Membership Sales Manual
$19.99
Tours that end with “let me think about it” are a process problem, not a people problem. This manual teaches GETAP, the five-step sales system Jim Thomas has trained for decades, from first phone call to referral.
Most gyms lose sales they should have closed because the tour was a walk-around instead of a process. This manual rebuilds your sales floor around GETAP: Greeting, Evaluation, Tour, Analysis, Price Presentation. It shows your team how the needs analysis drives the sale, how tiered pricing lifts about 20 percent of buyers into more than basic, and how to call a lead back in five minutes, every time.
What's inside:
- The sales job and the three levers: more customers, pay more, stay longer
- Leads, phones, and appointments, including the five-minute callback rule
- Handling the price question on the phone and selling the appointment instead
- The needs analysis: how to run it, the questions to ask, and the standards behind it
- The tour, the trial close, and logging every tour
- The tiered price presentation and what to do when the answer is no today
- Referrals at the point of sale and the Friends Helping Friends approach
- Be-backs, follow-up, and tracking daily productivity
- Appendices: guest register, needs analysis sheet, tour log, daily productivity sheet, and telephone worksheets
Delivered as a PDF you can print or share with your team. Includes the FMC template disclaimer.
