Whether you are a salesperson or the director of sales at your fitness facility, you are likely seeing a decrease in prospect traffic at your health club. If so, converting those prospects who do come through your doors is more important than ever. Both sales veterans and sales newbies have a great opportunity to attend eight sales sessions at the Club Industry Show Oct. 12-14 at the Hyatt Regency Chicago that will offer solutions to the difficulties of sales in today's health club market.
The best part is that five of the sessions are all led by Karen Woodard of Premium Performance Training, who serves as this year's sales track chairperson. It's like getting a full day of consulting expertise from Woodard, who is an international author, speaker and consultant. She has provided sales, marketing, service and management training to hundreds of clubs, hospitals and Jewish Community Centers. Her sales training involves interpersonal and selling skills for membership staff, personal trainers and all non-dues revenue departments. In addition to selling skills, Woodard provides logistical and organizational development for the sales department.
Her full day of sessions on Oct. 13 allows you to take advantage of the sales expertise of Woodard in one place on one day for one price.
"You will get tools to increase effectiveness and results with all of your sales efforts," Woodard said. "This full day of sales insight will provide value for veterans and new sales staff alike."
Woodard will present on these topics on Oct. 13:
- Hiring the Right Sales Staff and the Right Number of Sales Staff
- Setting Sales Goals and Compensation
- Roundtable Lunch: Will Salespeople Soon Be Obsolete?
- Training, Motivation, and Managing to Get the Best Performance from Your Sales Staff
- How to Determine Key Performance Indicators for Your Sales Department
Sales sessions led by other sales experts include:
"How to Sell Personal Training to Your New Members" presented by Nicholas Osborne, Owner of Personal Training Department Blueprint / GO: Fitness/Go: Sports. Attendees will learn an easy and effective onboarding system for new members of the club to start with a personal trainer right away. Owners/managers will walk out with a system that will increase revenue for the club within 30 days.
"Reframing Sales for the Personal Trainer" presented by Mike Gelfgot, franchisee partner, Anytime Fitness. In this session, concerns about and solutions to being "the kind of salesperson nobody wants to be" will be presented. You will walk away with the tools necessary to become the kind of salesperson you can and need to be to take your personal training practice to the next level personally, professionally and financially.
"Going Natural: Increase Sales by Offering Natural Nutrition Products in Your Health Club" presented by Andrew Pittz, president, Heartland Superfoods. As consumers increase spending on non-GMO and natural foods, smart health club operators are responding by incorporating more natural nutritional products in their pro shops, smoothie bars and cafes. If you aren't offering these products already, you may not be responding to the changing consumer market, which could decrease ancillary and dues revenue. Find out how to differentiate your center and send the right signals to members about healthy eating by offering natural nutritional products that can increase sales and improve your customers' experience, engagement and overall wellness. Additionally, receive a staff sales training and promotions plan to sell these products so you see a desirable ROI rather than have inventory sit, expire or disappear.
Don't delay in getting help with your sales. Register today for the Club Industry Show.