In order to grow as a business owner , however , you have to adopt the mindset that others can sell , and it is your role to learn how to recruit , develop , and lead others to sell for you – this is the way to make a bigger impact .
STEP 3 . ASSESS YOUR TEAM
Prospective clients pay for value .
V = CE + R + R ( Value = Client Experience + Relationships + Results You Deliver )
If the people you ’ re recruiting ( for any role ) aren ’ t a good fit with your culture , chances are that they ’ re not going to support your mission of providing a great client experience or building close relationships with those clients .
STEP 5 . IMPLEMENT A ROCK-SOLID SALES SYSTEM
Using a sales system in your studio is crucial to closing sales consistently , but it ’ s even MORE important when you start trying to train other people how to sell for you .
STEP 6 . GET THE RIGHT TOOLS IN PLACE
In order to fully implement a sales system , you ’ ll need to get two tools in place : a pre-qualification script and a sales presentation .
THE PRE-QUALIFICATION SCRIPT
The two most important things to get out of pre-qualification is to make sure the prospect can :
STEP 4 . ENROL YOUR TEAM
There ’ s nothing more frustrating from a staff member ’ s perspective than to not understand what success looks like , what is expected of them , and how to perform their job well . Enroll your team by :
A . Developing a scorecard which has three main components :
• Mission – The essence of why the top exists and should be tied directly to your company ’ s overall mission .
• Outcomes – The three to eight things that someone in the role must get done , listed in order of importance .
• Competencies – What a candidate must bring to the table in order to get the job done such as honesty , integrity , etc .
B . Understanding what motivates your staff and putting incentives in place like :
• Commissions
• Recognition
• Time off
• Rewards and bonuses a ) afford your services ; and
b ) have the power to make a buying decision .
THE SALES PRESENTATION
One of the easiest ways to do this is to create a PowerPoint presentation that ’ s branded with your business ( colors , logos , etc ...
STEP 7 . TRAIN STAFF TO BE SALES SUPERSTARS
After you ’ ve recruited a sales professional , it ’ s crucial to :
• Train your staff on the sales process
• Role-play the sales presentation with them
• Have the sales professional complete a self assessment
• Complete an assessment of the staff member ’ s performance .
STEP 8 . TRACK , REVIEW , AND IMPROVE ( MONTH AFTER MONTH )
Creating a feedback loop helps determine how your staff performed and ensure the correct processes were followed .
Review their self-assessment and your assessment of them , before having a discussion about where they ’ re succeeding , where they ’ re breaking down ( and why ), and what they can do to continue improving and achieving their goals .
Do this consistently and it won ’ t be long before you ’ re generating more revenue , developing stronger sales professionals , and making strides to achieve your company ’ s mission !
THE PAYOFF
Holding onto the mindset that only you can sell will lead to long hours , endless work , and a business that ’ s bound to get stuck for weeks , months , and years ahead .
Follow these steps to transition out of a sales role in your business , get more control of your business ( and life ), and enjoy the freedom to do more of the things you love to do !
26 WHAT ’ S NEW IN FITNESS - AUTUMN 2017