As a gym, your business’ success is reliant on there being a steady stream of new members entering your doors. Therefore, having great salespeople on your staff to fuel that stream is absolutely essential.
With this in mind, here are the qualities all of your salespeople should have in order to be top-notch, courtesy of Club Solutions’ national media manager, Tim Adkins.
- They should be an expert on your gym. There’s nothing worse than a prospect entering your gym and being advised by a salesperson that has to ask others for insight. All of your salespeople should have a thorough knowledge of the programs, offerings, equipment and amenities your facility offers, and how these offerings could help a prospect. Otherwise, a prospect will be unsure if your gym really is the right place to help them reach their fitness goals.
- They should care. Every salesperson should have a true interest in helping solve a prospect’s problem (through the gym). If they don’t care why a prospect is stepping foot through the door, they’ll have a hard time closing the sale.
- They should be enthusiastic — about your gym and the industry. Prospects want to work with people who are enthusiastic about their jobs and your facility. If a salesperson is lackluster about your gym and fitness in general, it will be difficult to earn a prospect’s trust. Prospects will catch on to a negative or poor mindset immediately.
- They should be a hard worker. Even if a person has no sales experience, strong work ethic can push someone to the top of the sales ladder. Look for people who are hard workers, are persistent, are problem-solvers and who never make excuses.
Look for salespeople with these qualities, and you stream of new members will stay consistent throughout the New Year’s rush and beyond.
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Rachel Zabonick-Chonko is the editor-in-chief of Club Solutions Magazine. She can be reached at rachel@peakemedia.com.
