When prospects come into your fitness facility, most of them have already done quite a bit of research on your club. They have checked out your facility's website, know about the services you offer and have compared prices with other clubs. But to close the sale, your salespeople must find out why the prospects came into the club and convince them that they can meet their goals at your facility. "It all starts with a needs analysis," says Ronna Clements, national sales ...

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