Sales Boot Camp

Are you a lean, green, selling machine?
Do you or your team need some basic training in sales warfare?
Are you in the trenches without the right weapons and tools?
Are you maximising every stage of your sales assault?

This Sales 'Basic Training' Boot Camp over 1 or 2 days is dedicated to membership selling skills and is a the essential foundation training course for membership selling. Drawing on personal military experience this course was developed as a content rich, fast-tracking training module designed to ensure delegates have all the 'tools' and basic sales knowledge to allow them to 'get stuck in' to their role as a membership sales professional.

The course covers not only the basic selling skills, but demonstrates and teaches how to use these at each of the essential sales stages from prospecting for leads to gaining referrals at point of sale.

Who should attend
Membership Sales staff and the Whole Team (when club has no dedicated sales staff) who are new to selling or who have not had any formal sales training
Also ideal for sales veterans who have had some war wounds, wishing to return to the training trenches and hone their skills in modern warfare (sales) techniques.

1 Day Boot camp Basic Sales Training
Covering the 6 main stages of the sales process, this course will leave your staff motivated and well prepared to prospect, deal with enquiries effectively and sell memberships – A must if you want an increase in sales!

Course breakdown

Prospecting
Learn how to generate low cost leads through effective planning and basic marketing tactics
Handling telephone enquiries effectively
Learn to increase appointments generated from telephone enquiries and handle questions about price
Confirming appointments
Increase your show ratio to a min. 70%
Meet and greet
Understand the importance of creating lasting first impressions and the importance of each key area of communication
Needs Analysis/welcome form
Learn effective questioning techniques, pre-handle objections and build rapport
The Tour
Stop the museum tour! Once you have learnt how to use your show round to create value and link the features of your club to the benefits, you will never ‘museum tour’ again.
Price presentation and close
Throw away the price lists and learn how to present  personalised options for membership, most suitable for your customer and close with comfort.

2 Day Boot camp Basic Sales Training
Practice makes perfect!
This 2 day training and interactive course not only covers the 8 stages of the sales process and follow up , it also provides an opportunity for your staff to practice what they have learnt ensuring the complete process is 'up to scratch’ before they are let loose on your potential customers. Incorporating role play and feedback sessions, this course will ensure your staff are confident to make use of their new skills and knowledge immediately and hit the ground running.

Course breakdown

Prospecting
Learn how to generate low cost leads through effective planning and guerrilla marketing tactics and put this is to action by planning example months in groups during the course
Handling telephone enquiries effectively
Increase appointments generated from telephone enquiries and show ratios plus role play
Confirming appointments
Increase your show ratio by 70%
Dealing with no shows
Learn how to get them back in
Meet and greet
Understand the importance of creating lasting first impressions and communication
Needs Analysis
Learn advanced questioning techniques, pre handle objections and build rapport
The Tour
Stop the museum tour! Once you have learnt how to use your show round to create value and link the features of your club to the benefits, you will never ‘tour’ again.
Discover the importance of trial closing
Price presentation and close
Throw away the price lists and learn how to present  personalised options for membership, most suitable for your customer and close with comfort, you'll even learn how to get 'paid in fulls'
Objection Handling
Walk away confident to handle objections professionally in 4 simple stages
Referrals at point of sale
Generate endless leads for free with point of sale referrals
Follow up and follow through
Learn the most effective steps for following up missed sales and the ongoing relationship with new members
Sample Scripts
Take away sample scripts for handling most sales situations for ongoing practice with your team.

"This really was a great 2 days to bring all the team together. Although we do not have any professional sales staff, in only 2 months our sales have risen 30%. Thanks Synergy!"
Barbara Walden, Director, Blackland Leisure

"Melanie was excellent! Enthusiastic and motivational throughout the 2 days and very good at encouraging participation amongst the group"
Trisha Stokes, Sales co-ordinator, Marriott Leisure clubs

Contact us for costs and further details...