More Sales for Better Cash Flow
Every business dreams of making more sales every day, but why do some organizations simply do better than others? Essentially, what you need to create is a sales culture that embraces the art of selling what people want and here are 4 concise ways to introduce better sales-promoting habits at your gym or fitness club:
Less Talk, More Sales
The biggest rookie mistake any sales person can do is to talk too much and talk too fast. Giving no room for your customer to step in and ask questions will only allow them one mode of response at the end of a 15-minute long sales pitch – which is to ask “how much will this cost me?”. Cold-calling someone on the phone or talking to a random stranger may seem daunting, but it is absolutely no reason to oversell a gym membership without understanding why the potential customer is there in the first place. Convert the one-way sales pitch into a conversation with the other person.
“Tell Me More About Yourself”
Never be afraid to get to know your customers better, simply by asking questions. What caused them to visit the gym today? Do they work nearby? What are their fitness goals? Are they aware of all the facilities you have to offer?
Practice Makes Perfect
The first sale is always the hardest, so you may want to make things easier for your sales team by scripting some bits of the conversation. For example, prepare your staff on how to answer popular questions like how much the membership is, or if they want to know more about the cancellation policy, so that all customers are well-informed, regardless of who they talk to from the sales team.
Give Them What They Want
Customers will vary in terms of their fitness goals and expectations, so with enough practice of the above three habits, your sales team would now be in the habit of listening well to what the potential customers are looking for. This is especially important during the tour of the facility as someone who wants to only go for Yoga classes shouldn’t be shown the weight room and vice versa.
Need more tips? Learn the basics of how to sell a gym membership here.