2011 wafic do you want to sell or people to buy?
Post on 19-Oct-2014
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Would you prefer prospects to walk into your business and open their wallet or purse for you? Well maybe the process we are going about selling membership and personal training is not what the individual seeks. There is a place for the tried and true methods of selling but learn some key phrases and technique to have people but a membership or personal training from you. Learn how to firstly package your product and then how to have your prospects but it from you.TRANSCRIPT
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Do You Want To Sell Or Do You Want People To
Buy?
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What’s the difference?
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Do Unto Others As You Would Have Them Do Unto You
Matthew 7:12
Giving LIFE-A to your incoming calls:
• Listen:– Ask open questions about them– Take notes– Re-confirm you understand what they have said
Giving LIFE-A to your incoming calls:
• Interest– Imagine this is your first date with an amazing
super model/celebrity you have always wanted to date
– This is all about rapport
Giving LIFE-A to your incoming calls:
• Focus– Give the callers 100% of your attention
Giving LIFE-A to your incoming calls:
• Energy– Stand up– Smile– Use voice tonality– Goal – have the energy come through the
phone so they are thinking: “I have to go to meet this person!”
Giving LIFE-A to your incoming calls:
• Alternate Choice– The number 1 goal of every incoming call is to get
an appointment.
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Make them feel welcome & important
• Change your voice tonality• Smile• Introduce yourself
The needs analysis is a just one of the tools for both parties to uncover the REAL reason the prospective member is there.
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Your tour must . . . • Be personalised – take them where they need
to go• Show solutions to their problems – check they
‘get it’• Involve the senses beyond sight• Be interactive: ask questions to continue to
build rapport• Don’t over sell and over show and over talk
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Mirror and match• Voice speed• Voice volume• Words used• Body language
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Remember . . .
The greatest sales people today are not the greatest persuaders but rather the greatest creative problem solvers!
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How do we get them to buy by not competing with them!
Justin TamsettB.Ed (Phys & Health Education)
Feel free to contact JT: [email protected] or 0438 015 677Follow JT on Twitter: @JTActiveMgmt
To read JT’s blog: www.justintamsett.com Become an Active Management Fan on Facebook: www.facebook.com/activemanagement
And for more information on Active Management helping your business go to: www.activemgmt.com.au "What you leave behind is not what is engraved in stone monuments, but what is woven into the lives of others."
Pericles