Quick quiz today, but first…
What do you call high-intensity interval workouts in a 130-degree sauna?
Torture? Bliss? “What is required” for peak physical performance? Ridiculous?
It has a name: HOTWORX. A trendy fitness spot that just opened near our house. They have a dozen sauna bays, and you go into one, crank up the heat, and then do a cardio/yoga/bike workout. (Who comes up with this stuff?)
The ever-ambitious Susan Cole, founding partner of LogiCole Consulting and Cole Family Matriarch, is a member at HOTWORX. And being the adventurous glutton for punishment I am, I dared join her last week for a day-date so I could try it myself.
She fared better than me (no surprise), but I’d say HOTWORX was an… enjoyable… workout. I could see myself doing it a couple times a week.
But upon further inspection of HOTWORX, I got the sense that it isn’t really for me. In the same way Curves isn’t for me.
Meaning the instructors were women, the signage had 100% women pictures, and I only saw women there. Seemed like it was more of a spot for the ladies. (Which I have zero issue with. You know I’m a fan of niching and positioning, so I thought this was smart from a marketing standpoint)
Here’s where this becomes insanely relevant to you…
=============
I was surprised they didn’t try to sell me a membership when I was there. But I did get a text the next day from them (great job following up, HOTWORX).
Here’s the text, and here’s my reply:
Now we get to the quiz:
What do you see me communicating in this message?
Put yourself in their shoes – You work at HOTWORX, you know you serve men and women, and you have this beefy bald guy who tried a class and sent this message as a response.
You can read my words. But what am I actually communicating?
👉 Did I say probably no? Or did I say probably yes?
👉 Did my words make you think, “this guy isn’t gonna buy.” OR “Ah he’s totally in, just needs to get over a small obstacle.”
👉 Might you be offended at my comment… or do you believe I’m just misinformed and need more education so I can make the smart decision?
(Feel free to reply with your input, would love to hear your thoughts)
=============
The reason I share this exchange is because this very type of interaction happens multiple times a day with your prospects. Either by text, on the phone or in person.
A prospect will throw up what appears to be an objection or a rejection or a reason they simply can’t move forward… but is it really?
The way your team interprets what prospects say will inform their response, their posture, their approach, and the way you serve them. As a result, it will heavily influence whether prospects move forward with you and allow you to change their life, or stay stuck where they are.
👆 Re-read that paragraph. Because this Mindset Mastery is the most important skill if you want your team to be seen as Professional Advisors to your patients, not simply order-takers or worse yet, slimy sales people.
This is more important than having “the best script” or memorizing 100 responses to objections. Yes those are useful, but not nearly as crucial as learning how to interpret, process and respond to our prospects’ communication.
Our entire sales training philosophy, our bootcamps, our intensives, all our coaching materials are built around the Mindset Mastery foundation. Because once your team has this one skill, you have the keys to the kingdom.
Did HOTWORX message me back? Yes, they did, and it’s quite interesting. But we’ll get into that tomorrow…
For now, hit reply and tell me how you processed my initial message back to HOTWORX. And I’m curious if you perceive me as rejecting them or if it seems like I’m right on the precipice of joining…
What say you?
– Troy “Stay Hot” Cole
PS – I haven’t joined HOTWORX and don’t know if I will. I don’t know how this whole thing plays out, but I’m taking you on the journey with me so we can all learn and hone our skills together 💪🏻