#438: 9 Sales Mistakes Your Gym is Making

So the first one needs you to use inversion thinking.

Now, this isn't necessarily a mistake as far as doing inversion thinking, but what's the mistake is the opposite of it, which is wanting to problem solve linearly, like in a straight line, and that doesn't really work.

Let me give you an example of what I mean.

Man, how do I fix our sales process? How do we fix our sales results? How do we get more people to book? How do we get more people to show? How do we get more people to close? How do we get more people to refer? How do we...

This is, like, how everybody thinks.

Charlie Munger made this style of thinking very popular, and if you guys don't know who Charlie Munger, he was the, uh, partner and mentor to Warren Buffett.

Both are multi-billionaires.

Charlie Munger now passed, so he's no longer with us, but his lessons, if you go to YouTube, are just incredible.

But one of the things he taught is inversion thinking.

It changed the way I problem solved and, uh, also the way that our top members do as well.

So what inversion thinking does is it says, well, what do we want to have happen? And so let's say for you it's, "I want to improve my sales process." Well then, first thing you do is you would say, "Well, how do I ruin it?" I'll give you an example outside of gyms just so you can kinda see it.

If I said to you, "Well, you wanna have a great marriage," let's first ask this: how would you destroy the marriage? Like, if you wanted to crush the marriage, just ruin it as fast as you possibly could, what are some things you could do? And when I asked the people in the audience at GSD Con, we had people, like, raising their hand and saying stuff like, uh, "Cheat," uh, "Lie," uh, "Be degrading," uh, "Not be around," "Not show appreciation." All, all of these, like, things started coming up, and I, I made a list of all of them.

I said, "Okay, great, so we made a list.

Now, what's the exact opposite of all of those things? So what's the exact opposite of cheating?" And somebody said, "Not cheating." I said, "Well, yeah, not cheating, but, like, the exact opposite of it." Like, cheating would be, like, I know you're being unfaithful.

What if, like, the exact opposite was, "I don't even question it.

There's no way I could even imagine my spouse cheating on me"? And if it was lying, what's the exact opposite? "Oh, he always tells the truth.

I know that if I ask him something, he's gonna give me the truth." Right? So you make a list of all the things that would ruin the thing that you're wanting to make great, and then you just say, "What's the exact opposite of all those things?" So with sales, I want you to ask this question.

I did this thing at the event as well.

I want you to make a list of all the things that you could do to improve the probability of you never making a sale again.

What are all the things that you could do? And you could start all the way at the beginning at the lead process.

You can go all the way to the end, where it's the close process.

It's up to you.

And so people started making a list.

We kinda just, uh, stopped and put some music on for about five minutes, and everybody just worked on stuff, and people came up with a list.

I said, "Great, now I want... what I want you to do is tell me what the exact opposite of those things are," and they made a list of all the exact opposites.