relationship selling “it’s all about farming vs. hunting”

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RELATIONSHIP SELLING “It’s all about farming vs. hunting”

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The Stay in Touch Program “Sounds like a Trac to me”

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Page 1: RELATIONSHIP SELLING “It’s all about farming vs. hunting”

RELATIONSHIP SELLING

“It’s all about farming vs. hunting”

Page 2: RELATIONSHIP SELLING “It’s all about farming vs. hunting”

Nurture the RelationshipThe emotional bank accountIt takes multiple transactions to establish a relationship You can’t force the relationshipRelationships are based on each party’s interests being served- it takes two to tango!

Page 3: RELATIONSHIP SELLING “It’s all about farming vs. hunting”

The Stay in Touch Program

“Sounds like a Trac to me”

Page 4: RELATIONSHIP SELLING “It’s all about farming vs. hunting”

Prospective MembersRelease non-joiners from sales pressureUse your Club Pro & Tel-TracCreate “deposits”Follow-up with “offer”Continue process every few monthsEvaluate results regularly

Page 5: RELATIONSHIP SELLING “It’s all about farming vs. hunting”

Existing MembersIntegrate the member Fit-trac Orientations

Bonding Member Referral Programs Club Programming Recognition Programs

Follow-up Constant contact Follow-up letters/calls (deposits) Send letter/call with an “offer”

Page 6: RELATIONSHIP SELLING “It’s all about farming vs. hunting”

Stay in TouchBe Proactive.They have invited you in.Communicate to establish a relationship (threshold strategy).It takes a system!

Tel-Trac & R-Trac

Page 7: RELATIONSHIP SELLING “It’s all about farming vs. hunting”

RELATIONSHIP SELLING

“It’s effective and It pays off”

THE END

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