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Sales: Prioritize Volume Over Closing Rates for Greater Success
“It’s not about having the right opportunities. It’s about handling the opportunities right.” —Mark Hunter It’s shocking how often during a site evaluation I hear...
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Conduct a Better Membership Tour Using the Peak-End Rule
So, you have finally come to the realization that you need to improve your membership tour process, if you even have one to begin with....
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Tips for Marketing Personal Training
Do you market personal training options just to your club members, or also out in the wild? Unless you are a bargain club that is...
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How to Address Uncomfortable Situations with Members
If you have worked in fitness long enough, you know that issues between or among members arise from time to time — including having a member...
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Sales: The Importance of Body Language and Tone
“We are not won by arguments that we can analyze, but by the tone and temper, by the manner which is the man himself.” —...
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100 Sales Tips for Fitness Professionals, Part 2
For those still looking for more information from my original post, I present to you another 100 tips. I have expanded these tips to be...
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100 Sales Closing Tactics
I have personally found that sales as a career can be tremendously rewarding both personally and financially — but educating one’s self can be extremely...
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Winning at Membership Sales: Hoping for Success vs. Planning for Success
“Control your controllables.” This is the advice I often give to facilities when they ask me why they continue to miss their membership sales goals....
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100 Sales Tips for Fitness Professionals
Sales professionals will often ask me, “What is your one killer technique?” The answer is not to seek only one, or even a few great...
