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The Changing Face of Sales
One of the most underestimated sales tools is body language, and in particular, facial expressions. We all know that effective communication is achieved through what...
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Mental Toughness in Sales
Mental toughness is “a measure of individual resilience and confidence that may predict success in sports, education and work.” We hear a lot about mental...
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Retention: Who Are Your Retention Rock Stars?
Retaining customers at a fitness club is more important than ever. As a manager or owner, we are seeing greater competition appear all around our...
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Sales: Selling the Club Joining Fee
A club joining fee or initiation fee has historically been a one-off fee that “got you into the club.” In recent years, it has suffered...
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Sales: Make the Connection
We know that new sales are easier to achieve when we have made a connection with the prospect. Sometimes because we are too busy trying...
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What Makes a Great Sales Person?
There are many qualities and characteristics that make a great sales person, but I have picked out some that I think are more important than...
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Retention: How to Turn New Members into Long-term Customers
At this time of year all fitness clubs will get a surge of new members, and most of these people will have stopped exercising by...
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Sales: Take it Slow
When someone walks into your club you need to ensure that you don’t try to “sell” to them in the traditional sense. If you do,...
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Sales as the Solution
Getting new customers into any business is one of the most important components of growing or developing it. Your sales staff need to be trained...
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Sales: A Marriage Between Sales and Retention
It’s not often you hear sales and retention used together in the same sentence when talking with a fitness club owner. Generally, my experience is...
