Blog 138: Health Club Memberships Closing the Sale

I will first share with you the definition Wikipedia.org gives for the term “closing the sale” then I will share my thoughts.

“This is a major stage of the sales cycle and one that even salespeople are often not keen on it! It is where the salesperson asks for the business. There are several techniques for closing. Cooper identifies four closes: the Alternative Close, Direct Close, Cautious Close, and Assumptive Close, which is also known as the Assumption Close; others that many texts and salespeople recognize are: Summarize and then Direct Close, Concession Close, Objection Close.”

I disagree with the later part of this definition because those are closing techniques, but they are not “closing the sale”. The closing of a sale of a health club product or health club service starts taking place during the interview of the prospective member and the tour of the health club.

A sale actually takes place when the health club membership director transfers their enthusiasm about their health club, health club product, and/or health club services to the prospective member. The sale is considered closed when the prospective member pays for his or her membership and the financial transaction has been completed.

But in reality, the “closing of the sale” is happening throughout the entire process. On our website, we have a free download (https://www.healthclubmarketingmmc.com/hc-free-download-registration/) to guide you through this process step-by-step and teach you how to professionally “close the sale”. We also offer numerous closing techniques at the end of the free download, but if you need closing techniques then you have done a poor job on the interview and tour. We have put the free download in the form of mind maps which is easier to follow and retain the information.

The most important thing to remember about closing the sale is that it is always taking place during the entire interview and tour. It was mentioned earlier that even some seasoned salespeople are not keen about closing the sale. This is only because they are not professionally trained to understand they should be test-closing all throughout the entire presentation i.e., asking questions to determine if the prospect is ready to lock up the relationship.

When you learn how to close the sale during the interview and the tour you will grow your health club’s membership base and your health and fitness career.

For more free tips on increasing your health club membership base through health club marketing, health club promotions, professional health club membership sales, and advancing your health and fitness career visit us today @ www.healthclubmarketingmmc.com or call 904-448-5727.