Find The Right People! Give Them The Tools!

Find The Right People:

Constantly be on the look-out for people who have the potential to make good sales people, even if a position is not currently available. Happy, friendly, approachable people should top your Most-Wanted list, because job skills can be taught but personality and attitude cannot. Other qualities include, honesty, hard worker, enthusiasm, and an ability to show initiative and be self-motivated.

Your existing staff members are a good place to start looking for potential candidates. Include job advertisements in the pay packets of your employees or display in the staff room. The advantage of recruiting internally is that you don't have to worry about whether they will fit into your business culture and way of doing business.

Train Your Team

?It is more expensive not to train your people and have them stay. than to train your people and have them leave?      Zig Ziglar

All staff, not just your sales team, should know about the eight-step selling cycle: prospecting, initial contact, qualification, the tour/explanation, price presentation, overcoming objections, closing the sale and referrals. When people understand the big picture of a business they feel pride in their knowledge and are more likely to become informed advocates for your club. Also have your sales staff tour and present to the instructors, and have the instructors train the sales people. When each experience's the other's jobs first hand they develop a healthy respect for each other and are more willing to work as a cohesive team.

After any type of workshop training or seminar the implementation and reinforcement process is the key to ensuring that a sales and management team learns and implement all the new selling skills.  Continual reinforcement is the major catalyst to ensure success in the utilization of these sales techniques and strategies.  To make any training effective, it must be an ongoing process and reinforced regularly by senior staff and management.