Upgrading, Upselling, & Cross-selling: Steps to Increasing Membership Sales provides a compelling 9-step overview of what health/fitness clubs can do to enhance their ability to increase their closing rate, as well as the number of membership sales in the process. The DVD points out the need for clubs to be fully aware of key attributes of their target market. The DVD reviews each step in the process in a systematic manner and discusses what clubs need to do to adequately undertake each step. The DVD also looks at what clubs can do to improve their level of member retention.
• Know whom you want
• The inquiry
• “If you don't mind...â€
• They're here
• To build value, build rapport and establish trust
• Their goals, their language, their gym
• Tour of the future
• Closing should be the natural next step
• OMG...they said yes
• Want to keep em?
