You have questions, we have answers. We took some time this month to speak with Chuck Hall, the executive director for Big Vanilla, about how to improve sales for your club.
“Where do you feel sales people struggle the most in clubs?”
CH: Sales people struggle with marketing both externally and internally. Each sales rep should treat their business as though they are a separate business under the roof of their club.
“How can a sales person overcome those struggles?”
CH: They need to have relationships with their members, they need to find the ‘orphans of the club,’ members who aren’t associated with current sales reps. They need to work in the community, and they have to make their offices sanctuaries.
“How can a sales staff work together to close more sales?”
CH: The sales staff can work through incentive. Most clubs have an individual bonus and a team bonus. The teams need to communicate together to make sure each individual has the same agenda. They know that their livelihood is based upon each individual’s professionalism and commitment to the goals.
“What opportunities do you see for a sales staff that are typically utilized?”
CH: We often talk about money, but opportunity becomes the end result of working as a community, to being part of something bigger than a sale, to making a difference in the lives of others, to knowing that you were part of helping someone. That’s why you sell fitness for a living.
“How do you motivate your sales staff on a regular basis? ”
CH: We motivate through incentives, but most motivation comes from the old pat on the back. People need to be praised for good performance, sales reps want to be recognized and respected, and they want to know that they are appreciated. Working on common goals and achieving those goals is super gratifying.
Top Five Sales Tips
1) Know what’s expected of you.
2) Get organized.
3) Expect to be successful.
4) Market like crazy.
5) Live a fitness life, be a student of the industry and aim to hit every bonus.
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Rachel Zabonick-Chonko is the editor-in-chief of Club Solutions Magazine. She can be reached at rachel@peakemedia.com.
