When does most of the consultative selling occur?

Consultative selling is most effective pre-workout because this is when potential members are engaged and open to discussions about their fitness goals, preferences, and any challenges they face. In this phase, the sales associate can build rapport and trust, allowing for a more personalized approach to recommending services or memberships.

During this time, the associate can ask insightful questions that uncover the client's needs and motivations, tailoring the presentation of Orangetheory's offerings to match those specifics. This creates a better customer experience and increases the likelihood of a successful sale, as the associate can actively listen and respond to concerns or interests before the client enters the workout atmosphere.

The other options involve either the workout itself or the class setting, where the focus is primarily on exercising rather than engaging in sales conversations. Therefore, pre-workout is the ideal time for consultative selling because of the potential for meaningful and focused interactions between the associate and the client.