3.1.4 – Role-Play with Employees

The Sales Area Directors or Sales Manager will meet individually or during Production Meetings with the Membership Advisors to role-play the areas in which they need to improve. The topics are determined by the SM based on observation and experience. They will also, role-play the basics on a weekly or bi-weekly basis.

Topics include:

  • The club tour
  • Membership price presentation
  • VIP presentation
  • The First Fitness Appointment (F1) presentation
  • Checking account presentation
  • 12- versus 24-month presentation
  • Telephone inquiry

The Sales Area Director or Sales Manager may choose to coach specific scenarios with the staff, or in some cases, present a scenario to the team, discuss it, and then have team members present the role-play scenario back to them.