Help Doc: Two Ways to Sell — Consultation vs. First Class Sale
To help gym owners understand the two primary client intake and sales approaches — Consultation Sales and First Class Sales — and determine which best aligns with their operational setup, staffing, and member experience goals.
Overview:
When speaking with a lead, your goal is to book them for a scheduled intake — but what exactly are you booking them for? There are two main ways to sell your program:
-
Consultation Sale: A sit-down, one-on-one (or small group) sales appointment without a workout.
-
First Class Sale: A lead joins a session and is sold either before or after experiencing a class.
Each method has unique benefits and challenges, and the ideal option for your gym depends on your staff capacity, physical space, and operational model.
Key Differences Between Consultation Sale and First Class Sale:
| Feature | Consultation Sale | First Class Sale |
|---|---|---|
| Format | 30-min appointment with no workout | Lead joins a live session |
| Environment | Separated from gym floor | Happens during active sessions |
| Show Rate | Typically lower | Typically higher |
| Cash Collected Upfront | Typically higher | Typically lower |
| Staff Needed | One-on-one or small group consult | Ideally 2 staff (coach + intake) |
| Space Needed | Private area or office | No separate space needed |
| Complexity | More straightforward, controlled | Requires balancing session & intake flow |
Pros & Cons
Consultation Sale
Pros:
-
Higher average upfront cash collected
-
Controlled environment
-
Less operational overlap
Cons:
-
Lower show rates
-
Requires private space
-
You must be off the floor to sell
First Class Sale
Pros:
-
Higher show rates
-
Immersive client experience
-
No need for separate office space
Cons:
-
Cash collected is often lower
-
May interrupt regular sessions
-
Requires more hands on deck
Best Practices:
-
Consultation Sale: Ensure dedicated office space and no overlap with coaching duties. This option is great if you’re solo or want to control the environment more tightly.
-
First Class Sale: Have two people on staff — one coaching and one managing intake — to keep the experience seamless. Works well in high-energy, class-based environments.
Important Note:
Both methods have been used by successful gym owners to build million-dollar businesses. There’s no "right" answer — the best method is the one that fits your schedule and staffing availability.
Next Step:
Use the Availability Calculator Tool to decide which sales method is best for your gym based on your current time, space, and staffing resources. This tool will be introduced in the next training video.
Related Training:
-
[Availability Calculator: Pick the Right Sales Model]
-
[Sales Script: First Class Edition]
-
[Sales Script: Consultation Edition]
-
[Sales Roles & Staffing Structure]