Strengthen Your Sales Team With Value-Based Selling Techniques

Strengthen Your Sales Team With Value-Based Selling Techniques explains why a club's success is not just about selling memberships, rather it's about getting to know the facility's members and keeping a long-term perspective. The DVD details the fact that an essential job of every health/fitness club is to create an experience for members and help them shape and understand what the experience is going to be like. The DVD also outlines the four Ds that should underline club management's efforts in that regard-draw people to them; determine who their members are; differentiate their clubs from other facilities; deliver their mission; and dedicate themselves to the relationship with their members. In addition, the DVD reviews the application of the value equation to member retention.

Among the topics covered:

• What is it that we do?
• The facts
• The reality in many clubs
• The value equation
• The “D's”
• “REACH”