Sales Tip of the Week

Every sales rep is actually a business of his/her own under the roof of their health club. For example, salesman Bill Smith is a business within a business. All companies and clubs pay attention to business performance indicators — so should sales people. All sales people should always know how many tours they have taken, [...]

Often a sales rep will compare themselves to the ranking of the sales board. Maybe this particular month the entire team is down by 20 percent. Therefore, each sales rep is down from their normal performance numbers. Often when talking to a sales rep they will respond, I am doing OK compared to everyone else. [...]

Often a sales rep will look at his day based upon what is lined up for today. A sales manger will always look at the previous seven days to determine if the salesman really did all that he or she could have done to be prepared. A great result today is all the work of [...]

I walked into a local club the other day, as I was looking for a different place to train. When I entered the club, after being let in through a locked door, I was greeted by the owner, who asked me a few questions. He showed me around the club and I asked a few [...]

Some of the best sales people are the best listeners. The only time we want to talk is to ask questions to our prospective members. The more you can get a prospect to share their story with you, the better chance you have of completing the sale. Your prospects really don’t care about you, they [...]

This is always a big question: what is proper dress for staff members? I believe there is really no right or wrong answer to this question. The big part of any uniform is how it is worn. If you require your staff to wear khakis and polo shirts and they come to work wrinkled or [...]

One of the biggest factors in selling anything is enthusiasm for your product. When you a have a potential member come in and your staff is not energetic, smiling and happy, the chances of closing that sale go way down. Prospects and even members are not coming to the gym to be around low energy [...]

Getting the appointment is half the battle and an unconfirmed appointment is 50 percent less likely to show up. Therefore, you’re not helping the cause if you set appointments one day or especially several days in advance and then neglect to ensure they are committed, have good directions and are aware that they can bring [...]

If you’re lucky enough to have raving fans in the club while giving a tour, always stop and briefly chat them up. I advise you to introduce prospects to loyal members every chance you get. If you do this often enough, members actually begin to understand their role in the process and actually initiate the [...]

Maybe its just a southern saying but, it holds water. Especially in sales and marketing. Make sure you’re selling to the right crowd. In other words, are the prospects that you focus your time, energy and marketing efforts on representative of your actual clientele? Do you waste money and resources talking to groups with a [...]