Tag Archives: Consultants

1. Only sell the club tour, not the club itself When you are on the telephone talking to a potential prospect, it is very easy to become distracted and begin talking about the club, it’s facilities, services and membership fees. This is a great mistake. Selling actual goods and services over the phone is a real skill and requires a very different approach than selling an appointment or club tour. As soon as the prospect begins to ask about the club, or wants some details about membership fees, then you need to turn these into reasons why they should book a club tour/appointment. Simply suggest that you can cover these fully when you get together 2. Make appointments 3-4 days in advance This will serve three purposes: It will create the impression that you are organised, professional and busy! There is more likely to be space in the customer’s diary…

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