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Home > TwoBrainRadio > Episode 178: Selling With Sherman Merricks
Podcast: TwoBrainRadio
Episode:

Episode 178: Selling With Sherman Merricks
Category: Health
Duration: 00:46:53
Publish Date: 2019-07-31 23:00:00
Description:

Episode 178: Selling With Sherman Merricks

On this episode of Two-Brain Radio, Greg Strauch speaks with CrossFit Dynasty owner and Two-Brain mentor Sherman Merricks.

Sherman is a sales guru helping our Growth clients overhaul and systemize their sales processes to get more clients and increase average revenue per member. Here, he shares some of his fundamental sales philosophies—such as selling the "vacation, not the travel"—and his strategies for overcoming objections or potential barriers to sales before they come up.

He also breaks down his tiered pricing and service structure and explains how to sell from the top down to mitigate sticker shock and illustrate value.

If you hate the "S" word (sales) or find yourself struggling to close the deal after a No-Sweat Intro, this is the show for you.

Links:

https://growyournutritionbusiness.com/2019-crossfit-games-workshop/
https://dynastycrossfit.com/

Contact:

Sherman@twobrainbusiness.com

Timeline:

1:47 – Are you a trainer or a salesperson? (Hint: You’re both.)

6:06 – Sell the vacation, not the travel—focus not on what you can offer but what the client is looking for. 

8:55 – Step One: Get to know the potential client.

10:47 – Step Two: Uncover objections.

14:42 – Dealing with objections: Needing a partner's approval.

16:54 – Dealing with objections: Price. 

18:22 – Don’t project price limitations onto the client.

26:57 – Selling from the top down: Begin with the offer that’s best for the client—not for their wallet.

31:37 – Offering multiple tiers of services and price points.

38:17 – Training coaches to sell.

42:20 – Don’t let your leads go cold.

44:48 – How to get sales help from Sherman.
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