197 – Bill Crawford – How To Close The Sale

Bill and Debbie Crawford at REC 2019
“Results start when you do. When would you like to schedule your first training and how would you like to take care of it?” ~ Bill Crawford

Bill Crawford (email – iamfitness [@] aol.com) has been a leader and visionary in fitness since 1977, and is the owner of Basic Training (Facebook), a well revered high intensity strength training facility in Scottsdale, Arizona.

Bill was trained for musculoskeletal evaluation and rehabilitation at the Exercise Science Center, University of Florida in Gainesville, and was personally trained by the late Arthur Jones, inventor of Nautilus and MedX.

Over the last 42 years, Bill has owned and developed fitness centers around the world. He has a strong track record in growing both large fitness chains and small boutique studios. His current business, Basic Training, is a very profitable single-studio business with a long waiting list. Basic Training do NO paid marketing, yet continue to generate more referrals than they can handle.

This podcast is packed with sales principles and tactics, which you can implement immediately to generate more sales and get results in your business.

At around the 38-minute mark, we switched from Skype to phone and lost a few minutes of content, which I briefly summarised to make sure you don’t miss a beat!

Access exclusive content from Bill on how to position your MedX inside HIT Business Membership

Enjoy the show!


Would you like to hear more from Bill? — Check out our podcast on how to build a profitable single-studio HIT business, how to price and package your services effectively, and much, much more (Stream below or right-click here to download):

Show Notes

Click the link below to listen from the exact time stamp on Overcast:

Selected Links from the Episode

People Mentioned

Comments 8

  • It is interesting to learn that MedX is back in business. I saw something on another forum, but it wasn’t sure if the story was real, or a hoax. I suppose they will remain one of the more expensive options for equipping a studio, and that the big challenge will be to convince prospective studio owners that the higher cost can be justified in terms of client satisfaction, acquisition, and retention.

    BTW, as our intrepid journalist/blogger on the front line, when will you put up your own report on the conference?

    • I agree Greg. They will be relatively expensive, since they are premium grade. Great news to know they’re back in business in the US though.

      Journalist…. I like it 😉 I’m doing a round table soon with a few attendees, and that will serve as a REC 2019 review 😀

  • Great interview! Everyone in sales should listen and take notes, whether or not they’re selling High Intensity Training. I will apply to my business right away! And, as I “pitch” resistance training to friends and family, I will incorporate.

  • Use the word complimentary instead of free and build in a brief demo (leg press) in the initial consultation/tour. If you spend 1 hr with a client that is about 3 times as long (~20 minutes) as you would after the initial ~6 week learning phase. All great advice from a guy who doesn’t have his own business (but is working on his Hituni certification). If you have the soft people skills with basic business fundamentals, success is soon to follow.

  • There is a book mentioned at 38:10 that is not captured in the show notes. Bill thinks the title is “Body Language and Closing”, but I can’t find anything like that. Does anyone know what this book is?

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