Notes
Slide Show
Outline
1
Creating A
Top Performing Club
  • Let’s define a Club Level Top Performer !
2
Creating A
Top Performing Club
  • Offer up examples of Top Performers in your club – Sure you can brag them up !
3
Creating A
Top Performing Club
          • Let’s discuss the role natural energy plays in the sales process………

  • How can we develop this to a
  • higher level ?


  • What is scripting and does it
  • play a role here ?
4
Creating A
Top Performing Club
  • Name a non sales department in your club that absolutely depends on Natural Energy for success ?????


  • Discuss how – why – details to release more Natural Energy.
5
Creating A
Top Performing Club
  • Let’s discuss the front desk and the people their in this context.


  • How does the pitch work there for you?


  • What gets in the way here ?
6
Creating A
Top Performing Club
  • Let’s once again apply this to the sales process;


  • What is the performance here ?


  • Discuss the obstacles.
7
Creating A
Top Performing Club
  • Within your club lets discuss “messes” and how to “mine” them:
  • Group exercise classes
  • Reception desk
  • Sales
  • Locker room
  • Other thoughts………..
8
Creating A
Top Performing Club

  • Where do you experience the most jams ?


  • Who is your best juicer ? Why ?


  • How can you develop this skill ?
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Creating A
Top Performing Club
10
Creating A
Top Performing Club
  • You are about to close a membership sale with Mr. Smith. Mrs. Smith walk in,


  • “Bill what’s taking so long the kids and I are waiting to go to Wal Mart to buy school supplies for our kid’s – We can’t wait forever”.
  • Juice the Jam !
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Creating A
Top Performing Club

  • You are making a sales presentation and your prospect seems to losing interest. What type of insurance can you use at this time?
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Creating A
Top Performing Club
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Creating A
Top Performing Club

  • A personal trainer has failed to meet expectations of a member. The member is looking to cancel their remaining sessions as well as their membership. What insurance can you use here ?
14
Creating A
Top Performing Club

  • How does the following statement apply to your facility ?
  • “Closing does not always mean asking for the business. Closing is wrapping things up in a clear and compelling manner”
15
Creating A
Top Performing Club

  • How does this principle apply to your group exercise class program ?
  • Or an individual workout ?
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Creating A
Top Performing Club


  • Once again lets list several departments in your club and describe a “hat pass” for each
  • What does a full hat look like?
  • What does an empty hat look like?


  • Remember the “hat” never lies.
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Creating A
Top Performing Club
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Creating A
Top Performing Club
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Creating A
Top Performing Club
  • Pick a department in your club that should have a stronger circle and outline a plan to build it bigger and stronger.
  • Tell us what or who will be at the center of this circle.
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Creating A
Top Performing Club
  • STEVE WILL BE SIGNING BOOKS
  •  AT THE BOOTH.
  • COME VIST US AND ASK HOW TO GET INVOLVED WITH THE NEW
  •     CMS CLUB TOP PERFORMER DASHBOARD PROGRAM
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Creating A
Top Performing Club