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