Latest News

Back to Latest News back


Impact Training Corporation unveils new sales and retention training resource

Impact Training Corporation unveils new sales and retention training resource
July 8, 2019

The Impact Training Corporation and the National Sales Academy have released a new training resource aimed at improving the sales process in aquatic, fitness and recreation facilities. 

Introducing New Age Retention Strategies That Will Make You More Money, Steve Jensen, Managing Director of the Impact Training Corporation and the National Sales Academy explains “most fitness and leisure organisations focus on their main income source to the detriment of member experiences, variety, income and value.

“This new program will teach you how to focus on secondary spend profit centres and experiences across a variety of services to increase income, reduce the stress of high member numbers and create enhanced value for members resulting in higher yields, increase sales and higher retention.”

The program is divided into eight chapters/units.

Chapter 1
Learn how one of the future trends will be that the primary spend will become the lost leaders and secondary spend will become the major objective and in doing so members and clients will spend more and stay longer. Discover the 4 selling triggers that will make buying easier for prospects.

Chapter 2
Learn the 10 reasons to have a Secondary Spend strategy in your business and discover new KPI’s that you must know and measure to ensure you maximise your sales and yield.

Chapter 3
Learn how to create a Secondary Spend culture that drives higher sales and retention.

Chapter 4
Discover the power of pre framing and how to use this skill during a sales presentation that will increase your primary and secondary spend and learn how to introduce a tertiary spend that increases retention and yield.

Chapter 5
Learn how to create Wow experiences that inspire people to buy and reduces objections. Discover how to differentiate yourself from your competitors so prospects buy on the day and reduce lost sales.

Chapter 6
Discover how to conduct a Turbo Needs conversation that will uncover the compelling reason to buy ALL your solutions.

Chapter 7
Learn how to explain and demonstrate your Club/Studio/Products/Services that will have your prospects asking you to buy on the day. Learn how to use the GAC Strategy that makes buying your secondary spend much easier.

Chapter 8
Learn how to test the buying temperature and confirm your secondary spend before you present your prices. Update your price presentation techniques and use new closing sequences that make conversion much easier for your prospect to understand. Also discover how to drop close so you never miss a sale and reduce your follow up.

For more informattion go to

Steve Jensen writes on sales and retention in the latest issue of Australasian Leisure Management.

Image: Steve Jensen at this year's FILEX Convention.

Related Articles

24th April 2019 - Competition offers 12-month membership to Sales Authority Club

22nd April 2019 - Ignite Fitness event concept expands to Sydney

12th February 2018 - Industry sales leader Steve Jensen nominated for top business thinkers award

12th May 2017 - Industry experts to present fitness sales masterclasses

25th March 2017 - Four days of business expertise to be shared at FILEX

12th June 2016 - Recreation SA and Fitness Australia co-host Fitness Professionals Networking Events

14th April 2015 - Australian Fitness Network recognises Steve Jensen with lifetime achievement award

21st April 2011 - Fitness Experts to Share Sales Mastery

Asking a small favour
We hope that you value the news that we publish so while you're here can we ask for your support?

The news we publish at is independent, credible (we hope) and free for you to access, with no pay walls and no annoying pop-up ads.

However, as an independent publisher, can we ask for you to support us by subscribing to the printed Australasian Leisure Management magazine - if you don't already do so.

Published bi-monthly since 1997, the printed Australasian Leisure Management differs from this website in that it publishes longer, in-depth and analytical features covering aquatics, attractions, entertainment, events, fitness, parks, recreation, sport, tourism and venues management.

Subscriptions cost just $90 a year.

Click here to subscribe.


supplier directory

The Complete Guide to Leisure Industry Products & Services.

See the directory see all

@leisure Planners

@leisure is a team of experienced leisure, aquatic and sports facility managers and planners, with market modelling, sports management, recreation planning, business and GIS qualifications. We have…

read more




Founded in 1961, Myrtha Pools® quickly became Italy’s première swimming pool company, and has since grown into one of the world's leading swimming pool construction…

read more

Aquatics / Design / Play / Waterparks / Wellness



Over the past 10 years Debitsuccess has been providing expert billing services to businesses across Australia. Debitsuccess is now the largest full service direct debit provider in Australasia,…

read more

Billing / Finance / Fitness / Golf / Recreation



As of 2018, TicketServ operates as SeatGeek Asia Pacific Pty Limited, part of international ticketing platform SeatGeek. Click here to contact SeatGeek Asia Pacific via their entry in…

read more

Attractions / Entertainment / Events / Sport / Ticketing


Tim Batt Water Solutions

Tim Batt Water Solutions are at the very forefront of the commercial aquatic business in Australia, with over 30 years specific experience supplying and installing chemical control and dosing…

read more

Aquatics / Environment / Recreation / Technology / Venues


Yellowbox Lockers

Yellowbox is an Australian technology company that has developed smart locker technology operated through an app with a focus on experience for users and facility managers. Found at Beaches, Aquatic…

read more

Aquatics / Attractions / Entertainment / Retail / Security


BioLab Australia Pty Ltd

BioGuard is Australia and New Zealand’s most trusted supplier of premium, innovative and affordable commercial water treatment systems and chemicals. BioGuard offers a comprehensive range of…

read more

Aquatics / Technology / Waterparks



Intelligenz provides Leisure Management Software for managing all your Program Registrations, Facility Bookings, Membership Sales and POS Transactions; including detailed Reporting, automated…

read more

Access / Billing / Finance / Marketing / Technology


get listed with our suppliers directory

Get your business noticed in our targeted directory. Viewed by 10,000 industry professionals per week!

list your business