Casey Conrad is president of Communications Consultants, a Wakefield, RI-based company that provides sales and communications seminars and is a 16-year veteran of the health club industry. She can be reached at (800) 725-6147.
With January upon us both club owners and sales people are breathing a sigh of relief; January means membership sales! What many managers and owners fail to see, however, is that January can often mean lost sales due to sloppy skills and disorganization. So, to maximize your best sales quarter, perform the following check-up before the chaos begins.
1. Information call technique. The incoming call is perhaps one of the most important skills to master because the caller is highly qualified and motivated.
2. Closing skills. Because of the high volume of prospects walking through the doors, January sales numbers can be deceiving. Specifically, the outcome may be good, but the closing percentage could be low. With a small increase in closing skills, many more sales could be made.
3. Lead management/follow-up systems. Of course, with increased sales traffic, even a strong sales person will have quite a few prospects to follow up with. These could be easy sales if someone simply persists with professional contact.
The first quarter of the New Year should be strong for all club operators. By taking the time to tune-up sales and organizational skills, your club can perform even better.