Free Class Sales Training Using the Dual Acquisition System

 

✅ OVERVIEW

Selling through a free class is fast-paced and unlike a traditional face-to-face consultation. You’re not sitting across from someone for 30 minutes—you’re managing distractions, energy, emotions, and a tight timeline. This system shows how to turn a chaotic class into a structured opportunity that results in sign-ups, even for non-sales coaches.

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📋 THE 3-PART FRAMEWORK

1. PRE-CLASS PREP (Set the Tone for the Sale)

The sale starts before they ever step into class. Here’s what must be done ahead of time:

🔑 Goals:

• Build trust

• Reduce anxiety

• Set clear expectations

🧰 Tasks:

• Greet by name within 3 seconds of walking in.

• Have pre-questionnaire printed and clipped with a pen (linked in the Sales Checklist).

• Do not hover while they fill it out—give them space.

• Keep lobby clean with visible before/after photos, reviews, and body scanner (if available).

• Offer a quick body scan before class.

• Pre-frame expectations:

  • Let them know the steps: questionnaire → scan → goals chat → class → quick chat after.

  • Explain class format, remind them to take it easy, and normalize feeling nervous.

  • Mention that if the class is a fit, you’ll go over options right after.

📌 Key Script Line:

“Let’s just make sure you love it first, and if you do, we’ll walk through some options after class. Cool?”

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2. DURING CLASS (Create a Memorable, Encouraging Experience)

This is NOT the time for hard sales—your job here is to:

🔑 Goals:

• Make them feel welcome

• Start planting seeds for the sale

• Build emotional momentum

🧰 Tasks:

• Introduce them to other members.

• Publicly recognize them at the start:

  “Hey everyone, this is [Name], her first class! Make her feel welcome.”

• Mid-class: Give personal encouragement.

• During breaks: Light check-ins like:

  “You’re crushing it—I can’t wait to talk more after and hear what goals you’ve got.”

• End-of-class shout-out:

  “Everyone give [Name] a hand—she crushed it! More burpees than Joey!”

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3. POST-CLASS CLOSE (Seal the Deal in 5–10 Minutes)

This is your sales window—keep it tight and clear.

🔑 Goals:

• Make the sale feel like a natural next step

• Make them feel confident and seen

• Offer a simple choice

🧰 Tasks:

• Compliment something specific they did in class.

• Revisit goals you discussed before class.

• Paint a 2-3 month vision of where they’ll be if they join.

• Present A/B Close Options:

💼 Two Common Closing Structures:

Option 1: Front-End Cash Focus

• “We have a 6-week challenge for $600 (only 6 spots left).”

• “Or, jump into a 12-month membership and get $500 off.”

Option 2: EFT/Recurring Revenue Focus

• “We have a 3-month option at $X or 6-month option at $Y. The 6-month is cheaper monthly. Which fits better?”

📌 Key Script Line:

“You mentioned you wanted to lose [X lbs] and were struggling with [Y]. We’ve helped a ton of people in the same boat. Here are two options that would be a great fit. Which one works best for you?”

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⚙️ TOOLS & LINKS

• Free Class Sales Checklist

• Pre-Class Questionnaire (Printable)

• Free Class Sales Script Template

• A/B Close Options Guide

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🧠 COACHING REMINDERS

• Pre-frame at every step: don’t let the post-class conversation be a surprise.

• Respect their time—keep post-class closes under 10 mins.

• You don’t need to be a “salesperson”—just follow the flow.

• The better the experience, the less selling you’ll need to do.

• If the system is followed, even non-sales coaches can close effectively.

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🔁 QUICK RECAP

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📞 NEED SUPPORT?

Have questions or want a coach to role-play the sales flow with your team? Contact [Your Sales Support Lead] or email [support@gymsales.com].