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Health Club Sales Management Mistakes to Avoid

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Jim ThomasJim Thomas

Too many health clubs lose money because their sales management team continues to make the same mistakes over and over. These all-to-common mistakes result in poor membership sales. Here are some of the sales management mistakes we see in health clubs:

1. Confusing Product Knowledge Training for Sales Training. Health Clubs spend thousands of dollars and their membership reps spend countless hours trying to keep up with all the new bells and whistles of the latest equipment. Naturally, this leaves little time for any specific health club sales training.

If anything, too much product knowledge can be your worst enemy in health club sales because your membership reps will do a "feature dump" on everything they know during the tour and membership presentation instead of using that time to qualify the health club guest or asking questions.

2. Hire Only Experienced Health Club Reps. Health Club sales experience can be a great thing, but many times it's not. Too many health club membership reps have sold for years but still have poor selling skills or a lot of bad habits. And worse, they may carry a lot of baggage and can be difficult to manage.

Be on the lookout for the hungry membership rep who wants to improve and aren't complacent.

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