It’s Deja Vu All Over Again!

Guess what gang, Contrary to popular belief people are still purchasing memberships this January. Although they are more savvy, more price conscious, and not as quick to pull the trigger as in years past.

Make sure your salespeople are not taking shortcuts that sometimes crop-up during high volume feeding frenzy that was January past. When you see a lot of people there can be a tendency to rush the process. DON’T!

Treat the prospect as if they are the only person you will see all day.

1. Get guest contact info (Just in case)
2. Take time to build rapport
3. Find hot buttons by asking questions  identifying needs and wants
4. Give a complete benefits based tour
5. Trial Close (Does the club have everything you need?)
6. Present programs in an easy to understand format
7. Overcome concerns(everybody has them)
8. Re-close(ask for order)
9. Get Referrals(boost the numbers)

If you’ve followed this blog for any amount of time this stuff may seem basic and it is . That said, usually the basics are the first things to go when salespeople think they have gotten too slick to follow a plan or there is a ton of traffic and they get sloppy. Get back to the techniques that produced the results which convinced them they were good in the first place.

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