Ready to take sales to the next level? @GymConsultant and jimthomasondemand.com can help you! Sign up for a FREE webcast at https://126.96.36.199/~fmconsul/webinar-registration
Webcast Invitation from Fitness Management & Consulting and jimthomasondemand.com
Would you like to take your sales production to the next level? Our free webcast series “The Perfect Membership Sales Process – How to Double Your Sales Production” will help your team take immediate action. Register here: https://188.8.131.52/~fmconsul/webinar-registration/
Date: May 22, 2015 Time: 2 PM Eastern/1 PM Central/ 11 AM Pacific
In this webcast you team will learn;
How to Handle a Proper Greeting
Evaluation and the Importance of the Powerful Why
The Tour and Why you Sell Benefits and not Features
Analysis and Helping the Customer Understand What They Need to Do
Presentation of the Membership with all the Do’s and Don’ts
The Close and the trouble spots many salespeople face
Bonus Tips to Help Double Sales
This webcast will help put a spark in the veterans and help jump-start your new hires. Q&A will be available on the webcast.
The webcast is free.
Just say “yes” and we’ll make plans to get you on our schedule. Click here to register: https://184.108.40.206/~fmconsul/webinar-registration/
P.S. If you can’t wait for the webcast, please check out jimthomasondemand.com for over 600 training modules that you can access at anytime at your convenience.
We recently took on a client club whose sales were on a steady decline. Of course, we heard the normal push-backs such as to much competition, time of year, rates are too high, marketing is not working, etc. One of the first things we will normally do is listen in to call-tracking results on incoming calls – most of this is tied to direct mail marketing. In this particular case, a prospect called in asking about membership rates. Not only did the club representative not follow the provided script, but when the caller volunteered that she may have called the wrong club, the club rep offered to find the phone number of the competitor. You may be thinking this was a new rep that was answering the phone prematurely…..unfortunately, it was the club manager.
Do you know what your salespeople and front desk staffers are saying over the phone?
92% of customer interactions happen via the phone. 85% of customers report dissatisfaction with their phone experience.
Do you have a written phone script? If not, you need to get one and it should be memorized to the point of being second-nature. Regular training and role-playing should be done to be sure everyone is on track. And be sure to listen to your call tracking notes…this will only be important to your staff, if it’s first important to you. You must inspect what you expect.
A customer is 4 times more likely to buy from a competitor when ignored.
Are you ignoring your customers?
Many clubs will put a significant effort into getting the phone to ring and people to walk through the door, but then don’t maximize the opportunity to increase membership sales when the salespeople fail to follow up.
48% of salespeople never follow up with a prospect.
25% of salespeople make a second contact and stop.
12% of salespeople only make three contacts and stop.
Only 10% of salespeople make more than three contacts.
80% of sales are made on the fifth to twelfth contact.
The biggest reasons we find salespeople do not follow up like they should – they simply don’t know what to say. Web leads, for example, on average, require 8 attempts before contacting….you may speak to some web leads right away which means someone else make take 16 attempts.
The key to successful follow up is to commit to it, get creative on different ways to do it and understand that speed is power.
Do you know what your salespeople are saying? Can your salespeople pass the test? If you would like for us to phone shop your club, just email firstname.lastname@example.org or call 800-929-2898.
Now, go learn that script!
Jim Thomas is the founder and president of Fitness Management USA Inc., a management consulting and turnaround firm specializing in the fitness and health club industry. With more than 25 years of experience owning, operating and managing clubs of all sizes, Thomas lectures and delivers seminars and workshops across the country on the practical skills required to successfully build teamwork and market fitness programs and products. Visit his Web site at: www.fmconsulting.net.
Fitness Management & Consulting announces the steady increase of gyms and health clubs nationwide that are experiencing a business turnaround and revival in their revenue.
The key to all success is to take action.
Dallas, Texas (PRWEB) April 28, 2014
As the second quarter of the year continues to unfoldFitness Management & Consulting announces the steady increase of gyms and health clubs nationwide that are experiencing a business turnaround and revival in their revenue.
Jim Thomas, owner and president of Fitness Management & Consulting, remarks, ”During our consultations with fitness club owners who are struggling to keep their business afloat is that their problem doesn’t necessarily lie in the club vision or operations. The root cause, actually, is a lack of solid and consistent membership sales that keep fitness enthusiasts coming through the door.”
As the sales training leader in the health club industry, Fitness Management & Consulting presents Sales Success seminars onsite at the club, designed with the skills needed by the sales team to close more sales.
Fundamental sales techniques merge with interactive, creative scenarios to bring applicable skills to salespersons of all levels.
Some of the topics covered in the two-day Sales Success seminars include:
- Overcoming price objections
- Uncovering the Super Objective
- Encouraging club guests to buy faster
- Eliminating the fear of prospecting
- Differentiating your club from all the others
Before finalizing a membership sales curriculum, Thomas enacts a detailed consult with the fitness club owner to verify that the club has enough underlying “health” so as to ensure true sales training success. “You must look at key factors such as a structured approach, available cash flow, and enough time before any hard deadlines prevent the turnaround from happening;” he says, “but it’s exciting to see how a club can really begin to thrive again once you give its motivated salespeople a fresh knowledge about closing a sale.”
About Jim Thomas’ Fitness Management & Consulting
Fitness Management & Consulting is a firm specializing in health club business consulting, turnarounds, new club start ups without franchisee fees, and sales training. Its founder, Jim Thomas, has over 25 years experience in all aspects of health club sales, club ownership and management. Fitness Management & Consulting is a privately held company based in Dallas, Texas. For more information on Fitness Management & Consulting, please visithttps://220.127.116.11/~fmconsul.
Fitness Management & Consulting