Take Ownership! FBC
UPFRONT» Sales Training BY PAULA COMFORT W
hether this is your first month or third year working as a member- ship advisor, you need to
think big. You need a vision of where you see yourself in the future, and you need to have goals. As the saying goes, “A journey of a thousand miles begins with a single step.”
Weekly Sales Meeting Agenda 1. Icebreaker (5 minutes) • List all the resources you have for learning more about the industry.
2. Training Component (30 minutes) Topic: Take Ownership (see details below)
3. Results to Date (10 minutes) • Review information-call booking ratios • Review tour closing ratios
4. Prospecting and Marketing Update (10 minutes) • Brainstorm a new program for the club.
5. Open Communication (5 minutes)
Training Topic: Take Ownership 1. Manage your expectations Don’t expect immediate success. Get
used to the word no. People often need time to think about joining a club, all of the options and if they are really ready and prepared to start a new life- style. The good news is that when you hear the word no, the sales activity you are doing is the right activity because it is generating appointments.
2. Make it your own Hopefully you have had sales train-
ing and been given ample resources to understand the sales process. Make it authentic. Be yourself. Personalize ev- erything you can so that you eventu- ally develop your own script. Practise makes perfect, so tour everyone you can to get better.
3. Know the industry and your brand Learn everything you can about
health and wellness. Be an expert with all the product knowledge. Do your
16 Fitness Business Canada May/June 2013
research. Read your website over and over again. Know your club’s own- ers and key players. Get on the Fitness Business Canada and IHRSA websites. Go to conventions. Visit sales and net- working sites.
4. Know the products and programs Understand the details of TRX, Gravity and Skinny Jeans classes. Learn how someone who wants to lose weight can do this on a program at your facility. Find out how members plug their iPods into the cardio equipment. Become an expert in your field.
5. Show up Have a plan, and work your plan. Be engaged in your work. Surround
yourself with successful people, and learn from the best. Work out before your shift, and dress for success.
Paula Comfort has over 20 years of experience in the fit- ness industry. Most recently she was managing director of fitness for Spa Chakra Inc., a luxury spa and health club company where she started
the division. Previous roles include area vice- president of The Sports Clubs of Canada/Bally Total Fitness. She is currently a partner in her own consulting company, 360 Impact Group. Contact her at
paula@360impactgroup.com or 416-565-6025.
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