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The 8 Critical Steps for Selling Gym Memberships at #IHRSA2014
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The 8 Critical Steps for Selling Gym Memberships at #IHRSA2014

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This presentation revisits the standard 8 steps in sales that the fitness industry has traditionally performed. This presentation shares an additional 8 steps that will allow you to close more sales …

This presentation revisits the standard 8 steps in sales that the fitness industry has traditionally performed. This presentation shares an additional 8 steps that will allow you to close more sales than ever before!

Published in: Business, Health & Medicine

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  • Thank you for coming today.There are many other sessions you can attend today, not to mention not even being here, so I appreciate your time and will not take your time for granted. You will learn something . . . Even somethings today that you can implement immediately.
  • 2014 is my 25th year in the fitness industry. Which makes me one of the longest serving business coaches and consultants in the industry in the Asia-Pacific region. This proves:I am really good at what I do; orNo-one will offer me a full time job, so I have to keep working for myself.Prior to my role as a thought leader, I started as a gym instructor, then a personal trainer, sales person, sales manager, club manager, club owner of 1 club, club owner of 2 clubs and back to a single club owner. So the full gambit of roles in in our industry.  I have helped 356 individual health clubs, 824 personal training businesses and presented to over 10,000 people across 13 countries with their human resources, retention strategies, social media in more recent times, marketing and differentiation of their business. And every time I work with an individual or present to a group I learn. So I am expecting to learn from you today as well.
  • My role as a business coach is to challenge the status quo.I believe deep down that if you are playing it safe it is dangerous in business. Break throughs in life and business occur when we stretch our comfort zones. So be prepared today to be challenged around social media.
  • In 2014, my business theme to give me laser focus in what I do, put on You Tube, add to Facebook or Tweet is #enhance.My Big Hairy Audacious Goal is reduce the health care costs across the globe by increasing the number of people exercising so that my 5 year old daughter can grow up in a world that is not using resources keeping an aging fattening sickening population alive.  This year my company’s focus is to #enhance people’s lives by creating better balance, allowing them time to exercise. It is also to #enhance your businesses so that you can help me achieve my goal. And that is why I am here today sharing my experiences around social media.
  • You can join the #enhance movement today too . . .You would have received a wrist band on coming in today. Pop it on your wrist so this is a physical trigger to remind you to #enhance people’s lives and your business.And you can go to our website and commit to what you will do to #enhance in 2014.
  • I have a degree of cynicism of our industry when it comes to personalization. I believe many businesses screw it up from the beginning. I am confident I can substantiate my views with facts.  One of the services we offer clubs in Australia and New Zealand is mystery shopping. I can assure you that the majority of health clubs around Australia, sell a membership to me that is the same as the person before me and the same as the person after. Where is the personalization?  Granted for many – not all – the clubs personalize a tour based on the prospects needs. And those that don’t personalise the tour, just follow a well worn path around the club stopping along the way at the feature highlights – whether relevant or not to the prospect. At the pricing and membership presentation stage, clubs cease the personalization as you smash me into a membership program that suits you. Many consumers feel that the previous 30 minutes has meant nothing. In fact just yesterday, I had a club owner email me and ask “Is a needs analysis really necessary these days?” From our experience as Mystery Shoppers, the industry aims to gets prospects started on a membership that has no relevance – in the prospect’s mind – to theresults they want or their lifestyle or in other words their Youniverse.
  • Transcript

    • 1. 8 Critical Steps To Selling Memberships8 Critical Steps To Selling Memberships Justin Tamsett Managing Director Australia
    • 2. 8 Critical Steps To Showing Your Business Has The Solution To Solving People’s Health & Fitness Problems.
    • 3. What is this #enhance thing?
    • 4. You can join the #enhance movement too www.ActiveMgmt.com.au/about/enhance-2014/
    • 5. Since the 1990’s
    • 6. Step 1 The incoming call Step 2 The meet & greet at the front desk Step 3 Needs Analysis – what do they want? Step 4 The Tour – show them the solution Step 5 The Price Presentation Step 6 Ask For The Sale – show me the money! Step 7 Over come any objections Step 8 Ask for referrals “The Eight Steps”
    • 7. Any questions on these steps?
    • 8. Step 1 The incoming call Step 2 The meet & greet at the front desk Step 3 Needs Analysis – what do they want? Step 4 The Lever Step 5 The Tour – show them the solution Step 6 The Price Presentation Step 7 Ask For The Sale – show me the money! Step 8 Over come any objections Step 9 Ask for referrals “The Nine Steps”
    • 9. Youniverse
    • 10. Critical Sales Step #1 Market segmentation
    • 11. Critical Sales Tip #2 Use my name
    • 12. • Use the customer’s NAME • Say PLEASE & THANK YOU when asking the customers for information • Show your INTEREST in the customer’s needs • Show EMPATHY for the customer’s feelings • Explain your REASONS when you have to say NO to a customer’s request • SMILE – even when you are on the phone! Goal: Build MASSIVE Rapport
    • 13. Critical Sales Step #3 Show me what I need
    • 14. Critical Sales Tip #4 Sell me what I want
    • 15. Critical Sales Tip #5 Alternate Choice & then Shut up!
    • 16. Critical Sales Tip #6 Hand written cards
    • 17. Personalisation Tip #1 T Thank you G Get personal. Mention of their goals/need/wants F Follow up. When you will chat to them next
    • 18. Critical Sales Tip #7 Earn Your Referrals
    • 19. Critical Sales Tip #8 Follow up everyone
    • 20. 8 Critical Sales Tips Market segmentation Use my name Show me what I need Sell me what I want Alternate choice & then shut up Hand written cards Earn your referrals Follow up everyone
    • 21. Justin Tamsett B.Ed (Phys & Health Education) Feel free to contact JT: jt@activemgmt.com.au or +612 9484 5501 Follow JT on Twitter: @JTActiveMgmt To read JT’s blog: www.justintamsett.com Become an Active Management Fan on Facebook: www.facebook.com/activemanagement And for more information on Active Management: www.activemgmt.com.au "What you leave behind is not what is engraved in stone monuments, but what is woven into the lives of others." Pericles
    • 22. Check out www.ActiveMgmt.com.au to become an Active Management Member