What should a Sales Associate focus on during a client consultation?

Focusing on listening actively and providing tailored solutions during a client consultation is essential for several reasons. This approach builds rapport and trust with the client, allowing the Sales Associate to understand their needs, preferences, and fitness goals thoroughly. By actively listening, the Sales Associate can identify specific challenges or motivations that the client has, which enables them to offer personalized recommendations that align with what the client is seeking.

Additionally, this method enhances the client’s experience and increases the likelihood of them committing to a membership or program, as clients are more inclined to join when they feel their unique situation has been acknowledged and that solutions are customized for them. This personalized touch differentiates Orangetheory Fitness from other fitness centers that may take a more generic sales approach.

In contrast, promoting the latest fitness products may not address the individual needs of the client, setting a strict time limit can make the consultation feel rushed and impersonal, and offering discounts on membership rates may undermine the perceived value of the services offered and distract from understanding the client’s specific needs. Therefore, the emphasis on active listening and tailored solutions stands out as the most effective strategy in a client consultation.