MEMBER PERSPECTIVES
CONTINUED
closes most of the retail sales . We invite a different vendor in every week to conduct a product knowledge session , which may range from 30-minutes to a full two-hour power session ,” Prescott says . “ The stories they learn in these sessions are the stories they tell our members and guests , who can feel the passion and excitement our team has for our favorite products .”
At The Hotel Washington , vendor-provided training is
“ For some ancillary retail items , we have diversified vendors to not have only one source and also to support the variety needed in a member club environment .”
often held twice a year .“ Since attendees also receive a free product , most employees love to attend the training , which translates into closing more sales ,” says Milic .
For Keith , she trains her staff to develop one of the most important skill sets in sales : listening . After all , the art of sales is not about selling someone all the tools in one ’ s toolbox but identifying the best tool that meets the buyer ’ s needs . Says Keith ,“ There is one key element that is crucial in this area : we listen .” n
— CHARLOTTE PRESCOTT , Fisher Island Club Spa Internazionale
Fisher Island Club , Spa Internazionale .
FEATURED SOURCES
A treatment room at The Hotel Washington . |
KARRILYNN KEITH Spa Manager THE SPA AT KILAGA SPRINGS |
LUDMILA MILIC
SPA Director THE HOTEL WASHINGTON
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CHARLOTTE PRESCOTT Director of spa & fitness FISHER ISLAND CLUB , SPA INTERNAZIONALE |
A former Senior Editor for Pulse magazine , Mae Mañacap-Johnson has more than 20 years of combined experience in media , advertising and digital marketing . Connect with her at linkedin . com / in / mae-johnson /.
18 PULSE n OCTOBER 2022