📘 9 Sales Choreography Tips to Increase Close Rates

🧠 Key Concept: Sales Choreography

Sales choreography is the intentional structure of how you guide prospects through the sales experience — from the front desk to the final offer. Similar to a doctor’s office, this sequence builds perceived expertise and authority, making clients more likely to say yes.

🎯 3 Primary Goals of Sales Choreography:

1. Build Know, Like, and Trust

2. Establish you as a Caring Authority

3. Communicate that the client’s Dream Outcome is not only attainable — it’s likely

✅ 9 Tactics to Boost Sales Through Sales Choreography:

1. Sign-In Sheets Show Social Proof

   • Keep all past appointment sheets stacked under the current day’s sign-in.

   • Creates the illusion of high demand (like a busy restaurant with a line outside).

2. Use a Pre-Sale Questionnaire

   • Discovery form: goals, past attempts, struggles.

   • Mimics medical intake forms → makes process feel official.

   • Template included in resources.

3. Incorporate Objective Measurement

   • Weigh-ins, body scans, or basic health markers.

   • Makes the problem more “real” and helps access the client’s emotional pain.

4. Add a Testimonial Review Book in the Lobby

   • Before they meet the coach, let them browse social proof.

   • Builds belief that change is possible for them.

5. Transition to a Private Sales Environment

   • Always close in a quiet, controlled space (not the open gym).

   • Encourages vulnerability, privacy, and focus.

6. Decorate the Room with Before & Afters

   • Floor-to-ceiling success photos help overcome doubt.

   • Use visual proof to back up your pitch without words.

7. Sit Side-by-Side (Not Across)

   • Round or corner seating fosters collaboration, not confrontation.

   • Shifts the dynamic from “seller vs. buyer” → “we’re in this together.”

8. Create a Visible Win Wall or Sign-Up Board

   • Add names of new clients to a whiteboard or easel.

   • Signals movement and FOMO ("people are joining every day").

9. Give a Gift at Sign-Up

   • Make it feel like a celebration (e.g., gloves, shirts, swag).

   • Elevates experience, increases satisfaction and retention.

🛠️ Assets & Resources

• 📝 [Pre-Sale Questionnaire Template]

• 📸 [Before & After Wall Pack (Printable)]

• 📚 [Testimonial Review Book Template]

• 🧾 [Sales Script (CLOSER Framework)]

• 🎁 [Onboarding Gift Ideas & Cost Calculator]

🔄 Use Case:

Use this guide when training new staff, improving your in-gym sales process, or troubleshooting a drop in close rates. Combine with your existing sales script for maximum effectiveness.

👥 Ideal For:

• Gym Owners & Managers

• Sales Coaches

• Front Desk Teams

• Sales Reps / Closers