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: jt@activemgmt.com.au or +612 9484 5501Follow JT on Twitter: @JTActiveMgmt

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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."

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