This six-part course introduces a breakthrough framework for fitness sales professionals — based on proven strategies from the biomedical industry — to help your team sell with more empathy, precision and impact. Led by Tom Nishikawa, a former health club pro turned top-performing biomedical sales executive, the course teaches club operators how to implement Gap Selling to drive deeper member connections and longer-lasting results.
You’ll learn how to guide prospects through a structured, emotionally intelligent discovery process that surfaces their true goals — and positions your offerings as the solution to real-life struggles. This course is ideal for clubs seeking to modernize their sales playbook, build retention through personal training integration and empower staff to sell with confidence, clarity and care.
What You’ll Learn:
✔️ Why the most successful sales models are problem-centric — not product-centric
✔️ How to use the Problem Identification Chart (PIC) to uncover true member needs
✔️ The art of dynamic discovery: asking the right questions and listening with intent
✔️ How to visualize and articulate the “gap” between where prospects are and where they want to be
✔️ Ways to incorporate personal training into the sales process for long-term member success
✔️ How to align sales and training teams for better communication, collaboration and conversions
By the end of this course, you’ll walk away with a powerful framework to transform your sales conversations — one built on empathy, storytelling and strategic discovery. Whether you’re training new staff or retooling your entire sales culture, this course is your guide to closing more deals and keeping members for the long haul.
About the instructor
Tom Nishikawa is a veteran sales strategist with over 25 years of experience in enterprise and B2B sales across the health, fitness, and cardio-metabolic sectors. As Regional Support Director on the Efsitora Brand Team, he leads commercial strategy and field performance in the cardio-renal-metabolic space. Known for his consistent sales excellence and numerous industry awards, Tom combines deep expertise in fitness and pharmaceutical sales with certifications in Challenger Sales, GAP Selling, and digital marketing. He is passionate about training and mentorship, using his knowledge to drive team performance and innovate customer engagement strategies.
About the instructor
Ralph Rajs is a passionate fitness industry leader known for driving growth, optimizing operations, and building high-performing teams. He plays a key role in mentoring future professionals through the Club Solutions Institute, launching in May 2025. With a sharp eye for trends and a strategic mindset, Ralph excels at turning insights into results across fitness, esports, and consumer engagement. He’s also an accomplished endurance athlete, having completed five Ironman races and 12 marathons — including major events in New York, Chicago, and Washington, D.C.
