How to Master the Art of Selling Health Club Memberships

By Jim Martin

How to Master the Art of Selling Health Club Memberships by Jim Martin

• Language: English
• Publisher: Page Publishing, Inc.
• Release date: Jan 3, 2022
• ISBN: 9781662432224

Book preview

Daily Sales Success Management Plan

You’ll hear this euphemism several times throughout this book: Failing to plan is planning to fail.

Success can’t be reached without a plan. Success doesn’t just happen. Reaching sales goals doesn’t just happen. It takes a well-thought-out daily plan to reach sales goals on a regular basis. Okay, I’m going to brag here. I worked for Tennis Corporation for ten years as a sales manager and regional sales manager. That’s 120 months. I missed my sales goal 8 times out of 120. I was voted in as Sales Manager of the Year almost every year. Finally, my COO and mentor, Doug Cash, asked me if I’d be okay not winning it for a few years. That’s when they made me a regional sales director.

To me, hitting sales goals is a real high! It’s like the home team winning a football game! It’s a great feeling to hit that goal. On the other hand, it’s not a good feeling to miss your sales goal. So I’m going to give you my guaranteed daily sales activities that, when put into action, will significantly increase your sales and make you hit your monthly sales goal!

Daily Sales Success Management Goal Form

Do you think a successful NFL coach goes into a game without a plan? How about a successful business, like Walmart or Amazon? Do you think the owners, like Sam Walton, the founder of Walmart, didn’t have a plan? Of course, he did and he executed it every day.

So I want to give you a plan that’s called TDT. That’s a plan that’s tried dependable and true! I have adjusted it over the years, I found new ways to increase me and my sales team’s sales. So if you’re not a sales manager but want to give this daily sales success management plan to your sales manager or manager, I believe they will be very proud of you! If you are a sales manager or manager and don’t have a daily sales success activities plan, use this plan to give you some ideas to make your own plan.

Daily Sales Success Management Sheet

Tours: _______

Sales: ________

Referrals:_____

Date: ___ Club Sales Goal: ___ Current Sales: ____

Personal Sales Goal: _________________________

Personal Sales Month to Date: _________________

My success is based on what on my daily sales activities and sales standards are:

15 contacts per day

5 appointments set per day

Average 5 referrals per sale

Close at 70%

Phone in apt set percentage: 70%

Contacts Monthly Goal: 300 / Appointment Set Goal: 80

Info Calls Today: ______________ Info Calls Appointments Set: ____

Outreach CORPS GRPS/ORG’s ___________________

TOTAL APT SET:

E-mails Sent: _______ Voicemails Left: ______ Text Sent:_______

Text Goal: 30 Minimum

Corporate Contacts Goal: 3 per day: Text Goal 50 minimum:

Corporate Contacts today: ______: CorpFit Set:___:#of Emps:_____

Corporate Contacts Goal 3 per Day MTD: _____:

Company:_____PH#____Contact_____#of emp:_____

Company:_____PH#____Contact_____#of emp:_____

Company:_____PH#____Contact_____#of emp:_____

Contacts:

Making the Member Connection Is Very Important

The number one source of new members in our entire industry is member referrals. We as sales representatives are surrounded by this source all day, every day. So I will share with you how I have used this to my advantage to get a steady stream of leads from my current members.

Get to know your members. I love my members. I show it in many ways. The most important thing you can do is not to walk by members without acknowledging them. At my current club, we have over four thousand members. I know most of them because I go out of my way to recognize them or introduce myself. If a member is approaching me that I don’t know, I go out of my way to walk up and introduce myself to them. This can result in a magic moment. Let me give you a question and an example: If the owner of your club was walking toward you in a hallway where you are making eye contact, would you say, Hello… How are you today? Question: who is more important, the member or the owner? If you said the member, you are right. Don’t get me wrong, I always acknowledge my owner and my coworkers…all of the time. However, the member is paying dues; we really work for