Our Sales Foundation Course is an absolute must for all new and existing membership personnel and those in a supporting role, including gym instructors and front of house teams.

The course is highly informative and extremely interactive. Candidates are continually coached and assessed throughout the three days. The basic techniques of:

• Professional Greeting
• Building Rapport
• Acquiring personal details
• Conducting a needs analysis
• Recommending suitable membership options
• Closing techniques
• Asking for referrals
• Ongoing customer care calls

Are common to all training systems

However, the success of the sales staff is largely dependent on how comfortable they are with the various situational scripts as they are with the movement of the enquiry card around a 1-31 box or tracking software programme. It is our belief that if we train staff in the perfection of widely used scripts to a level that gives them supreme confidence in their ability to conduct the tasks required – they will in turn be more proactive and by doing so produce better results.

Trainer Profile: Duncan Green His career began as a lifeguard in 1982 and he spent many years in public sector, before joining the commercial fitness club industry. One of the most experienced operators in the industry, he has directed the growth of a number of well known brandsover his 10 years of industry experience,as well as consulting to over 200 sites across the UK. An accomplished lecturer, he has spoken at many of Europes industry conferences including LIW, and Bodylife in three countries. In 2002 he was awarded a Fellowship of the Institute of Sales and Marketing Management – the first ever recipient of such a senior award from the health and fitness sector. More recently he has developed the industries most advanced online membership acquisition system.