In my 35 years of experience as a sales trainer, the biggest challenge for salespeople is developing great listening skills. We have all met salespeople who can’t listen. It’s like they just can’t do it. ...
The health club market continues to become more saturated every year. While more and more clubs are popping up, facilities haven’t seen the same uptick in club memberships. So the question remains: How can gym owners ...
“When two people meet, as long as there is any form of rapport maintained, the person with the most certainly will eventually influence the other person.” – Tony Robbins Yes! You should be likable if you ...
If there is one major difference between weak sales staff and high performers, it is how they approach “closing the sale.” Many times, the inexperienced salesperson is obsessed with “the close” the instant they meet ...
“Advertising is fundamentally persuasion, and persuasion happens to not be a science, but an art.” – William Bernbach In pop culture, the salesman is usually some man with slicked-back hair and a take-no-prisoners attitude when ...
What is the cost of joining your club? Is it $10, $25, $70, $125 — or is it $200 a month? And if you charge a high price, is it a problem when closing sales? ...
Very few people enjoy being in any type of sales role. That’s because it has been hard-wired into our brains to fear rejection. A bazillion years ago, rejection meant being tossed out of the cave ...
Many fitness club managers believe a salesperson’s job is to build value. And of course, these managers are correct. The job of every salesperson is to build value. But top salespeople do more than just ...
The Pretty Direct Sales System is a program I designed to sell high-priced health club memberships and personal training packages. It’s broken down as follows: P: Procrastination. Procrastination stopped your prospect from starting a fitness ...
“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. It should go without saying that having the right staff, ...
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