Friday, August 29, 2008

Sales Role In Retention

Your sales staff is the pivot point in the long term member formula. Your reception may be the first impression, but the stage is set up by your sales team. Coaching your sales staff to delivery a proper needs analysis is key. This gives the member the proper induction presentation based on what they desire. Additionally, if this process is properly recorded it can be used in the future to track success and used to build rapport with your fitness team.
it often occurs that a salesperson gets in a routine with his presentations and the result is a depersonalized interview with the prospect. Forcing a prepared needs analysis will insure that each prospect will feel that you are interested in them. When we talk about how can sales effect retention it starts with letting the new member know at the first interaction that we care about them and will not treat them impersonally.

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1 comment:

R said...

Good points but grammar and punctuation needs work.