Fitness, Memberships and Money

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Trafford Publishing, 2004 - Business & Economics - 193 pages
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Fitness, Memberships and Money is a system that was created to help the sales professionals in the health club industry improve their ability to recruit and sell new members. This book was written in a basic form from information that has been tried, tested, and enhanced. Many books have been written on sales and management of fitness centers that incorporated selling theories that have never been tested in the real world. This book gives it to you straight with the real techniques used by the best closers and prospectors in the industry. These proven tactics built the largest health club chains in the world today. The scripts, practicing methods, closing techniques, prospecting, will lead you down the path of success.

 

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Contents

Chapter 1 INTRODUCTION
1
Chapter 2 THE FISHERMAN
4
Chapter 3 HOW THE SYSTEM WORKS
8
Chapter 4 SALES PLANNER OR DAILY PLANNER
9
Chapter 5 FRONT DESK SYSTEM
22
Chapter 6 MASTER APPOINTMENT BOOK
26
Chapter 7 THE LANGUAGE OF SALES
29
Chapter 8 HOW TO SPEAK TO A GUEST
31
Chapter 26a FITNESS TI SCRIPT
113
Chapter 27 PROSPECTING
115
Chapter 28 HOW TO HANDLE PASSES
140
Chapter 29 SALES PRESENTATION CHECKLIST
142
Chapter 30 FREE PERSONAL TRAINING
144
Chapter 31 HOW TO INTERACT WITH THE STAFF
145
Chapter 32 A MENTOR
148
Chapter 33 HOW TO MAKE SIGNS
150

Chapter 9 GREETING AND INTRODUCTION
34
Chapter 10 BUILDING RAPPORT
37
Chapter 11 PREQUALIFICATION USING THE GUEST PROFILE
39
Chapter 12 FILLING OUT THE MEMBERSHIP AGREEMENT
45
Chapter 13 MIRRORING AND MATCHING
50
Chapter 14 UNIFORMS AND NEATNESS
52
Chapter 15 HOW TO DEAL WITH A TOUGH CUSTOMER
54
Chapter 16 THE TOUR
56
Chapter 17 THE COMMITMENT QUESTION
61
CHAPTER 18 ANY ADDITIONAL QUESTIONS
64
CHAPTER 19 PRICE PRESENTATION
65
Chapter 20 HOW TO OVERCOME OBJECTIONS
68
Chapter 21 CLOSING
70
Chapter 22 PERSONAL TRAINING
97
Chapter 22a PERSONAL TRAINING PRESENTATION
100
Chapter 23 HOW AND WHEN TO TO
104
Chapter 24 POST SALE
107
Chapter 25 TELEPHONE SKILLS
108
Chapter 26 THE TELEPHONE INQUIRY
111
Chapter 34 THE CLOSEOUT MASTER PLAN
152
Chapter 35 TIME MANAGEMENT
156
Chapter 36 HIRING AND TRAINING
159
Chapter 37 MAKING IT FUN
161
Chapter 38 MEMBER RETENTION
162
Chapter 39 PRODUCTION MEETINGS
164
Chapter 40 AEROBIC INSTRUCTORS
166
Chapter 41 THE BEST CLUBS HAVE THE BEST TEAMS
168
Chapter 42 THE DUES BASE
170
Chapter 43 CLOSING SHEETS
172
Chapter 44 ASKING QUESTIONS AND USING TIE DOWNS
173
Chapter 45 COMPENSATION PLANS
176
Chapter 46 PUT THE KIDS IN KIDS CLUB
179
Chapter 47 BUDDY REFERRALS
181
Chapter 48 INCREASE YOUR SALES KNOWLEDGE
184
Chapter 49 DRILLING
186
Chapter 50 CORPORATE MEMBERSHIPS
189
Be a Part of the Betterment of Fitness Sales
193
Copyright

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About the author (2004)

Ron Thatcher has a proven track record as a top producer in the industry. he had been an owner, a president, a manager and a sales person. Ron has trained fitness professionals from California to Chicago, from Nevada to China. Thousands of salespeople have used his techniques to improve their paychecks. In the 31 clubs that he has been a part of, the results have always been the same: a dramatic improvement in the sales and management departments. Ron has a profound empathy for the struggles of the salesperson and has written this book so the road to success may become clear to all.

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