Create a sales questionnaire to give your sales associates the opportunity to know the potential member – uncover their greatest health and fitness challenges to increase sales during potential member tours. Not all sales associates sell gym memberships the same. By creating a questionnaire that sales associates must fill out on potential members, you can keep quality control in your sales presentations, ensure that your sales associates follow the same guidelines for consistency and allow you to collect valuable data on potential members.
Before going on a tour of the facility, each sales associate should sit down with the potential member to go through the brief questionnaire. The answers will give them a better understanding of why that person is considering a membership at your club. Also, questionnaires will give your sales associates guidelines they can use to highlight the areas of your club that offer a solution to the potential members’ health and fitness goals. One of the most important reasons a sales questionnaire is effective is it shows the potential member that you actually care enough to spend time getting to know them. Until you know what the member wants, you cannot sell them anything; and until the potential member sees that you care, they won’t care about what you know.
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