Lesley aitken© 2006 Les Mills International Limited
Presenting YOUR PRICES
Les MillsSales Training
WITH les mills programs
Selling club solutions
THE MEETING
1. Initial contact
2. Qualification
3. Solution
4. Price presentation & close
5. Overcome concerns
6. Close & start
7. Referrals
Something to remember!
Power buys from power
You can’t sell to someone who can’t buy
Opportunity assessment What have you established before you present your price
presentation?
The five assessment areas (sales manual, page 36)
1.Pain
2.Power
3.Vision
4.Value
5.Control
Group work
In your group, working together agree, draw and write the perfect price presentation.
Words that kill price presentations
Bad words versus good words
Price presentation habits
What behaviours/habits/emotions do you currently exhibit when you present prices?
Do these habits support me or limit me? Help me or hinder me?
If it doesn’t support me… how can I stop doing it right now?
Decide what the most appropriate habits would be and commit to them.
Why is it important that I must make changes and achieve sales success?
Club 2004 and beyond
• Staff Orientation
• Retain Members and committed Instructors
• Enjoy….
• Team focus
•New members
• Maintain previous 6 months
•Reactivation
• Set GF targets
•Referrals
•Re-launch options
• Book GFM dates
• Time Wasting • Unproductive class slots
• Efficient and effective timetable
• Best instructors
• Best programs
• $ Group Fitness
• (Re) Launch options
“PLATINUM PROGRAM”"PIONEER PROGRAM"
Plan For Success – (Example)
• Chaos Management • Unproductive instructors
Launch Month: Training Days:
• Re-Skill Staff• Launch & Re-launch options
• Increase range & size of timetable
Initial Stage Visual Stage Results Stage Maintenance Stage 0 - 6 weeks 6 -12 weeks 12 -24 weeks
HOW
• Manage with GFM
RESULTS
• Monitor class numbers
• Motivate instructors
• Maintain with re-launch • Momentum with launch
• Maximise results in all areas
• Minimise time wasting
€ to get started…( ) programs - ( ) marketing opportunities
€ to get started… ( ) programs - ( ) marketing opportunities
•Renewals
Number of Staff to be Trained =
• Reset GFM targets
• Launch Preparation• Programming Options
€ + Tax € + Tax
Turnkey
Process
NOW
Feeling
-ve
WILL
Feel
+ve
Approx 1 Member a Month Approx 2 Members a Month
What
Where 1
2
3
Why
When (Date)
The meeting
The ‘I recommend’ transition to the price presentationThe ‘I recommend’ transition to the price presentation
Based on what you have told me I recommend (X) and (Y), which will enable you to… (increase group fitness usage and reduce cardio area congestion).
If prospects sense you really understand their needs, they will follow through with your recommended course of action
Step 5: Price presentation
Step 5: Price presentation / close
Close on two options.
Which programmes are the best ones for you?
Great! How soon do you want to get started, this month or next month?
All we need to do now is a little bit of paperwork to get you started.
The meeting
Yes… approval:
Let’s say you become convinced that you want to go forward. What do you do then?
Who else would be involved in making a decision?
Do they support you in rectifying (link in their pain)?
How long do you think the approval process would take?
The meeting
closeStep 6 & 7: Overcoming concerns /
The ‘As If’ StrategyThe ‘As If’ Strategy
Examples:
1. Let’s assume that you had… for 6 months. What has occurred during that 6 month period to let you know that … was a good investment for you?
2. Let’s assume it’s 6 months into the future. In your view, what has happened to convince you that you made a good choice?
3. Let’s pretend that you have implemented Body Pump & Body Balance and it’s six months afterward. What happened to let you know they have worked?
4. Let’s assume you take … on board today, what would have to happen in the next 6 months to convince you that you made the right choice?
The meetingStep 6 & 7: Overcoming concerns /
close
Too much money!!!
I understand how you feel. Other clients have felt the same way and they have found out that…
The meetingStep 6 & 7: Overcoming concerns /
close
Step 6 & 7: Overcoming concerns /
Concern!
What would happen if … worked, I mean really worked?
SHUT UP & SAY NOTHING
Isn’t that the very reason why you should start …?
The meeting
close
Step 8: Referrals
1. Isolate faces
2. Write the referral names down
3. Ask qualifying questions
4. Ask for the referrals’ contact details
5. Ask the customer to call and set your meeting with the referrals
The meeting
Common mistakes
Losing your passion / confidence
Getting distracted
Rushing the call/meeting
Losing your Talking too much and not listening
Features and price dump!
Not gaining an agreement to move forward
Not following up
Using words that kill sales
Sounding scripted and insincere
Creating tension and not interest
Not earning the right to have a conversation
Tips for success Obtain testimonials from your customers
Accurately measure the results of your marketing
Spend time learning leading edge sales skills
Understand that the best way to sell is to ask questions
Have an excellent lead generation process in place
Communicate with your customers on a regular basis by mail, phone and e-mail