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Transcript of Fod universityv2
Fitness On Demand University
Training Overview
Agenda
•Product Knowledge
•Business Planning
•Sales Training 101
Day 1•Sales
Training 201
•Order Fulfillment
Day 2
•Administration
•Year 1 GTM
•Business Systems
Day 3
Lift Brands – Elevate Wellness Companies
•Superior Security•SWAT Team
Team Introductions
BDD(Garrett Marshall)
SBDE - Fitness,Key Accounts(Joey Aunan)
BDE - East(Chad Larson)
BDE - West(Mark Smilek)
SBDE - Muni,Key Accounts
(Armin Krienke)
Muni - West(Tony Fillipi)
Muni - East(Spencer Murphy)
Police and Fire(TBD)
Youth Care Facilities
(Mike Bemis)
Medical Wellness
SBDE - MFH(John King)
MFH - East(John King)
MFH - West(Moses Anariva)
Active Aging/Student
(Lorene Kessler)
SBDE - Education(Surrogate: JA)
BDE (Placeholder)
BDE
SBDE - Corporate(Armin Krienke)
BDE(Placeholder)
SBDE - Hopsitality(Surrogate: JK)
BDE(Eric Bugenhagen)
Live-In/Golf Comm.(TBD)
SBDE - Gov(TBD)
BDE - Gov(Mike Herlihy)
BDE - Gov(TBD)
NON-SALES
Brand Ambassador
(Alyssa Burns)
Office Clerk(Sarah Garritson)
Dev Lead
Dev 1 - Web(Josh Olson)
Dev 2 - Kiosk(Eric Rodewald)
Dev 3 - NA(TBD)
SSST(Nick Kowalski)
SSST(Zach Okerman)
Exec Admin/Content
Mngr(Sienna Suiter)
Product Knowledge
The Solution
Video Delivery System
Management ToolsProgramming
Programming
Over 130 classes now available 4 new classes added monthly Elective Content Menu
Management Home
Get StartedPlay History
NewsSettings
Location detailsClass/tag preferences
Security groupsUsers
Instructors
Equipment
ScheduleLive/FOD
Public CalendarRSVP/Facebook
Reports
Resources
Help
FOD Web Accessible Control Panel
What are the benefits to your client?
What are the pass through benefits to your end user?
Fitness Municipalities Education Hospitality Multi-family Housing Government
Products
Video Delivery Systems
• https://www.dropbox.com/sh/6gx5co6r20gbqgx/OPXq-8-ejb
• Video Delivery Systems• Audio Enhancements • Group Fitness Peripherals• Facility Design Products• PASSPORT™ Service Program
Competitive AnalysisHardware Cost (MSRP w/ installation)
Monthly Cost
Content Partners/Providers
Video Display Options
Audio Options
Class Updates Frequency
Warranty
Online Scheduling
Social Media Lead Generation
Support Hours
Advantages/Drawbacks
See Competitive Analysis Supplement for details.
Audio Enhancements
MP# Link - $299
Audio Cabinet Link – $299
Wireless Mic Package - $1099
Group Fitness Accessories
Facility Design Services
Facility Design Services
Facility Design Services
Content Management Service
$149.99/month
Online Management
Site Access
Monthly Class Updates
365 Customer Support
Sales Process Overview
Sales Stages
Prospect Initial Contact Qualification Product Presentation
Value Proposition
Proposal/Negotiation Closed
Sales Stages
Prospect Initial Contact Qualification Product Presentation
Value Proposition
Proposal/Negotiation Closed
Prospect
Research Identify Target
Lead List Campaigns
Sales Stages
Prospect Initial Contact Qualification Product Presentation
Value Proposition
Proposal/Negotiation Closed
Initial Contact
Source Intrigue Hot Buttons Info Gather
Product Guide Website Social Media
Sales Stages
Prospect Initial Contact Qualification Product Presentation
Value Proposition
Proposal/Negotiation Closed
Qualification
Understand Needs
Product Guide Website Social Media
Sales Stages
Prospect Initial Contact Qualification Product Presentation
Value Proposition
Proposal/Negotiation Closed
Product Presentation
Product Education
Provoke Areas of Optimization
Product Presentation Webcast
Program Analysis
Sales Stages
Prospect Initial Contact Qualification Product Presentation
Value Proposition
Proposal/Negotiation Closed
Value Proposition
Restate Needs Present
Resolution Corroborate
Financially Objection
Handling
Competitive Comparison
Guide References Testimonials Case Studies
Sales Stages
Prospect Initial Contact Qualification Product Presentation
Value Proposition
Proposal/Negotiation Closed
Proposal/Negotiation
Ask For Order Create Urgency
Proposal Financing
Sales Sheet Promotional
Sales Sheet
Sales Stages
Prospect Initial Contact Qualification Product Presentation
Value Proposition
Proposal/Negotiation Closed
Closed
Order Form Deposit Pre-installation Guide Orientation Video 7-Day Follow Up
Sales Support Collateral
Business Planning
Sourcing Leads
How to target prospects in each market segment?
Fitness Municipalities Education Hospitality Multi-family Housing Government
Clients
Sales Forecasting
Self-generated Leads
100 Contacts
10 Qualified Leads 10%
1 Win 1%
60 Day Sales Cycle
Inbound Leads
10 Leads
7 Qualified Leads 70%
2.3 Win 22%
30 Day Sales Cycle
Sales Process: Front End
Prospecting
Create social list (10) Create geographical list (10) Create client-model list (10)
Initial Contact
“The Art of Delivering an Opening Statement”
Create 2 opening statements for each market
Fitness Municipalities Education Hospitality Multi-family Housing Government
Qualification/Program AnalysisBudget
Authority
Need
Timeframe
Alternatives
Qualification/Program Analysis
•What are you looking to spend?
•Have you allocated budget for this?
•Is this something you’ve planned to purchase?
Budget
•How did you hear about us?
•How do you make decisions?
•Is there anyone else who needs to be involved in this decision?
•What information will you be using to share this with your team? (executive summary)
•How can I assist you in presenting this to your board?
Authority
•What motivated you to look into this?
•What are you looking to get out of your group fitness program?
•What made you pick up the phone today?
•How do you plan to use this product?
•What are your expectations of this product?
•How will this impact your business?
•How long have you been thinking about this?
Need
•What is your timeframe for this?
•When do you plan to open?
•How fast do you need it?
•When will you be making capital decisions?
Timeframe
•What other alternatives are you considering?
Alternatives
Sales Process: Back End
Product Presentation
• Public Webcast– Tuesdays, 3pm Central– Thursdays, 10am Central
• How to register• Automated follow-up
Value Proposition
Ask for the order
Need
Solution
Benefit
Handling Objections
Not sure if my users will like
Too Expensive
Ramp-up with interest theory
Need to assess cost
Out of our budget
Order Fulfillment
Complete Orde
r Form
•Signed Order Form
•$2000•PO
Deliver Via
Echo-Sign
•Counter signed
Thank You Email
•On-Boarding Video
•Pre-Installation Guide
•Ancillary Products Info
SalesForce
Lead creation Account contact creation Opportunity conversion Follow-up tasks Performance tracking Email sync