Most club income comes from membership sales, even at clubs that have high, non-dues revenue. This means that if a club wants to maximize its financial success, it must have well-trained salespeople who convert 60% to 70% of their tours into new, paying members. For any club to have this kind of overall closing percentage, it must also have a well-planned, well-executed sales training program that functions year round – not just when a new employee is hired or when sales are slumping!

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Originally published November 2005.

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