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Five Strategies to Close a Membership Sale Prior to Presenting PricesNov 6, 2008 9:48 AM, By Curtis Mock You know the routine. A guest visits your club, you go through the small talk, show them the facility, talk about the amenities and answer a few questions... Archived Articles from Step by Step: SalesFive Strategies to Close a Membership Sale Prior to Presenting PricesNov 6, 2008 9:48 AM, By Curtis Mock You know the routine. A guest visits your club, you go through the small talk, show them the facility, talk about the amenities and answer a few questions... How to be an Ethical Health Club SalespersonAug 4, 2008 1:54 PM, By Jim Thomas My company was recently asked to conduct a health club sales training class on ethical selling practices... How to Jump-Start Sales in Your Health ClubApr 7, 2008 3:45 PM, By Jim Thomas We receive many inquiries from health club owners who want to jump-start the membership sales in their club. I always refer to it as “sales magic.” ... How to Turn Around a Health Club With Lagging SalesMar 5, 2008 1:18 PM, By Jim Thomas Is your health club producing far below potential? In working with clubs all across the country, I get the opportunity to step into health clubs that are in need of a sales turnaround. ... Growing Your Health Club One Member at a TimeJan 8, 2008 1:16 PM, By Jim Thomas The people aspect of the health club business is really what it is all about. Think of your club members and guests as individuals. Once we think that way, we realize our health club is our member -- not the features of the facility. ... Death of a SalespersonDec 5, 2007 11:58 AM, By Jim Thomas Time for a story: A new health club salesperson was ambitious and eager to learn all he could about the health club business and the technique of selling in the club industry. However, despite all of his efforts, new membership sales were few and far between. Sales effectiveness eluded him. ... The Power of Questions in the Sales ProcessNov 7, 2007 3:08 PM, By Jim Thomas Sales training participants in seminars I conduct across the country often ask how they can better control the sales process with their health club guest.... Is Your Health Club Addicted to Bad Profits?Oct 5, 2007 5:17 PM, By Leslie Nolen Check your business for these five bad-profit practices...... Tell It Like It Is: How to Succeed Using TestimonialsAug 9, 2007 11:45 AM Why waste thousands of dollars on slick marketing and advertising when your most powerful resource is free?... Ten Ways to Get Out of a Sales SlumpJul 10, 2007 10:24 AM, By Jim Thomas There are two kinds of sales people in health clubs: those who are in a slump and those who will be in a slump. It’s happened to most sales people at one time or another. You might find that you can’t get your club guests to join... Troubleshooting The Sales Cycle In Your Wellness Business: Part 4Jun 5, 2007 3:55 PM Leslie Nolen is CEO of The Radial Group, which provides wellness businesses with seminars, publications and coaching on starting and managing profitable and personally rewarding businesses... Troubleshooting The Sales Cycle In Your Wellness Business: Part 3May 8, 2007 4:57 PM, By Leslie Nolen In Part 1, we identified the four key stages of effective sales and marketing strategies: Stage 1: Filling the pipeline with prospects Stage 2: Following up with prospects Stage 3: Exploring ways your business can help prospects Stage 4: Closing sales ... Troubleshooting The Sales Cycle In Your Wellness Business: Part 2Apr 9, 2007 11:11 AM Every successful business has a pipeline of prospects/potential clients and customers. Use these tips to regain control over your pipeline... Troubleshooting the Sales Cycle in Your Wellness Business: Part 1Mar 7, 2007 11:22 AM Finding more members and clients can feel like learning to drive a stick shift. You’ve got the pedal to the metal, generating lots of noise and vibration, but the car just doesn’t move... Prevent Subtle Sales MisstepsJan 25, 2007 11:42 AM, By Leslie Nolen Start by understanding three factors that influence potential customers. If you’re like many health clubs, your sales process and marketing materials overlook these aspects. First, competing choices often seem alike to prospects. Sure, you can rattle off important differences between ... |
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