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Welcome to the

Sales Webinar Series!Todays session is: The Incoming Call Conversation

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

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Incoming Call Conversation

30 Minutes

~ Your first opportunity to make a friend, make the

most of it ~

• Over 1000 mystery calls in the last 12 months:– 90% didn’t re-introduce

themselves– 87% didn’t ask my name– 95% said “Yes” and nothing else

when we asked “Do you have . . .”– 78% appeared not to be listening

to our answers– 42% converted to an appointment– 95% of clubs had huge variations

between how different staff handled the calls

If you want more information on the Mystery Shopper Service contact Stacey – stacey@activemgmt.com.au

Giving LIFE-A to your incoming calls:

• Listen:– Ask open questions about them– Take notes– Re-confirm you understand what they have said

Giving LIFE-A to your incoming calls:

• Interest– Imagine this is your first date with an amazing

super model/celebrity you have always wanted to date

– This is all about rapport

Giving LIFE-A to your incoming calls:

• Focus– Give the callers 100% of your attention

Giving LIFE-A to your incoming calls:

• Energy– Stand up– Smile– Use voice tonality– Goal – have the energy come through the

phone so they are thinking: “I have to go to meet this person!”

Giving LIFE-A to your incoming calls:

• Alternate Choice– The number 1 goal of every incoming call is to get

an appointment.

Final Tips

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Remember . . .

The greatest sales people today are not the greatest persuaders but rather the greatest creative problem solvers!

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Any questions . . .

Would you like sales training for all your Team every month for 30 minutes,

for less than the cost of a personal training session?

Register now for JT’s Sales Seminars:The Incoming Call Conversation - July 6th

Grabbing Details Without Grabbing Their Throat - August 3rd Is the Needs Analysis For You or Them - September 7th

Do You Really Need To Do a Tour - October 5th Just Tell Them The Price - November 2nd

Follow Up isn't Harassment - December 2nd

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