Fear of sales comes from the fear of rejection. In today’s episode of the Martial Arts Business podcast, Gordon explains the serve, sale, close formula to growing your school, retaining more members and increasing your revenue. Learn why you never have to sell if you provide world-class service, how to overcome the fear of selling and why by focusing on selling you’re not a ‘sellout’.

KEY TAKEAWAYS

• There’s often a fear around selling in the martial arts industry as for members it’s most likely a hobby. The fear comes from rejection and school owners don’t want to have awkward conversations, close a deal and become a ‘sellout’ but with the right mindset and energy selling becomes easy.

• Learning the art of sales enhances your life in business. Selling your world-class service doesn’t make you a sellout, it makes your business money and helps you grow.

• If you’re passionate about martial arts you can sell from the heart and selling actually becomes serving. Selling starts with being interested in a human being, trying to find out what they desire and finding a solution for them. When you understand this you never have to sell because you’re always serving.

• The serve sale close formula teaches you to start a sale with world-class service. In martial arts schools the sale takes place on the mat, you’re actually selling the experience, you’re building a rapport and you’re serving them at the highest level.

• Retaining existing members is also a sale based on service you want to keep your members engaged and sold on the next logical step to progress their martial arts.

BEST MOMENTS

“Your energy is massively important when selling.”

“If you fear selling, you will never sell.”

“Selling is actually servicing your clients”

“Instead of selling, just aim to have a beautiful conversation with someone”

VALUABLE RESOURCES

The Business of Martial Arts by Gordon Burcham

ABOUT THE HOST

Gordon Burcham is a best-selling author, 3 x World martial arts champion, and award-winning Martial arts school owner. He has helped 1000s of Martial arts schools grow and has over 20 years of experience running martial arts schools.

Gordon has been training, teaching, and working in the Martial Arts industry for nearly twenty-five years. After earning his first black belt, he went on to win three consecutive World Titles against guys half his age. In 1998, in the midst of his competitive career, he launched his own dojo which still runs today. After retiring from the competitions, he decided to focus more on helping others in the MA business while still running his club.

Burcham has trained with industry giants like Alfie Lewis and developed his street-smart business attitude working with top business coaches. He is now considered one of the foremost authorities on peak performance in the business side of the MA industry. He has proven his techniques work through the transformation in his own personal life, athletic career, and business as well as those of his coaching clients. Burcham teaches that success is the result of forming good habits and moving forward.

He is a real-life success story going from bullied school kid to earning multiple world titles, and his MA school is currently one of the most successful in the UK. Gordon loves self-development and helping others, enjoys travel and family time. He is now learning how to fly planes and pursuing a speaking career!

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CONTACT METHOD

G Force Martial Arts

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