As we continue to struggle to flatten the coronavirus curve by implementing different protective measures, another health crisis is brewing as we become more isolated and less mobile than before the pandemic. COVID-19 is having a ripple effect on various aspects of our well-being that aren’t specifically associated with contracting the virus. Moreover, we are facing the reality that the virus is not going to go away any time soon.
At Active, we’ve partnered with MyZone to enhance our proprietary heart-rate based training program, The ZONE because we know how important heart-rate training is for our members, and it’s helping our bottom line as well.
The Active Wellness Membership Teams compiled our top sales best practices to ensure a successful sales year ahead.
1. Create a Monthly Action Plan
A monthly action plan should include who, what, when, where, why and how for each action item ensuring your plan is set and ready for execution. Every plan should answer how you will obtain tangible leads to turn into sales.
2. Set Daily & Weekly Numbers
Understanding your daily and weekly numbers will help you strategize and plan for a successful month ahead. These goals will help you determine how many appointments are required, calls needed, etc. Our rule of thumb is to have at least 2x as many appointments as your daily goal with the theory in mind that 50% of appointments will be closed.
3. Create a Fluid Pipeline
Sales representatives cannot only rely on marketing to deliver leads. Your membership team should always be looking for referrals. They can obtain referrals at point of sale from their new member, member retention calls, outreach opportunities such as health fairs and local events, and corporate leads.
4. Understand your Client/Prospect
It’s critical for your membership team to understand their client’s goals, interest, and needs. Learning these three things will allow you to learn more about your client, empathize with their best interests in mind and build trust to steer the conversation and tour.
5. Follow the 80/20 Rule
It is very important for your membership sales team to practice the 80/20 Rule which is 80% listening /20% speaking. Listening to your client is key to building trust and understanding their goals and interests.
6. Role Play, Role Play, Role Play
Your team should role play and practice various scenarios as much as possible to build confidence and help your team be prepared for any request or objection. Consistent role-playing will also help them be more prepared and focused on the end result – the sale.
7. Ask for the Sale
The worst thing a Membership Representative can do is to not ask for the sale. There are two things that happen when you ask for the sale. The prospect either joins or has an objection which allows for another opportunity to walk through the objection with the prospect to ultimately signing. If you don’t ask, you lose on both these great opportunities.
Originally printed on the Active Wellness blog. Reprinted with permission. Written by Jerry Cardinali of Active Wellness.
Active Wellness is a specialty management company passionate about building active communities through fitness and wellness. Their mission is to BUILD AND INSPIRE HEALTHIER, ACTIVE LIVES through high touch interactions and technologies that support a better quality of life.
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