Learn Health Club Sales Strategies
From Ben Midgley - Show #71

Ben Midgley has been in the fitness industry for 16 years, and is the author of Golden Circle Secrets: How to Achieve Consistent Sales Success Through Customer Values & Expectations (www.goldencircle.biz) . His approach has always been ethics, values, and relationships first, then profits, and year after year it has proven to work dramatically well.

Ben has an extensive background in sales and sales management both for internal and external sales teams. He has taught to the fitness industry all over the United States and Canada through industry conventions and consulting and is an industry leader and trendsetter. He is a previous faculty member of the International Health Racquet & Sports Club Association’s—Institute of Professional Club Management. Ben is a regular contributing writer for national and international fitness industry publications and has been honored as the top sales person in the $15 billion fitness industry by IHRSA - the International Health Racquet & Sports Club Association.

Ben is currently the Senior Director of Corporate Sales, for 24 Hour Fitness, the world’s largest privately owned fitness company. He oversees the relationships of more than 3,500 corporate clients, including many of the country’s best-known corporations. He also oversees the business-to-business sales results of 42 corporate sales managers and the sales staff of over 340 health clubs nationwide.

Ben has also been recognized as an expert in the area of corporate wellness programming. Because of this distinction, he is a member of Governor Schwarzenegger’s Get Healthy California Workgroup as well as the California Joint Assembly’s Task Force on Youth and Workplace Wellness, both of which where developed to address the growing concern of rising health care costs in California.

Ben answered the following questions::

What are the most common ways in which clubs do not sell effectively?

What affect does pricing have on a clubs membership sales success?

What if your club is not as nice as others in the market, can you still have as good or greater sales success?

What are the most important principles that a club owner /operator should consider when it comes to selling?

How is selling in a club different from other types of sales?

What is most important aspects of running a successful sales team?

What is the best way to make your sales team better?

How many sales people does a club need to employ?

What about compensation, how should clubs compensate their sales team?

What types of promotions work best?

What about community out reach, selling outside the club?

To listen now click here: Fitness Business Radio (45:33 minutes 10.4 MB)