Use Improv to Enhance Sales Skills and Build Stronger Client Relationships (with Eric Tepper and Mary DeMichele): Episode 532

Want to boost your fitness business's sales and communication skills? Think outside the box! Improv is no longer just a drama term; it’s a unique strategy that can help you have conversations with better results. By incorporating improv techniques into your sales and service training, you can enhance active listening, build rapport, and handle objections with confidence. By mastering the art of "Yes, And," your team will become more adaptable, creative, and effective in every interaction.

Key Takeaways:

Enhance Active Listening: Improv teaches you how to listen to your clients and members, understanding their needs and concerns. This leads to more meaningful conversations and stronger relationships.

Build Rapport and Trust: By practising improv, your team will develop the ability to connect with people on a deeper level, building trust and rapport. This is essential for closing sales and retaining members.

Handle Objections with Confidence: Improv empowers you to think on your feet and respond to challenges with creativity and flexibility. This will help your team overcome objections and find solutions that satisfy both parties.

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Our favourite quotable moments:

“‘Yes, and’ is the one rule. And when you do that one rule, you say yes and you get all the benefits.” - Mary DeMichele

“‘Yes, and”… those two words gain access to the brain, and it balances our nervous system. And when you balance the nervous system, you bring the brain online and you get all those benefits.” - Eric Tepper

“Whether we’re saying it out loud or we’re doing it in another nonverbal way, that ‘yes’ creates enough safety to help our brain turn back on.” - Mary DeMichele

 

Resources:

Fitness Business Podcast’s LinkedIn Community
Mystery Shopping for Fitness Businesses - Website
Eric Tepper - LinkedIn
Selling Wellness - Website, Facebook and Instagram
Mary De Michele - LinkedIn
One Rule Improv - Website, Facebook and Instagram

 

Wise Words Guest:

Chris Stevenson - LinkedIn
Marisa Hoff - LinkedIn
The Empower Group - Website

 

In The Trenches With A REXer:

Shania Parker - LinkedIn
Peak Health & Wellness Center - Website

 

Merch Sponsor:

Physiq Fitness - Website, Facebook and Instagram

 

REX Trusted Suppliers:

Max Members - Website
Les Mills - Website
EVOLT 360 - Website
American Barbell - Website

 

REX Roundtables - Website and Email

 

About Your Host: Justin “JT” Tamsett is a seasoned fitness industry veteran and passionate advocate for promoting physical activity. His mission is to reduce the health care costs across the globe by having more people move and move more often.  JT’s hope is that his daughter Zoe can grow up in a world full of opportunity rather than one where governments and communities don’t have the burden of an ageing and sickening population. With over 30 years of experience, JT has owned gyms, coached fitness classes, and now specialises in business coaching for fitness entrepreneurs. 

Through his company, Active Management, JT provides guidance and support to gym owners worldwide, empowering them to build successful businesses and contribute to a healthier society. He also leads 8 REX Roundtables in the US and Australia, spoken at over 40 conferences in 23 countries, and consulted with gyms worldwide. JT’s commitment to improving health extends beyond his professional endeavours, as he has also dedicated himself to coaching various sports and actively participates in industry organisations.

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