Sales Blog

Often, in my sales training, I have heard seminar teachers talk about the art of closing, or selling at the end of the sales process. Closing means that you have overcome any objections at the end, convinced the prospect to make a decision on the spot, and signed the agreement. Each of these actions has [...]

There is only one successful way to follow up with missed guests… There are several strategies when following up with missed guests. The best and only way to successfully contact your leads is to communicate with them on their terms the way they want to be communicated with. If your sales team is building a [...]

What happens when the club increases prices or the down payment? The answer is, absolutely nothing. Often when there is a price change, sales people panic. Many believe less people will join because the cost is more. The reality is that when your next prospect walks through the door, he or she did not know [...]

Fitness Tour vs. Sales Tour We all know that guests don’t enjoy being aggressively sold, and most consumers want to feel in control of their visit. Social and traditional media platforms are educating consumers more than ever about health and fitness. As we attempt to adapt, some of us have over-corrected, while others haven’t evolved [...]

Often when someone needs change there are certain time parameters that are accepted. Psychologists say it takes 21 days to accept change. Most health-related programs are based upon 12 weeks or three months to a new you. So how much time does it take to turn sales around? If your club is not hitting its [...]

Integrity has always been extremely important to me. In sales, I have always struggled with my feelings on clubs discounting their dues on a weekly or monthly basis. One week the membership is $59.00 a month, and the next week it’s $39.00 per month. I could never understand how employees of these clubs could look [...]

Is it okay for you to read a blog and walk away with a homework assignment? I say yes. So I’m going to challenge you to identify the five things you must do every day to be successful. I will help you with a couple of things, but you have to figure out the rest. [...]

It’s important that everyone in your club is on board with the sales mission of the club. Often sales are only being communicated with the sales team. I have found that the more information you share with every department about sales and numbers, the more cooperation you will get from the entire team. It’s really [...]

Everyone ages, and as we age, everyone will potentially encounter a health concern. So why isn’t everyone joining a health club? There are prospects that have just left the doctor’s office, where they were diagnosed with high blood pressure or diabetes. The doctor said they needed to exercise and they visited the facility, but they [...]

What would happen to your club’s sales if you had to be gone for a month? Maybe there was a family crisis or maybe you got sick, but for whatever reason, you needed to take four weeks off. How would the sales staff react? How would they perform? Do you know who would take the [...]