Do you want success?
If you want to be a great sales person there is one piece of advice I would offer — simply look to the best sales person in your club and do what they do. Sounds simple, doesn’t it? Every club has a top producer that usually has been there a long time — it’s that seasoned veteran that leads the way month after month.
When you simply look at what he/she does, you can’t quite figure it out. You may be looking at their physical stature, you may be focusing on the neatness of their clothing, how organized the office is, but you need to be looking elsewhere. There are some common characteristics that all successful sales people have. Let’s take a closer look and discuss these character traits.
Great sales people don’t do lots more than anyone else, but they always do one more thing than anyone else. When daily production is tabulated they always seem to have one more. They have one more appointment than everyone else, they have one more referral than everyone else, they have sent out one more corporate letter than everyone else, they have handed out one more pass internally than everyone else. So to the naked eye, it’s almost impossible to detect why certain individuals keep winning the monthly sales game. To the seasoned sales pro it’s pretty obvious — by outperforming everyone each day they will accumulate bigger numbers. When you add everything up monthly, they will have 30 more appointments, 30 more referrals, 30 more passes handed out, 30 more phone calls, 30 more follow ups, 30 more 60-day-cycle calls, etc.
They never outworked anyone dramatically daily, but the little difference each day adds up to a huge difference monthly. So here is what you do — pay attention to each little number and try to match the effort. Only do exactly what the top producers do, don’t do anything different. Match their effort, match their intensity, match their schedule and what you will see within time is you will match their production.
Remember — clubs don’t need superstars, they need people who are willing to do the little things on a daily basis. You have to master the mundane. When the mundane becomes the ordinary, than you are well on your way to becoming someone that others want to emulate.
Chuck Hall is the executive director at Big Vanilla Athletic Clubs.
