Preselling fitness over the phone for a yet-to-be-opened facility is as challenging as it sounds. But here at Alloy Personal Training Franchise, we have perfected the art of preselling, often opening new franchises at or near full capacity.Adam Blankenship, Alloy's presale specialist, joins Rick in this episode to share the exact process, how we do it, and why it is so successful.The first thing you must do in a call is set the right expectations.One common pitfall people make in phone sales is immediately diving into providing information when a prospect gets on the line. The key here is to set the stage for the call right from the beginning. Begin by explaining the purpose of the call.For instance, you can say, "During this call, I will ask you some questions to understand your needs and answer any questions you have. Our goal is to determine if our services align with your goals." Doing this lets you gain the prospect's permission to guide the conversation and establish yourself as an expert.The aim is to prevent the conversation from becoming transactional, focusing solely on price and services. Instead, you're setting the tone for a value-based conversation, emphasizing the importance of understanding the prospect's specific needs.Tune in to this episode to hear our exact process to conduct phone sales!Key Takeaways- Meet Adam Blankenship (00:00)- The challenge of preselling through the phone (08:25)- Setting the right expectations for a call (10:58)- Find the "why" (16:42)- How to ask them to join (23:50)- Overcoming the 3 most common objections (25:12)Additional Resources:- Alloy Personal Training- Learn About The Alloy Franchise Opportunity---------You can find the podcast on Apple, Google, Spotify, Stitcher, or wherever you listen to podcasts.If you haven’t already, please rate and review the podcast on Apple Podcasts!