The 8 Critical Steps for Selling Gym Memberships at #IHRSA2014
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Transcript of The 8 Critical Steps for Selling Gym Memberships at #IHRSA2014
8 Critical Steps To Selling Memberships8 Critical Steps To Selling
MembershipsJustin Tamsett
Managing DirectorAustralia
8 Critical Steps To Showing Your Business Has The Solution To Solving People’s Health & Fitness
Problems.
What is this #enhance thing?
You can join the #enhance movement too
www.ActiveMgmt.com.au/about/enhance-2014/
Since the 1990’s
Step 1 The incoming callStep 2 The meet & greet at the front deskStep 3 Needs Analysis – what do they want?Step 4 The Tour – show them the solutionStep 5 The Price PresentationStep 6 Ask For The Sale – show me the money!Step 7 Over come any objectionsStep 8 Ask for referrals
“The Eight Steps”
Any questions on these steps?
Step 1 The incoming callStep 2 The meet & greet at the front deskStep 3 Needs Analysis – what do they want?Step 4 The LeverStep 5 The Tour – show them the solutionStep 6 The Price PresentationStep 7 Ask For The Sale – show me the money!Step 8 Over come any objectionsStep 9 Ask for referrals
“The Nine Steps”
Youniverse
Critical Sales Step #1
Market segmentation
Critical Sales Tip #2
Use my name
• Use the customer’s NAME• Say PLEASE & THANK YOU when asking the customers
for information• Show your INTEREST in the customer’s needs• Show EMPATHY for the customer’s feelings • Explain your REASONS when you have to say NO to a
customer’s request• SMILE – even when you are on the phone!
Goal: Build MASSIVE Rapport
Critical Sales Step #3
Show me what I need
Critical Sales Tip #4
Sell me what I want
Critical Sales Tip #5
Alternate Choice & then Shut up!
Critical Sales Tip #6
Hand written cards
Personalisation Tip #1
T Thank youG Get personal. Mention of their goals/need/wantsF Follow up. When you will chat to them next
Critical Sales Tip #7
Earn Your Referrals
Critical Sales Tip #8
Follow up everyone
8 Critical Sales TipsMarket segmentationUse my nameShow me what I needSell me what I wantAlternate choice & then shut upHand written cardsEarn your referralsFollow up everyone
My Homework
Evaluate your sales
systems
Set a plan to
improving ONE critical
step in 30 days
Justin TamsettB.Ed (Phys & Health Education)
Feel free to contact JT: [email protected] or +612 9484 5501Follow 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: 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
Check out www.ActiveMgmt.com.au to become an Active Management Member