If the word “upsell” makes your employees cringe, you are not alone. Tennis club staff, college staff and even coaches often think that bestsellers are eager or embarrassing. But if done right, sales are not a big seller, but a service.
key? Training your team to recognize sales Value-addednot sales head.
In this guide, we will detail a complete strategy to train your employees to be confident, truly recommend upgrades, add-ons and services that improve the customer experience, and improve your bottom line.
Why is sales important in the tennis industry
Tennis is not only a sport, but an experience. When someone signs a course, buys a product, or joins your club, they are looking for more time. They want results. They want community. They want to improve.
This means they are willing to buy More– If it helps them get there.
Effective sales:
- Increase average customer value
- Improve customer satisfaction (yes, really)
- Build loyalty by providing customized solutions
- Strengthen the financial status of your business
If your employees avoid sales, you may leave money and customer value on the table.
Step 1: Redefine the meaning of “sales sales”
Before training your team, you need to reframe the concept of sales.
Most people associate sales with annoying sales strategies. Think about the fast food chain asking, “Do you want super size?” or the store pushes for an extended warranty.
That's not what you are doing.
In your tennis business, Sales means providing something that really benefits customers– Whether it's a private meeting, Tian Jing upgrade or early entry into a popular clinic.
Train your team to think this way:
- You're not “selling” something extra.
- You recommend something better.
Your job is education, not stress.
Step 2: Teach your employees about triggers
If your employees don't know, they will never add when Opportunity shows itself. This is where real training is.
Here are some common sales triggers they should listen to:
🎶 For front desk staff:
- “He really wants to improve his serve before the selection,” one parent said.
→ Suggestions: Private course package or service specific clinics - A new visitor asked: “Do you offer anything other than group classes?”
→Suggestions: Stratified membership or group training - Someone checked it out in a professional store and mentioned, “My hands are attracting blisters.”
→ Suggestions: Get some new grip from a professional store that you will be happy to put on their racket
🎶 For the coach:
- Students seem to be frustrated or bored during group classes
→ Suggestions: 1-to-1 lesson or challenge - Players have stabilized
→Suggestions: Video analysis or custom training - The parents asked, “Do you think she is ready for the competition?”
→Suggestions: Competitive Preparation Training Package
Give your team real examples or even scripts Help them practice listening and natural response.
Step 3: Regular role-playing (yes, really)
This is the part that most managers skip and the part that works. If you want your team to be confident, they need practice it. In your next team meeting or training course, try the following:
- Divide into pairs.
- One person is a customer and the other is an employee.
- Give the “customer” a scenario (for example: “You have just completed a free introductory class and want to continue learning”).
- “Employee” members must recognize opportunities and respond with useful advice.
Group report. What does it feel natural? What sounds awkward? How can this suggestion be more helpful?
Do this often. The more your staff practices, the more comfortable it will be.
Step 4: Create the “Easy Win” menu
Make it easy for your team to remember what to recommend.
Create a cheat sheet with 5-10 sales opportunities Natural, useful and non-wet. Post it in the front desk, include it in employee onboarding, and then talk about it in the team.
Here is a sample menu:
| Condition | Easy sales |
| Beginner's parents | Private introductory course bundling |
| Students in group classes | Add 1 private per month |
| Someone bought a racket | Add a tandem package or additional bundle |
| Championship Players | Provide video review meetings |
Having these options in writing eliminates guesswork and improves team consistency.
Step 5: Position Upsells as a service, not a sales
This is where many businesses mess it up. They tell employees to “promote membership” or “sell more packages” and then wonder why customers are angry.
Instead, use language that emphasizes interests.
For example:
- “Many players like you find that adding a private course monthly helps them improve.”
- “You might like this preparatory clinic – it’s designed specifically for players who are preparing for USTA events.”
None of these sounds like this. It sounds like you are following and providing a wise next step.
Training your employees for use Suggestive, benefit-driven languagenot an urgent tactic.
Step 6: Limit sales to a larger horizon
Sales should not be random. It should be integrated into your culture.
Such a framework:
- We are engaged in a business that helps players grow and perform.
- Our job is to guide them to get the right tools, services and experience.
- When we sell the right way, we are helping, not selling.
This is not about reaching the quota. This is about Match people with what they need next.
Step 7: Reward and recognize the right way
Your team will prioritize your measurement content. If you only reward sales, employees may become impatient or weird. Instead, reward help, listening skills and customer outcomes.
idea:
- The Best Upsell Story Award for Monthly “Customer Heroes” (employees explain how their advice can help customers succeed)
- Scream at staff meetings for thoughtful advice
- Meaningful upgrade committee or small bonus (e.g., a bonus of $25 per private course package for sale or a signed new membership, rather than selling merchandise, no one asks for it)
Knowing makes it fun. Incentives keep it going.
Reward tip: Use your marketing to set it up
Your sales strategy does not start from the front desk, it starts with your marketing.
If your website, email, and social media posts clearly state your product and show the value of premium services, it can make the work of employees easier.
When customers already know your tiered membership or video analytics meeting, staff are just helping them follow.
Ensure your marketing content:
- Describe Upsell options in interest-centric terms
- Use real success stories and recommendations
- Includes visual effects (graphics, videos, charts), showing how different packages compare
- Improve your most common upgrades ahead of time
Think of it as a pre-sale. Your staff has just finished the conversation.
Conclusion: Raising sales is not bad – it's smart
Everyone wins when your team knows how to find the right moment and recommends the right upgrade.
Customers get a better experience.
Your employees are more confident.
Your business becomes more profitable and professional.
So, train your team. Practice frequently. Stay focused on service.
Remember, selling is not about selling more. It's about helping more.
Need help drawing your sales strategy or training team?
That's what we do in Resourcely® marketing. We help tennis businesses become smarter – marketing, systems and training that operates in the real world.
👉Thank a helping hand ResourcelyMarketing.com.
