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Video/DVD Training Materials
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- How to Give A Professional Fitness Sales Presentation
This 35-minute DVD with accompanying 15-page workbook takes the viewer
through the stages of selling a health club membership. The program
begins with an overview of the entire sales process. Next, the viewer
is instructed and given strategies for each stage in the appropriate
order; the meet and greet, the brief overview, the needs analysis, the
tour, membership presentation and closing and overcoming objections.
In addition to the instruction, viewers get to see live role-plays of
each stage, conducted by Casey Conrad. This program is a perfect
compliment to any of the other products and provides salespeople (as
well as front desk employees who might be touring prospects) with the
actual experience of the sales process. Another great use for this
program is using it as a screening tool during the hiring process.
Investment: $119.95 + S/H.
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- Qualifying For Maximum Closing
If salespeople don’t know how to qualify a prospect, they will have no
idea of how to customize the tour to meet the prospect’s needs and
wants. This 90-minute DVD goes into the details of exactly what
questions a salesperson must ask a prospect during the qualifying
stage of the sale. Salespeople will learn how to recognize the three
types of guests that walk through the club doors and how to adjust
their presentation accordingly. How to use certain questions to
uncover potential objections, how to deal with the defensive type
guest and how to get the prospects to make small commitments about
their desire to join your club are just a few of the other topics
covered. An exercise workbook is also included.
Investment: $289.00 +S/H
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- How to Give A Dynamic Club Tour
The biggest mistake most fitness salespeople make is giving the
“Disney Tour.” That is, they bring a prospect around the club bragging
about all the wonderful things the facility has; “We have this and
that, and three of those, etc.” Unfortunately, this type of tour does
nothing to get a prospect to affirm their willingness and desire to
buy a health club membership from your club because it meets their
needs. This 90-minute video teaches salespeople how to give a dynamic
club tour by using the Feature-Benefit-Feedback System, a
communication model that engages prospects and gets them to say,
“Yes,” I want to be a member here. This program is a must for new and
veteran salespeople. An exercise workbook is included.
Investment: $289.00 + S/H
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- How to Close the Sale & Overcome Objections
Because of the short amount of time the average prospect is in the
club prior to getting membership prices, it is imperative that every
salesperson be proficient with their professional closing skills. This
DVD teaches fitness salespeople the art of presenting memberships in a
way that makes closing the sale easy and comfortable. Next,
salespeople are taught the 6 steps to overcoming objections in a
professional way, without being pushy. Finally, specific scripts are
given for each of the most commonly heard objections in the industry.
These include, “I just want to think about it,” “It’s too expensive,”
“I don’t think I’ll stick with it,” “I want to shop around,” and “I
need to talk to my spouse.”
Investment: $289.00 + S/H.
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- Sales Multiplier; How to Get Referrals From Every New Member
There are only two ways a salesperson can become more productive—work
harder or work smarter. This DVD teaches salespeople to work smarter
by getting referrals from every new member at the point of sale.
Listeners are first shown why the point of sale is the best place to
get referrals. Next, they are given a New Member Guest Privileges form
to use at the point of sale. Finally, they are given a word-for-word
script to be used during the referral presentation and are also taught
how to deal with all the common objections heard regarding referrals.
Investment: $89.00 + S/H
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- Making Every Ring Count
This dynamic phone training DVD will give your salespeople all the
skills they need to master incoming and outgoing calls with a strong
emphasis on mastering the information call as a foundation. Key
components include; Specific questions to ask during calls and why
those questions are asked; how to deal with the “But I just want the
prices” objection; how to easily close for the appointment; how to
defuse the hostile caller, and; step-by-step- scripts that give
word-for-word dialogue for the info-call, the referral call and the
lead box call. This DVD is a must for all salespeople as well as
anyone who potentially may take incoming phone calls.
Investment $289.00 +S/H
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- How to Triple Your Club’s Sales in 3 Hours
After completing this DVD and workbook program, salespeople will have
a very specific, three-month action plan of how they are going to
self-generate business. This interactive program brings viewers
through a discussion of over 40 networking and prospecting ideas that
every fitness salesperson can implement themselves, thereby not
relying on the club’s marketing dollars to generate business.
Salespeople are brought through a process where they identify which
guerrilla marketing strategies will best suit them and their club’s
environment. From there, salespeople narrow down, categorize and then
plot out, step-by-step, how they are going to implement their new
business plan. The plan they design becomes a perfect accountability
tool for managers.
Investment: $289.00 + S/H.
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