What do Pilates and Sales have in common ?

What do Pilates and sales have in common?


Well more than you may think.

I recently got to spend time with the amazing team at Village Pilates in Sydney.

I worked with them to develop a prize frame mindset and create a more effective sales process.

During our time together I was also learning.

And I mean “wow” I had no idea that Pilates could treat and assist so many with a wide range of health issues.

From ACL tears to Sciatica, Knee replacement to Osteoporosis or bowel and lung cancer to conditions I have never heard of before.

The team listed over 40 conditions and they were just getting warmed up!

All this in addition to the health and wellbeing benefits that come with exercise and fitness.

One of the team summed it up:

She said “Martin, Pilates is an education in movement”

Thanks Monica.

That is what Pilates and sales have in common: movement.

Pilates is all about movement and so is sales.

If you are attempting to live a life without pain from a condition or improve your quality of life after an injury it is all about educating yourself to move, forward motion

Sales is the same as it also requires movement, forward motion, a logical series of next steps that will get you to your goal.

In Pilates if you don’t do the reps, if you don’t follow the structure, if you are not constantly seeking forward motion you don’t get better, fitter, stronger.

And in sales, in every deal if you are not always seeking forward motion, a meeting, a call, a logical next step a micro commitment from the buyer then it stalls.

The buyer goes dark, wont return your call.

All because you did not do the reps, did not follow the process, the structure the logical series of next steps.

So what do Plates and sales have in common?

Just like Pilates, Sales is an education in movement.

What forward movement are you taking today?


Interested to do some reps with your team ?



How sales fit is your business ?




Neediness – The biggest killer in sales

Neediness is the biggest killer in sales


More deals are lost and bad deals signed through neediness than any other single reason.

The buyer is seen by the seller as “the prize”.

They have the ability to generate a purchase order or sign a letter of intent, they have money and the salesperson or business wants it.

And businesses will do what it takes to get it.

The sales person is the dependant party in the negotiation.

Prepared to give, to compromise while the buyer takes everything they can.

And tough negotiators are expert at recognising neediness and creating it

and once they have… BAM! They swing the axe with changes, exceptions and demands for concessions.

Neediness is the biggest killer in sales today.


So how can you eliminate neediness from your business?


Be willing to walk away

Walking away from a business deal is extremely powerful and shows your potential client that you are only there to do a deal that works for you.

Human psychology is interesting in business as people tend to chase that which moves away.

To desire that they cannot have.

Get comfortable with walking away when the situation arises.


Avoid discounting

If neediness is the biggest killer in sales the biggest sign of neediness is discounting.

It is like a blinking neon sign you wear around your neck that is highlighting for all to see “I am desperate”

A business deal is never usually about price (there are a few exceptions but not many).

But price is how buyers have been trained to buy. Because no matter what you say it is easy for them to shut down, its too expensive, cannot afford it.


Instead of discounting stand your ground and be willing to walk away.


Master frame control


Frame control is a sales persons most powerful skill which eliminates neediness and puts you in the driving seat in any transaction.

Check out more information on frame control



Have a full pipeline

It is hard to walk away when you have an empty sales pipeline and you actually have to make the sale to pay for the rent or the wages that are coming due in a few days.

Sometimes in these situations you have to do whatever it takes but don’t expect it to be pleasant.

There will be blood on the walls and it will be yours.

You are at the mercy of the buyer and their charity.

So ALWAYS ensure you have a strong healthy pipeline which gives you the assurance that if you walk away from this deal, you have plenty more to choose from.


The discipline of prospecting


A failure of your business to prospect, to generate leads today will impact your business in 90 days so no matter what you do, get disciplined around prospecting in whatever form that is right for you.

Block off time to prospect daily or multiple times a week

I call it the “hour of power”

No interruptions, just pick up the phone and call.

Set your sales team KPIs around bringing in new leads each week make it a focus and a minimum expectation of the role.

All successful businesses and sales team are disciplined when it comes to prospecting.

The prize frame is super powerful when it comes to combating neediness.

what is the prize frame ?

Empower your team

You have the ability to empower your team.

When I started out selling there was no qualification in sales.

Apart from listening to those around you, you had to figure it out on your own.

Only the strong survived.

The sad thing is 43 years later there is still no qualification in sales and you are still left to figure it out on your own, and everyone in your business sells.


Imagine if you could empower your team and everyone in your business had the skillset to start a sales conversation, handle a customer complaint, talk with clients.

Imagine if you could empower your team so the anxiety many of them have around sales and negative customer feedback was gone.

Imagine if it was replaced with certainty and confidence.

I get asked all the time if I could create an event that will empower your team (for those attending who may be new to the business or starting out in sales).

An apprentice, a builder, an electrician, a hairdresser, a fitness instructor, a receptionist, a trainee.

Something engaging, something fun.

Something for those who occupy “non selling” sales roles.

Accounting, logistics, manufacturing, marketing who are all equally essential to the client experience.


Imagine they could talk with a prize frame authority that created certainty in the mind of the buyer they were in the right place.

When collecting outstanding accounts, advising buyers of delivery or project delays, engaging them in the manufacturing process or asking for referrals,

Imagine if everyone in your business could sell


Introducing what business owners have been asking for.

Sales Cardio “walk before you run” program is for the 95% of all sales people, future leaders and business owners who, like I did, start out with no sales training at all.

This 90 day facilitation starts with a 90 minute workshop where your team will learn:

  • How to have fun when selling
  • How to talk with buyers without feeling anxious or nervous
  • How to present themselves and your business as the prize
  • How to handle “what’s the price”
  • How to handle common objections
  • How to deal with a customer complaint
  • How to instigate and look forward to challenging conversations


And above all, how to become part of your sales team.


Like all Sales Cardio events this is more than just the initial 90 minute workshop.

Included is 90 day access for all participants to the Sales Cardio Training hub, a private facebook group where questions and asked and feedback given.

Participants can also attend live group coaching calls where they can interact live with Martin and workshop real life situations as they occur.


And the investment required to empower your team ?

Sales Cardio “Walk before you run” 90 day event is only $90.00 Per Person plus GST

Or for multiple attendees

1-5 team +$90.00 PP +GST

6-11 team $82.00PP +GST

12 + Team $75.00PP +GST


Events take place on the first Monday of every month.


Private events for teams of 10+ are available by request.


To register your interest email us at events@salescardio.com.au