Sales Mindset Lesson 1

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Business Owner

Welcome! •  Balanced -  containing different parts in suitable

quantities to produce -  a satisfying and effective whole

•  Habits -  an action or pattern of behavior that is

repeated so often that it -  becomes typical of somebody, although they

are now unaware of it •  Balanced Habits -  What we all need to have -  KICK START and LIFE

Our Story

1983 1985

1989 1993

1995

1996

2001

2008

2012

2013

2015 2016

2017


Our Family

Our Team

Balanced Habits Why This is so Important •  Sad facts… •  Inspire people to take action


What Your Body Needs to Thrive and Survive

•  Protein •  Fat •  Carbohydrates •  Micronutrients

•  Goal: -  Help people lose weight and change

their eating habits for life •  Duration: -  4 week program, 3Xs a year

•  Details: -  Group format


their eating habits for life -  Food education

•  Duration: -  3, 6, & 12 months

•  Details: -  1:1 format -  Transform bad habits



their eating habits for life •  Duration: -  4-8 week program

•  Details: -  Corporate program -  Group format

KICK START & LIFE •  Scientifically and nutritionally sound •  Sustainable for a lifetime •  Designed to allow you to make the best

choices for you •  Individualized to your specific body type

and situation •  Calculated for maximum weight loss

and hunger satisfaction

Why Balanced Habits?

Total Weight Lost: 11.4 lbs Total Inches Lost: 7.5 inches Total Fat lbs Lost: 15.2 lbs Total Fat Calories Lost: 53200 Lean Body Mass Gained: 3.8 lbs Percent Weight Lost: 6.1% Percent Fat Lost: 5.7%

Tammy G.

“I haven't felt this happy in years!” •  Tried dozens of diets, powders and "magic

pills" and was beginning to feel hopeless •  Friends and family are astounded by my

transformation •  Just the right amount's so you won't feel

hungry, which in turn keeps you on track! •  The KS manual is so easy to follow. It gives

you lots of information, support, tips, menus and more!



Total Weight Lost: 20 lbs Total Inches Lost: 14 inches Total Fat lbs Lost: 17.8 lbs Total Fat Calories Lost: 62300 Lean Body Mass Gained: 9 lbs

Jodi H.

“This is the best program that I have ever done for myself my whole life.” •  Battling weight issues my whole life •  I felt deprived with the amount of food that I

could eat and was always hungry •  The KICK START looked at what I eat, when I

eat, and what type of exercise I did •  I cut out half my cardio workouts and added

more strength training to my routine •  I lost weight every week!


Blood Glucose Levels July 11: 198 August 1: 187 August 20: started Balanced Habits August 31: 114 October 5: 84

Patrick D.

•  Auto-immune disease that destroyed his kidneys forcing him to get rid of them and get a transplant

•  The medications and transplant wrecked his body, spiking his blood sugar and cholesterol and putting him into some serious maladies like gout and pre-diabetes

•  Started exercising and using Balanced Habits nutrition

•  Now, hiking and working out with his sons

Why Balanced Habits? “You cannot have fitness without nutrition. You are doing a disservice to your clients. Fitness and nutrition are a marriage, they go hand in hand. Balanced Habits is a “done for you” nutrition system that comes with a support team who will answer your questions day and night. I’m proof that their system works. I’ve never had an unsuccessful KICK START. I’ve always hit my numbers. I’ve always converted clients to the LIFE program, which has given me additional revenue. It’s been a real blessing and a real turning point for my business.”

Marissa Herring Garage Mama Fitness and Trinity Sports Performance Orlando, Florida


Why Balanced Habits? “The additional revenue from Balanced Habits has let me build a team that has allowed me greater freedom from the day-to-day operations of my business…It feels great to be able to provide fitness career opportunities to others. I feel I have more brand loyalty now than before I used Balanced Habits. This equates to both higher revenue, as they spend more with me, and longer client lifecycle.”

Sharleen Froats Evolution Fitness Saskatchewan

Why Balanced Habits? “Balanced Habits has totally changed the face of our business in six months. It’s allowed us to pay off debt to hire staff that we need and invest in a few things that we needed to move forward. I mean who doesn’t want $15,000 to $20,000 three times a year? And it’s not just revenue, it’s the ability to gain fitness leads from the marketing of this that really pushes the benefits over the top.”

Rachel Gaffney Inner Athlete Fitness Studio Washington

What You Can Expect •  6 live, interactive lessons •  Tools you can personalize for your

business •  Ongoing coaching to hold you

accountable to help you reach your goals

•  Inspiration and encouragement to take you to the next level


Course Objectives •  Realign your sales mindset •  Implement a sales system that effectively

offers prospective clients the right short and long term solutions for their health and fitness goals

•  Create and tell a story that helps clients and prospects identify with, trust, and talk about you

•  Identify who your ideal prospective client and how to connect with them by telling your story

NPE •  The only global fitness community

that empowers entrepreneurs at every stage of business growth and development

•  TSpot and Balanced Habits -  2010 -  Platinum™ since 2013 -  Doubled revenue within 1st year

What We’re Covering Today •  The Sales Mindset -  Identify the challenges brought by

your current sales mindset -  To see your responsibility as a

business owner is helping people -  Begin applying a world-class sales

process this week


Successful People •  Commit to work •  Take action •  Clarity •  Engage the community •  Leverage strengths •  Work on weaknesses

Before We Begin •  Take a moment, and think back on a

time when you helped someone overcome a struggle. -  How did you feel when the individual was

able to triumph over her/his difficulty? -  How did the individual feel after conquering

the obstacle?

The Sales Mindset •  Too many people are afraid of sales

• Used car salesman mentality – selling is slimy

• Unable to close the deal


What Are Your Selling? It’s vital to understand what you’re

selling… These are all great things, but they are not what you’re really selling.

What You Are Selling! •  SOLUTIONS -  Prospects are looking for

solutions to their problems or a path to achieve their goals

-  By understanding what they are really looking for, you can show the solution they need

- We are literally talking about transforming their life, that’s a gift

Mindset on Value •  “I wouldn’t pay that much!”

•  Everyone has different priorities in terms of what they value

vs.


Mindset on Value •  “Other trainers/facilities aren’t charging

that much!”

•  Always remember that your price is also the first sign of your value

Mindset on Value •  “Am I really worth that much?”

– Do you believe in your ability to produce results in your clients?

– Can you put a price on giving people their lives back?

•  Yes – you, your goals, and those that depend on you really are worth that much

Understanding the Sales Process •  When you think about sales, what comes

to mind? –  Slimy? – Manipulating? –  High pressure? –  Used car salesman?

•  It’s time to change your paradigm!


What is the Sales Process? •  It’s an education process →  If people knew how to get the results, they

wouldn’t need your help →  If people knew what made one gym or

trainer better than another, they wouldn’t need your help

•  Opportunity to educate people on what they need to accomplish goals, AND how you are best positioned to help

What is the Sales Process? •  Selling is serving

Your Professional Obligation •  What happens if you don’t embrace

this process and don’t work to improve your sales process? – Your business will decline – You’ll be failing the very people you

want to help


Your Professional Obligation

•  Every time you lose a sale, you’ve lost the chance to change someone’s life

•  You owe it to your prospects to have a great sales system

I Can’t “Take” Money •  In our society, money can take on a

very negative connotation •  Wouldn’t I help them more if I charged

less? •  The more committed your clients are to

their goals and your programs, the more likely they’ll stick with it

You Need a Sales Process •  Think you can just “wing” it?

– Lack of formal sales process is first step toward business failure

– Without a process, there is no consistency or scalability

•  Process provides framework and confidence


You Need a Sales Process •  The right process ensures you get

the information you need from a prospect so that you can present them with the solutions they are looking for

The AUTO-CLOSER® 7.5 Step Sales System •  Step ½: Pre-qualification •  Step 1: Rapport Building •  Step 2: Probing & Discovery Questions •  Step 3: Identifying Needs •  Step 4: Building the Problem •  Step 5: Presenting the Solution •  Step 6: Closing the Sale •  Step 7: Objection Handling

Share and Grow •  When you picture success, what is the

thing you are most afraid of and why? •  What about the possibility of failure

scares you? Why? •  How do you think having a negative

mindset on sales has held you back in the past?


Action Steps •  Complete the following questions: -  What are your biggest takeaways from this

lesson? -  How will you apply them this week? Provide

a detailed plan. -  How can you improve your mindset to

become a rock star sales professional? •  Watch the Example AUTO-CLOSER®

presentation and take note: -  What do you currently do that Matt also

does in the video? -  What does Matt do that you are not

currently doing?

What’s Next Step ½: Pre-qualification Step 1: Building Rapport Step 2: Probing & Discovery Questions

Sales Mindset Lesson 1

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Transcript of Sales Mindset Lesson 1