted to show you how
easy it is really gets us in place hopefully you guys are able to start
getting that in and also what I love is if you can go ahead and leave comments
on our YouTube video for this letting us know that you actually started this
training that would actually be really cool because I know what you guys are
watching and it's exciting so you leave a comment say Mike I started watching a
training if you're watching this on Facebook right now you can leave it
there too but I want to know that you guys are excited to get this going all
right John Paul man thank you so much as you like and for everybody else thank
you so much for tuning in and we'll see you in the next episode thanks for
watching if you liked this episode make sure you subscribe to our podcast on
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