Welcome to the

Sales Webinar Series!Today’s session is:

Follow-up Isn’t Harassment!

You may also like to check out www.ActiveMgmt.com.au while you wait.

Follow Up Isn’t Harassment

30 Minutes

Why do we have to follow up?

• Some people genuinely need to think about it;• Some people didn’t come prepared to join;• Some people need to check with their partners/parents/friends;• You didn’t good enough benefits tour!

Because they didn’t join!

Scenario A

You didn’t do a good enough tour, so the follow up is your sign of back peddling and trying to get the sale Rapport building AGAIN Goals AGAIN How you can help AGAIN Close AGAIN Overcome objection AGAIN

Stench of sales!

Scenario B

Genuine reason for not joining You will still have rapport You will know their goals They will remember how you can help them reach their goals They know the prices Your call is about booking a time to join

Part of the process

Be professional

“Pre-frame” them for the call from you:• Day• Time• Convenience

The Call ItselfWhere do you start?

• What is your goal of this call?

Be professional:

• “Is it convenient to chat now?”

• “Only take up a couple of minutes.”

• “Thanks for your time – today and for coming in.”

The Call ItselfThen where?

• Revisit why they came in

• How you can help

• Ask questions that will elicit a “Yes” answer

• Say why they didn’t get started and ask can we get you started now?

• Now have a conversation

The Call Itself

The Call Itself

Time and date

Thank you for attending our sales seminars!

We have something special planned for 2011!But next week:

Tone Up Your On-Line Brand Via Social MediaRegister now:

https://www1.gotomeeting.com/register/400580793

www.ActiveMgmt.com.au

Justin TamsettB.Ed (Phys & Health Education)

Feel free to contact JT: jt@activemgmt.com.au or 0438 015 677

Follow 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