1

Do You Want To Sell Or Do You Want People To

Buy?

2

What’s the difference?

3

4

Do Unto Others As You Would Have Them Do Unto You

Matthew 7:12

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.

10

Make them feel welcome & important

• Change your voice tonality• Smile• Introduce yourself

The needs analysis is a just one of the tools for both parties to uncover the REAL reason the prospective member is there.

12

13

Your tour must . . . • Be personalised – take them where they need

to go• Show solutions to their problems – check they

‘get it’• Involve the senses beyond sight• Be interactive: ask questions to continue to

build rapport• Don’t over sell and over show and over talk

14

Mirror and match• Voice speed• Voice volume• Words used• Body language

16

Remember . . .

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

17

How do we get them to buy by not competing with them!

Justin TamsettB.Ed (Phys & Health Education)

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