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🧠Using the Pre-Sale Questionnaire Effectively in Your Sales Appointments

📌 Overview The Pre-Sale Questionnaire is a powerful tool to streamline your fitness studio’s sales process, gather essential client insights early, and eliminate objections before they arise. This help doc walks you through how to implement and customize the questionnaire to close more sales with clarity and confidence.

 

🎯 Purpose

  • Collect client background, goals, and availability before the sales consult begins.

  • Identify objections (schedule conflicts, vacations, lack of motivation) in advance.

  • Position your program based on their needs, struggles, and commitment level.

đź“ť When & How to Use It

  1. Immediately Upon Arrival

    • Greet the prospect and hand them the Pre-Sale Questionnaire.

    • Have them fill it out while waiting (this is often in the lobby or welcome area).

  2. Optional: Staff-Led Setup

    • If possible, a team member should handle the check-in, hand off the form, weigh-in, and then deliver the completed form to the closer (salesperson).

    • If you're solo, you can handle it all yourself and still get great results—just allow a moment to quickly review the form before you sit down for the consult.

đź“‹ What the Form Covers

  • Basic Info: Name, date, height, weight, etc.

  • Preferred Schedule: Morning, evening, weekends—helps remove scheduling objections early.

  • Upcoming Travel/Vacations: Proactively handle program pauses or extensions.

  • Motivations & Struggles: Get to the heart of why they’re here and what’s held them back.

  • Health History & Program Readiness: Gauge their mindset and commitment to structure.

  • Weight & Body Fat Data (optional): Use during weigh-in to create measurable goals.

đź’ˇ Pro Tips for Closer Use

  • Use the responses to tailor your pitch and overcome objections before they arise.

  • Note how long they’ve wanted change vs. how long they’ve actually tried.

  • Leverage their long-term goals (e.g. 60 lbs weight loss) to introduce phased programs.

    • “We're going to break this down into realistic chunks—Phase 1: lose 15-20 lbs in 6 weeks.”

đź›  Customize It

This questionnaire is meant to be flexible. You can:

  • Reword questions based on your brand’s tone.

  • Add fields that are specific to your offer.

  • Digitize it via Google Forms, tablets, or your CRM.

đź“‚ Resources

  • âś… [Download Pre-Sale Questionnaire Template (PDF)]

  • đź“ş [Watch the walkthrough video here]

  • đź›  [Editable Google Doc Version]

đź“Ł Final Tip

Always review the form before sitting down with the prospect. It will equip you to lead a confident, personal, and solution-oriented sales conversation that builds trust and converts.