What can be the Factor In Consistent Sales Success?

We can see there are literally hundreds of sales  opportunities currently occurring in your club right now! These include upgrades, addons, member questions, prospect questions, and random phone calls… not to mention ancillary sales situations. When at work, spend some time every day, or every hour, getting out of the office and watch, look and listen to the minute-to-minute interactions between your members/customers and your staff. Then figure out how to start acting on what you find! So Pay attention and find oppurunities for sales.

Many sales people in the industry today are simply “order takers”, and unfortunately, their clubs sanction this. Sales staffs sit around waiting for the next walkin or telephone inquiry, and that’s the extent of their efforts. Too often, sales people expect management to generate all the new customers. Even worse, often sales people believe that’s why management is there! The sales people should be generating the business! The club-generated leads should be extra. In my book a sales person’s job is to produce leads and to sell the memberships that don’t sell themselves. If you’re not getting that, then reevaluate. Your people should arrive at work with a “plan” and have business of their own lined up for the day when they walk in. They shouldn’t just be waiting for it after they get there. In simple terms, sales people should understand they are expected to produce, with everyday diligence and effort.

In my view, if the staff is not thoroughly and properly trained in the first place, we may be losing more potential members than we are acquiring. If the staff members don’t continually work on sharpening their skills, then sales results will fall short. Create a sales staff culture of a constant practice of observation, analysis and communication. It can be challenging and fun! Not only will the sales persons become more skilled, but energies and job satisfaction will be higher.