Featured Article
How to Instantly Sell More Personal Training
In the midst of the current recession, many club owners are starting to look for ways that they can generate more revenue from the members they currently have. One obvious way to do this is to sell more personal training...
Archived Articles from Step by Step: Sales
How to Instantly Sell More Personal Training
In the midst of the current recession, many club owners are starting to look for ways that they can generate more revenue from the members they currently have. One obvious way to do this is to sell more personal training...
The Old Rules of Selling Are Dead
What do Elvis, vinyl records and traditional selling techniques have in common? They are all dead—even though a small percentage of you still believe Elvis is alive, use vinyl records or are still trying the same old techniques for selling your services or products to consumers...
Goin' To The Chapel: How To Sell Wellness To Employers
Planning to go beyond corporate memberships to full-fledged corporate wellness programs? It’s a terrific business opportunity—if you avoid the obstacles that many health club owners encounter when they tackle this market. ...
Assessments Can Mean No Selling
Offering assessments can help your staff get new clients without ever truly selling sessions. How can this happen? ...
Eight Questions That Uncover Your Potential Member’s Motivation
When we work with health clubs on business strategies, we always ask what motivates their customers to buy from them...
Six Steps to Successful Sales in January
January is a special month in the hearts of every club owner, as it is the month that often is responsible for around 20 to 25 percent of the year's total sales. Here are six things you can do right now to make sure you have a solid foundation for success heading into the new year....
Five Strategies to Close a Membership Sale Prior to Presenting Prices
You know the routine. A guest visits your club, you go through the small talk, show them the facility, talk about the amenities and answer a few questions...
How to be an Ethical Health Club Salesperson
My company was recently asked to conduct a health club sales training class on ethical selling practices...
How to Jump-Start Sales in Your Health Club
We receive many inquiries from health club owners who want to jump-start the membership sales in their club. I always refer to it as “sales magic.” ...
How to Turn Around a Health Club With Lagging Sales
Is your health club producing far below potential? In working with clubs all across the country, I get the opportunity to step into health clubs that are in need of a sales turnaround. ...
Growing Your Health Club One Member at a Time
The people aspect of the health club business is really what it is all about. Think of your club members and guests as individuals. Once we think that way, we realize our health club is our member -- not the features of the facility. ...
Death of a Salesperson
Time for a story: A new health club salesperson was ambitious and eager to learn all he could about the health club business and the technique of selling in the club industry. However, despite all of his efforts, new membership sales were few and far between. Sales effectiveness eluded him. ...
The Power of Questions in the Sales Process
Sales training participants in seminars I conduct across the country often ask how they can better control the sales process with their health club guest....
Is Your Health Club Addicted to Bad Profits?
Check your business for these five bad-profit practices......
Tell It Like It Is: How to Succeed Using Testimonials
Why waste thousands of dollars on slick marketing and advertising when your most powerful resource is free?...
Ten Ways to Get Out of a Sales Slump
There are two kinds of sales people in health clubs: those who are in a slump and those who will be in a slump. It’s happened to most sales people at one time or another. You might find that you can’t get your club guests to join...
Troubleshooting The Sales Cycle In Your Wellness Business: Part 4
Leslie Nolen is CEO of The Radial Group, which provides wellness businesses with seminars, publications and coaching on starting and managing profitable and personally rewarding businesses...
Troubleshooting The Sales Cycle In Your Wellness Business: Part 3
In Part 1, we identified the four key stages of effective sales and marketing strategies: Stage 1: Filling the pipeline with prospects Stage 2: Following up with prospects Stage 3: Exploring ways your business can help prospects Stage 4: Closing sales ...
Troubleshooting The Sales Cycle In Your Wellness Business: Part 2
Every successful business has a pipeline of prospects/potential clients and customers. Use these tips to regain control over your pipeline...
Troubleshooting the Sales Cycle in Your Wellness Business: Part 1
Finding more members and clients can feel like learning to drive a stick shift. You’ve got the pedal to the metal, generating lots of noise and vibration, but the car just doesn’t move...
Prevent Subtle Sales Missteps
Start by understanding three factors that influence potential customers. If you’re like many health clubs, your sales process and marketing materials overlook these aspects. First, competing choices often seem alike to prospects. Sure, you can rattle off important differences between ...
Automatic Billing for Fitness Professionals
As an entrepreneur I have realized the benefits of systemization and automation, and how to increase predictable results. As a business coach, I encourage clients who wish to build their business and increase ...
Putting Your Fitness Business in E-motion
As a fitness professional, I am always amazed at the different people that I get to meet each day. Many have attained a high level of success in their chosen careers, and I try to learn as much as possible from them whenever I can. When one of my training clients attributed his ...
Hosting Events that Drive Membership Sales
If you’re in the health club business, then you know that every club has three main priorities: retention, revenue and referrals. Club parties are the perfect way to drive revenue while...
Closing More Sales by Asking the Right Questions
Many sales representatives today are so focused on selling a club’s features, believing that the club and its unique features will sell itself. ...
Coaching in Fitness Centers—The Next Sales and Retention Tool
Not every club member fits into the personal training mold, so some fitness facilities are implementing coaching services to boost their bottom line. Coaching is a system of communication between a client and a coach that enables them to discuss the various aspects of a client’s overall health and wellness. To fitness centers, coaching is the best retention and sales boosting tool to come along in many years....
The Psychology of Motivation
When the prospective club member you are sitting with announces, “I need to lose 25 lbs., but I’m just not motivated to start or stay with it,” they are really saying, “Please help me find my true incentive and my emotional reward that will drive me to take action toward that goal of losing weight.” In other words, get busy helping them identify their exact motivation...
Asking for the Sale with Confidence
Many sales professionals encounter a stumbling block when asking a customer for the sale. Many close by asking, “So, what do you think?” That may sound like a close, but it isn’t. By simply changing the way you ask for the sale, you will automatically increase your closing percentage. ...
How to Achieve Higher Sales Through a Well–Developed Sales Training Effort
Ed Tock, a partner in Sales Makers, tells clubs how they can achieve higher sales through well-developed sales training. ...
What Does Your Web Presence Say About Your Club?
Scott Meldrum, the president and founder of HypeCouncil, discusses what your Web presence says about your club....
