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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 www.impact-training.net/training/new-age-retention-strategies/

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


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