Club Pilates

Sales Associate
Training

Everything you need to sell memberships, take great care of people, and keep the studio running beautifully — built to be worked through, not read.

Eighteen modules, two parts About two hours per part Your progress saves as you go

What’s ahead

Nine modules, then nine more.

Each part is about two hours, and you can stop and come back whenever you need to. Two modules are live in this pilot; the rest arrive in the full build.

Part oneFoundations and systemsWho you are, what we sell, how you discover, how the system works
Part twoExecutionCalls, closing, objections, the desk, policies, the shift

Part one, foundations and systems

Module 3. The sales journey: LASER

Before you talk to a single prospect, it helps to see the whole path a person takes — from the first time they hear about us to the day they renew.

By the end of this module you can

Name the five stages of the LASER sales funnel in order, and describe what your job is at each one.

The whole journey at a glance

Five stages. Your work touches every one.

At Club Pilates we call the funnel LASER. Each stage holds fewer people than the one above it — which is exactly why speed and connection matter so much on the way down.

The LASER funnel Five bars narrowing downward: Leads, Appointment, Show, Enrollment, Retention. L — Leads A — Appointment S — Show E — Enrollment R — Retention
Stage by stage
L

Leads

Anyone who has shown interest. You need a name plus a phone number or email so you can reach them and track them in ClubReady. Generating leads is everyone’s job, not just the front desk’s.

A

Appointment

A lead booked into their first class — a booking in ClubReady. The single biggest driver of more appointments is speed: the faster you reach a new lead, the more likely they book.

S

Show

A booked lead who actually attends. Show rate climbs when you have built a real connection before class, so the prospect arrives feeling expected and excited.

E

Enrollment

The prospect joins. The relationship you build before and after the intro class is what turns a show into an enrollment — far more than the pitch itself.

R

Retention

The work doesn’t stop at the sale. Start members strong, ask happy members for referrals, and deliver service that makes them feel like family. Referral and retail both live here.

Read it as a funnel, not a checklist. Every person you speak to sits at exactly one stage, and the stage tells you what your next move is.

Required activity

Build the funnel, then work it

Two parts. Put the five stages in order, then drop ten real actions onto the stage they belong to. Everything is clickable and keyboard-operable — no dragging.

Part one — put the stages in order, top to bottom

Activity complete — the assessment is unlocked below.

The takeaway

LASER is the big-picture funnel.

The lead lifecycle you’ll learn next is the same journey, seen through the lead statuses inside ClubReady.

Assessment

Ready to test your knowledge?

Finish the activity above to unlock the questions.

Part two, execution

Module 13. Handling objections

Closing isn’t pushy. It’s helping someone act on the thing they already came in for.

By the end of this module you can

Isolate the real objection and work it with Feel / Felt / Found, ending in a renewed ask for the sale.

Anticipate, then isolate

Objections are a normal part of every sale, not a sign to retreat. Two skills carry this: asking for the sale plainly, and staying calm and curious when an objection comes up.

The best time to handle an objection is before you ask for the sale — anticipate the likely one and surface it early. When an objection does come, isolate it: narrow the conversation to the single real reason. If you don’t, you’ll fight several objections at once and lose the sale.

A simple isolating question: “Is it the commitment or the monthly amount that you need to think about?”

The method

Feel, felt, found

Once you’ve isolated it, work through it in three moves. The method never changes — only the content does.

Move one

Feel

Empathise, and mean it. “I understand how you feel.”

Move two

Felt

Normalise it. “A lot of our members felt the same way.”

Move three

Found

Resolve it, then ask for the sale. “What they found is…”

The nine common objections

You’ll hear the same handful again and again. Here’s the angle for each.

Price

Acknowledge it’s a real investment, break the cost into value per class against a coffee or lunch out, and connect it to their goal.

“I need to think about it”

Create gentle urgency around the current promotion, then dig for what specifically they need to think about.

Competitor

Contrast our community, our instructors’ training and our class variety against a big-box gym, a boutique studio or private training.

Spouse or partner

Invite them in to take a class, take care of the membership now, or schedule a specific follow-up.

Scheduling

Offer private training for flexibility, and frame a booked class as an appointment they keep with themselves.

“I want to try it first”

Lock in the promotional rate now with a complimentary intro to come, and reframe around taking care of themselves today.

Enrollment fee

Reframe what the fee funds — instructor development, a private assessment, member events. Reduce or waive only if it truly blocks the sale.

Too hard or too easy

Too hard: a private assessment and a starter package. Too easy: a drop-in in a regular class, with that fee applied to enrollment.

The 3-month commitment

Explain the Pilates progression — feel it, see it, a new body across the first three months — and that the average member stays well over a year.

Check your studio type first. The “I want to try it first” approach is written for pre-sale studios and won’t fit an open studio as-is.

Required activity

The objection simulator

Pick an objection and work it all the way through: isolate it, build your feel / felt / found, then ask again. Clear five of the nine to finish — pick the ones you find hardest.

0 of 5 cleared

Activity complete — the assessment is unlocked below.

The takeaway

Same method every time. Only the content changes.

Anticipate the objection, isolate it to one, then feel / felt / found your way to a solution and ask for the sale again.

Assessment

Ready to test your knowledge?

Clear five objections above to unlock the questions.

That’s the pilot. In the full course this is where Part 2 ends. Submitting is a deliberate act — nothing reaches Paycor until you click.

Sales Associate Training

You’re all done!

Your completion has been submitted. Every module stays open — come back and look anything up whenever you need it.