Jan 13, 2006 4:36 PM
Step by Step: Sales
Bret A. FitzGerald is a 27-year veteran of the health club industry. He is vice president of corporate communications for Las Vegas Athletic Clubs in Las Vegas, NV, and publisher and editor of LVAC Magazine. He was recently awarded a Master of education degree in health promotion from the University of Nevada, Las Vegas.
In his article, titled The Psychology of Motivation,
Bret Fitzgerald, a 27-year veteran of the fitness industry, explains what every club sales professional needs to know to make a successful sale.
Step by Step: Sales
Closing More Sales by Asking the Right Questions
Jul 6, 2006 1:20 PM
Many sales representatives today are so focused on selling a club’s features, believing that the club and its unique features will sell itself. ...
Coaching in Fitness Centers—The Next Sales and Retention Tool
Jun 8, 2006 11:54 AM
Not every club member fits into the personal training mold, so some fitness facilities are implementing coaching services to boost their bottom line. Coaching is a system of communication between a client and a coach that enables them to discuss the various aspects of a client’s overall health and wellness. To fitness centers, coaching is the best retention and sales boosting tool to come along in many years....
Coaching in Fitness Centers – The Next Sales and Retention Tool
Jun 6, 2006 12:18 PM
The Psychology of Motivation
Apr 7, 2006 5:12 PM
When the prospective club member you are sitting with announces, “I need to lose 25 lbs., but I’m just not motivated to start or stay with it,” they are really saying, “Please help me find my true incentive and my emotional reward that will drive me to take action toward that goal of losing weight.” In other words, get busy helping them identify their exact motivation...
Asking for the Sale with Confidence
Mar 9, 2006 9:47 AM
Many sales professionals encounter a stumbling block when asking a customer for the sale. Many close by asking, “So, what do you think?” That may sound like a close, but it isn’t. By simply changing the way you ask for the sale, you will automatically increase your closing percentage. ...
