Imagine if you closed two out of ten leads instead of one. You have just doubled sales at NO Cost!

            Now think of that concept for telephone inquiries, referrals or dealing with objections. Incremental improvement at each phase of the sales process leads to ASTONISHINGLY greater results.

            Which is why, NO membership campaign should ever be undertaken without first having sales systems and training in place.

            That's where the Membership Sales Success System can dramatically change your RESULTS!

The system includes:

• Step-by-step instructions
• Phone scripts
• Qualifying scripts
• Presentation script
• Objection scripts
• Closing scripts and a referral program

You Are Just 20 Minutes a Day Away from Dramatically Improving Your Membership Sales and Owning a System to Train Your Staff for a Decade to Come!

              Improving your membership sales couldn't be easier with our eight module, Membership Sales Success System. Each 20-30 page module is designed for quick and easy reading. Each module is boiled down to its very essence and packed with detailed scripts, action steps, drills and information designed to produce instant results for increased membership sales.

This System is a Bulletproof Blueprint for Membership Sales Success

            Want to know EXACTLY what to do when the prospect says he has to “think about it”--so you don't lose the sale? The exact scripted answer can be found in the Objection Manual on page 21. Or, how about the perfect way to address rumors of unhappy members or financial trouble? It's all there in black and white; so ALL your staff, always give the PERFECT answer to each and every concern professionally and then continue on with their presentation.

            Want an instant way to triple referrals? See Module Eight page 9.  You'll be astonished how easy it is that you'll slap yourself on the side of the head for not thinking of it sooner!

            Want the perfect way to close a sale without saying anything? See Module Seven page 7 for the one simple gesture that does all the work for you.

            These are not theories, these are cutting edge, proven techniques used by the top professionals in the industry. Bring them to your club and watch memberships soar! Everything you need to sell more memberships quickly, professionally and consistently is right here in this system.

            Here's specifically what you will learn in each module:

Module One - Getting Ready to Sell Memberships

            Getting in the right mind set to sell memberships is just as critical as understanding the finer points of the membership sales process. Your success in membership sales will come from preparation and a good system. This module will help set aside the preconceived ideas you may have about “selling” and yourself as a “salesperson,” and will give practical advice on staying positive, setting goals and dealing with the natural rejection all salespeople face. To sell memberships effectively, you need to practice being comfortable asking people to part with their money. Many people say “No” a few times before they say “Yes.” If you fail to ask them to join more than once (93% of membership directors do) you may miss a great many good members; and they'll be missing the benefits of your club. We will give you proven concepts that will help you sell memberships in an effective and professional way that you will also find personally rewarding.  

         In This Module You Will Discover:

• How to get mentally ready to sell
• How to keep yourself motivated and positive in the face of rejection
• How to get yourself comfortable with the selling process and make asking for money a joy
• Why your sincerity is central to your sales success
• The six keys to using your natural enthusiasm to make more sales
• The simple technique that just 3% of the world's top salespeople use to close 700% more sales than those below them
• How time management plays a crucial role in sales success
• How SMART goal setting will quickly help you increase your sales

 “This system is something every private club in America should be lining up to buy.
If you don't need members now, you will soon, and this is the way to get them!”
Chris Wyant, GM, Smoke Rise CC, GA

Module Two – Building Legendary Rapport

            Building rapport is one of the most critical skills in sales success, for it's a well-known fact that few people buy anything from others they do not like, trust or feel comfortable with. But building rapport means far more than having a good attitude and a smile. It's how you dress, body language and even the set up of your office.  It's how you say, what you say and when you say it. It's politely getting people to share details about themselves so common ground can be found. This module will give you the key insights, questions and techniques to make building rapport with anyone easy.

         In This Module You Will Discover:

• Why people don't like salespeople and how you can instantly put your prospects at ease
• How to open a rapport building conversation and get your prospect smiling at once
• How little things you have never thought of, like how your office looks, can destroy rapport and kill the sale!
• Why the way people process information can destroy your message unless you know which of the three types of people you are dealing with and how to play to their style
• How to develop active listing techniques to quickly enhance your bond with the prospect
• The three biggest factors in getting people to like you and therefore, make it easier to sell them
• How to use your voice tone and body language to gain trust

 Module Three– Legendary Qualifying Techniques

         Professional qualifying techniques are essential to the success of the busy membership director. Time is too precious to fretter away on unqualified prospects who waste your time and energy but at the same time you don't want to frighten off a real prospect. In this module, you will learn how to quickly and professionally spot and qualify the difference between a suspect, a prospect, and a motivated buyer. By focusing your full attention on qualified prospects, your sales figure will quickly rise while you'll find more time in the day to follow-up on the people most likely to join.

         In This Module You Will Discover:

• How to quickly and professionally separate suspects from prospects and save yourself a great deal of time, money and effort!
• The exact questions to ask to learn everything you need to know to qualify and sell a prospect
• The simple changes you must make to ALL of your marketing to GUARENTEE it delivers only high quality leads to your door
• How to grade prospects so you ALWAYS focus your attention on the very best.
• Short vs. long term prospects and how to treat each effectively

”Following this system has been an invaluable help in selling memberships at our club.
Everyone's on the same page, doing and saying all the right things!”
Rich Setter, GM, Hunters Oak GC, MD

Module Four - Legendary Phone Techniques

          In-bound phone calls are the source of most of your leads. In a good sales system, each lead must be tracked, qualified, graded and followed up until such point as the person is no longer a prospect. It is well-known that first impressions are vitally important and that they are formed during the first two or three minutes of the initial contact. There is no doubt that the success or failure of your membership campaign will be directly related to how well your club is presented on the telephone. The first and most important skill to master on the telephone is the way you use your voice. Your prospective customers can't see you but they will build a mental image of who you are and what you look like from the tone and power of your voice, start­ing from the moment you pick up the receiver and say, “Hello!” In this module you will learn professional techniques for using your voice, systemizing your follow-up and enhancing your sales ability.

         In This Module You Will Discover:

• Why it's critical that only highly trained people answer your phone
• How to use your phone voice to enhance a prospect's excitement about your club
• How to answer the phone for superior results
• How to politely maintain control of the conversation so you always get the information you need to pre-qualify every prospect
• Why the information you get on the phone is critical to selling memberships

“Structuring and scripting the membership presentation at Bogey Hills made
selling the benefits of our club so much easier!”
Angel Walters, Bogey Hills, MO

Module Five – Developing a Legendary Sales Presentation

         Developing a professional membership presentation is a MUST for sales success, yet only one in a hundred clubs has anything close to a structured, scripted program. A professional presentation consists of a lot more than walking around the facility and pointing out the first tee, bar and the locker room. It's about building rapport, qualifying, asking questions and listening. A good presentation weaves facts and benefits with stories, anecdotes and humor. It has testimonials, exact points where prospects should be guided to stand while you are speaking so they enjoy the precise view you wish them to see. A professional presentation will even include the occasional negative point so it can be dealt with and removed from a prospect's future list of objections.

            A good presentation should have every word tried and tested as if the script is for a great movie, painting a vivid picture in the prospect's mind and heightening his emotions and feelings of what membership will be like for him and his family! A great presentation is interactive; it gets the prospect physically involved in doing something, in fact, many things, along the way. A well-thought out step-by-step presentation, scripted and orchestrated is detailed in this module.  You will find that anyone on your staff will be capable of presenting an excellent sales pitch. You'll also find that with a structured presentation your success ratio in selling memberships will instantly and dramatically increase; for systems always produce better results than winging it or making it up as you go along!

            In This Module You Will Discover:

• How to develop a structured presentation that will have your prospect's hot buttons lighting up like a pinball machine
• The 12 Key factors in developing a Legendary Presentation that leaves nothing to chance!
• How to turn features to benefits so that every point you make has a clear value in the prospect's mind
• How to use powerful language so every word you speak “connects”  with your prospect
• How to back up your main points with third party endorsements to remove objections in advance and add credibility to your presentation
• How to create emotion in your prospects so they get themselves deeply involved in the buying process
• The secrets to getting people to sell themselves, the ultimate sales tactic!
• How to spread the word to others

“The objection module alone is worth its weight in gold to any membership director
 who ever had to deal with, “It costs too much,” or 61 other key objections.
This information helped us sell 250 memberships in just 24 months!”
Rudy Virga, Pine Barrens Golf Club, NJ

Module Six – Legendary Selling – Overcoming Objections

          Objections are a natural part of the membership sales process and the better prepared your staff is to deal with them, the quicker you will reach your membership goals. The key to being excellent at handling objections is to anticipate every conceivable objection in advance and script the perfect answer to the objection. In a system, there is only ever ONE PERFECT answer to any objection, very often not the one that is currently being given by the club. In this module, you will understand the 5 step process for handling any objection and have the added advantage of 62 PERFECTLY scripted answers to just about any question a prospect could ever ask. 

         In This Module You Will Discover:

• Why scripting out every objection with a perfect answer is the fast way in the world to boost sales performance
• How to uncover and isolate hidden objections before they derail your sale
• The five-step process to deal with objections, that once mastered, can instantly increase your closing ratio by 500% or more!
• The feel, felt, found way to deal with objections that builds empathy, credibility and rapport with every single prospect you meet as you painless remove their objection
• “It‘s expensive. I have to think about it,” and exactly what to say to 62 specific objections to get the response you NEED from your prospect!
• That if you're not getting objections, you're not asking for the sale clearly enough
• That practice makes perfect

”The most complete training system I have ever seen for increasing sales
 performance, in over 30 years in the business!”
Don Carpenter, VP, Empire Golf Management, NY

Module Seven –Legendary Closing

         Just as in golf, a great drive and approach shot become almost meaningless if you take four putts to get the ball in the hole! All the money, time, sweat and skill you've put into your sales effort mean nothing if you can't close the sale and get the prospective member to buy. Closing a sale is the first step to welcoming new members to your club. You've spent time and money to generate leads, given tours, and answered questions. Now you need to ASK FOR THE CHECK! Many people get so caught up in their sales pitches that they fail to observe that the prospect is radiating all kinds of buying signals. The prospect is ready to buy but the salesperson doesn't know when to be quiet and close the sale. In fact, studies show that an astonishing 63% of all membership presentations are given without the salesperson actually asking the prospect to buy! Armed with the process detailed in this module, you will follow a step-by-step path to ultimate sales success by understanding how to transition smoothly from presentation to close. Even a small increase in your closing effectiveness will have a dramatic impact on your success!

         In This Module You Will Discover:

• Why you should close early and often
• How to get comfortable with closing different types of people
• How to float trial closes that often gets the prospect biting long before you thought they were ready to say YES!
• Insider's tricks to getting action when a sale is stalled
• Learn the inside secrets to recognizing verbal and non-verbal closing signals so you can quickly and easily bring your presentation to a successful close without ever over selling
• Why you should be armed with a variety of different closes so you can use the ones that most suit both your prospects and your own personal style
• The nine most effective membership closes in the world plus the additional close you can use to still turn a lost sale, into a membership

"Simple, effective and easy to implement with my staff…a staff that
now knows how to sell memberships as well as anyone on earth!”
Randy Shannon, GM, Cross Creek, CA

Module Eight – Building a Referral Machine

         Ask any good club how they generate most of their customers and they will instantly and enthusiastically tell you they do it through referrals. Ask them to explain their referral system to you and you are very likely to get a blank stare or a shrug. While some referrals will happen by accident you cannot build a reliable marketing system on accidents. You have to plan, measure and implement a referrals system that insures two or three referrals from every single person with whom you come into contact. In this module, you will learn the systematic approach to tripling your referral rates for every aspect of your club's marketing. This is the lowest cost, highest response marketing you will ever do and will increase your qualified leads dramatically!

         In This Module You Will Discover:

• The difference between “word of mouth” & referrals and the one simple trick that will double your referrals overnight
• The little known psychology of referrals and how understanding it WILL double your lead base almost overnight
• Exactly how and when to ask existing members for referrals and actually get some from EVERY SINGLE member or prospect--not just the usual suspects!
• Seven foolproof ways to get referrals that are so effective, you'd better start thinking about setting up a waiting list
• Setting up an Ambassador Program to get your members much more involved in promoting your club!

            Over 25 years of membership sales and marketing experience, at the highest levels, has gone into the development of these systems. Nothing has been missed, nothing forgotten. Every possible objection, every possible close is covered. These very systems have helped sell millions of dollars of memberships and will instantly help your club towards its membership goals... 

“If you think education is expensive, try the alternative
and see how much it costs you!”
Will Rogers, American Philosopher 

A Single Additional Membership Sale Will Return Triple Your Investment, Yet the Membership Sales Success System will Keep on Giving Your Club Spectacular Results, for Years to Come!