National Sales Center

What This Health Club Should Be Doing To Increase Membership Sales

By Nick Moreno, Sales Coach

All business want to learn how to increase sales. After all, if you are not generating profitable revenue, you are out of business. So, finding new ways to increase sales is key to business success.

Unfortunately, too many businesses that are struggling with the question of how to increase sales often overlook the obvious. They rush to spend more money on marketing and advertising or they cut prices with special sales promotions. There is an easier and more profitable way to increase sales. Consider my recent visit to Health Club looking to increase membership sales.

It was obvious this Health Club wanted to increase membership sales. They were advertising all over and yes, they had a special pricing promotion that caught my eye. I decided to check it out to see if it was the answer to loosing the few pounds I recently gained.

Increase Membership Sales

So, I visited this Health Club that wanted to increase membership sales and I was promptly introduced to their salesperson. As a sales trainer, I’m always interested in meeting salespeople and observing their sales skills in action. I wanted to know how this salesperson was going to increase membership sales at this Health Club.

The salesperson was very friendly and gave me a tour of the facility. At the end of the tour, the salesperson handed me a pass for a free week at the Health Club… and that was it. The reason this Health Club needed to increase membership sales was clear to me. They needed salespeople that used sales skills. I was so disappointed in the salesperson’s performance I decided not to join the Health Club. Here’s what went wrong.

Increase Sales

Although there were many things this salesperson should have done, two just jumped out at me. First, the salesperson never asked me why I was interested in joining a health club. There are many different reasons that attract people to a Health Clubs. Some may just want to socialize, some may want bigger arms and others may be under a doctor’s order to get in shape. In my case, I just wanted to lose a few pounds… something the salesperson never uncovered.

You see, a quick tour of a gym has nothing to do with salesmanship and is no way to increase membership sales. I wasn’t looking to buy a gym. I wanted to lose a few pounds. The salesperson should have been selling me on the benefits I’d enjoy by joining the gym. The salesperson needed to tell me how the gym would deliver the weight loss I wanted and how great I would feel once those few extra pounds were gone. But the salesperson could not do that because the salesperson never uncovered why I was interested in joining a Health Club.

Second, the salesperson never asked me for the order. Instead of handing me a free pass, the salesperson should have made some attempt to close the sale. If you are not asking for the order, how do you expect to increase membership sales?

How To Increase Sales

This health club’s advertising and pricing promotion gained my interest but that’s all they did. The way to increase membership sales is with the use of sales skills. This health club needs some sales training and I still need to lose a few pounds. I think I’ll go back and trade them one copy of my “Progressive Sales Process” sales training DVD for a one year membership. I think that would be a great deal for both of us. I’ll lose a few pounds and they will increase membership sales.

Nick Moreno, Sales Trainer

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Tags: how to increase sales, increase membership sales, Increase Sales, increase sales efficiency

Stop Talking And Close More Sales!

Learn Sales Skills That Keep You Focused.

By Nick Moreno, Sales Trainer

The National Sales Center, A Sales Training Company

Yap, yap, yap,,, yada, yada, yada… is not selling. It’s annoying and distracting and could keep you from an order. But, too many salespeople think if they are not talking something is wrong. Fact is, something is very wrong if the salesperson is doing all the talking. Learn sales skill that keep you focused on your prospect and close more sales.

Close More Sales

I’ve observed too many salespeople lose their prospect’s interest because of “sales rep babble”. These reps need to learn sales skills about strategic talking. That’s the only way they will close more sales. Their prospect stops listening to them… starts focusing their eyes on the corner of the room… and begins daydreaming about golf, fishing or shopping. Who can blame them? All this can be fixed by proper sales training. These “salespeople” could close more sales if they learn sales skills.

If you expect prospects to listen to you, every word out of your mouth has to be relevant and important to the prospect. If every fifth sentence fits that criteria, your prospect will never hear that fifth sentence because by the fourth sentence… you’ve lost them. You’ll never close more sales that way! We all know most salespeople have short attention spans. Well, so do most prospects. These reps need to learn sales skills that keep their prospects engaged and once they do, they will close more sales.

How To Close More Sales

We all want to close more sales. So, why do so many salespeople suffer from a mouth that just keeps going and going? Sometimes it’s nerves and these salespeople need to learn sales skills about relaxing if they expect to close more sales. Other times, “sales rep babble” happens because the rep wants to appear to be an intelligent quick thinker but that’s not how they will be perceived by most prospects. How is that strategy going to close more sales? Still others need to learn sales skills because they are just fishing and praying they may just stumble upon something that interests the prospect. That’s no way to close more sales. But all too often, the prospect has already been “talked” into a coma. These reps need to learn sales skills that will keep them focused on the sales process so they can close more sales.

You ears… and not your mouth, need to be going all the time. That’s how you close more sales. Selling is about listening not talking and reps need to learn that sales skill if they want to close more sales. The top sales professionals understand this sales skill and typically talk less than 35% of the time. That’s why they close more sales. The top pros spend the majority of their time listening, looking for buying signs, understanding the prospects needs and formulating how their product addresses those needs. They are too busy listening and thinking so they spend a lot less time talking. In order to close more sales, all salespeople learn learn this sales skill.

Close More Sales By Listening

So, if you suffer from “running mouth disease”, know there is a cure. Let me give you some sales skills training tips about using your ears, and not your mouth, to close more sales. This is the type of sales training that develops Sales Superstars so I want you to learn these sales skills! Once you do, you’ll close more sales. Let’s start with an understanding of when you should be talking and when you should be spending most of the time listening. This “understanding” will show you how to close more sales.

YOU CAN CLOSE MORE SALES

The only point in the sales process that requires salespeople to do most of the talking is when you are presenting your solution. You’ve uncovered a problem and now you have center stage to present your solution. Obviously, at this point you should be the one talking and presenting, so let it all out… but do with intent and focus! Learn this sales skill and you will close more sales!

When should you do the least amount of talking? Well, lets start with the Golden Rule. NEVER INTERRUPT YOUR PROSPECT.. a sales skill we all need to learn.! Never assume you know what your prospect is going to say next and finish their sentence for them. Its annoying, not polite and may cost you valuable information. Learn sales skills about when to talk and when to listen and close more sales. You’ll never close more sales if you keep interrupting prospects.

Also, never say a single word after you’ve ask for the order. It’s your prospect’s turn to speak next. If you start talking before your prospect had an opportunity to speak, you defeated the purpose of your closing attempt. Close more sales once you learn sales skills about asking for the order.

Remember, stop selling once your prospect agrees to give you the order. Let your prospect know they made a great decision and let your prospect know how you will implement the order. But, once you got the order… STOP SELLING. Tell your prospect they made a great decision, thank them for their business and let them know how you will implement the order… BUT STOP SELLING! I’ve see salespeople actually talk themselves out of the order because they continued to sell after they had the order. Don’t let that happen to you. Learn sales skills that cover what you must do after you’ve closed the sale and you’ll always close more sales.

Well, I hope learned some sales skills that will help you close more sales.

That’s my mission and I’m sticking to it!

Good Selling and Keep Closing More Sales!

Nick Moreno, Sales Trainer

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Tags: close more sales, how to increase sales, learn sales skills, sales skills, Sales Training