Chapter 2: Lesson 4

Question 1

Sales process

Answer 1

A system for learning about the needs of a potential client to be able to identify and present a number of solutions for those needs.

Question 2

Open-ended questions

Answer 2

Nondirective questions that can’t be answered with a simple yes or no answer; they require critical thinking to formulate a response.

Question 3

Working The Floor

Answer 3

A rapport-building technique where fitness professionals walk around the gym floor talking to members without overtly presenting a sale.

Question 4

Rapport

Answer 4

A relationship in which two people understand each other’s ideas, have respect for one another, and communicate well.

Question 5

Forecasting

Answer 5

A business management technique that helps predict how much work is needed to meet a revenue goal.