IHRSA Sales System Overview

We provide a sales training tool for club managers guaranteed to increase membership sales while strengthening your sales force ...

Our research into the Health & Fitness Industry validates the need for specific foundational skills to be able to fulfill the demands placed on associates with the responsibility of membership sales. We have partnered with industry leaders including IHRSA to develop a subject matter expert team to create a sales and skill building series for the Health & Fitness Industry called Staff Training for Success.

Staff Training for Success Selections

Prospecting

Telephone Techniques That Work

Why is it that some sales people can effectively communicate on the phone while others struggle? Successful sales professionals know and use telephone techniques that work. This program offers several techniques to improve phone skills and deliver positive results.

Objection Handling

Communicating Through Sales Resistance

Learn how to strategically discover what your prospect really thinks and feels. This program offers techniques and skills to take you beyond the handling of objections and other forms of sales resistance.

Pre-Handling Objections

Objections are part of most selling situations. This program presents a strategic approach to avoiding and handling as a strategic tool rather than a response to undesirable customer reactions.

Better Selling Skills

The Art Of Building Rapport

Building rapport is an art, but it is one that can be learned. This program explains simple to use, but often forgotten, ideas that help sales professionals build rapport.

Selling After The Sale

Every day, sales professionals lose great selling opportunities by not understanding what to do after a customer says yes. This program explains how to take advantage of great sales opportunities that are often overlooked.

The Art Of Negotiation

Experienced sales professionals face opportunities to negotiate throughout the sales cycle. This program focuses on identifying opportunities to negotiate as well as specific skills that create Win-Win results.

Leveraged Selling

Developing sales leads by actively networking is a skill. Several specific techniques that will pay big dividends are recommended.

Advancing the Sales

Make It Happen

Successful salespeople make sales happen by creating an impending event. This program introduces unique ways of getting decisions today.

Closing

The Sequential Close

Successful sales professionals understand the importance of closing throughout the sales process. This program isolates the three areas that must be confirmed and sold in order to achieve successful positioning for the final close.

Crash & Burn

What goes wrong sometimes when closing a sale? This program highlights the main reasons potential sales are all too often walked right out the door. Several effective tips are presented for avoiding the pitfalls.

Attitude

The Selling Attitude

Developing and maintaining the right attitude is a skill successful professionals have mastered. This program presents ideas from successful sales professionals who embody the selling attitude.

When Call Reluctance Comes Knocking

Every sales professional experiences call reluctance from time to time. This program looks at the different reasons for call reluctance and prescribes specific action steps that close the door to call reluctance.

Your First Impression May Be Your Last

First impressions have a tremendous impact on the success rate of your facility or club. It affects new memberships and it impacts your retention of existing members. The front desk or reception area is one key area that has the greatest impact on making positive impressions. This program offers tips and strategies for helping your staff make strong, positive, lasting impressions that promote sales and quality service.

Presentation Skills

Presenting Solutions

Beyond the basics, there are presentation skills that result in more effective communication and persuasion. Understanding these skills will exponentially increase the power of presentations. Needs analysis tour.

Consultative Selling Skills

Building Value

Every sales professional faces price concerns. This program considers price from the perspective of value. It teaches skills that position the sales professional to increase the perceived value of their product rather than lower the price.

The Power Of Needs Based Selling

Selling to customer’s needs is true consultative selling. This program covers skills that create the foundation for needs-based selling that many experienced sales professionals do not understand.

It’s Who’s Out Front That Counts

The front desk and reception area is not only responsible for meeting and greeting members, guests, and walk-ins. They also play a critical role in keeping track of staff schedules and needs and in ensuring member satisfaction. They must also be able to multi-task effectively under pressure. In this program you’ll learn tips and strategies for effectively mastering the front desk, reception position.