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Welcome to the Sales Webinar Series!

Today’s session is:

Is the Needs Analysis For You Or Them?

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

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Is The Needs Analysis For You or Them?

30 Minutes

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

How do we get them to complete the needs analysis with them thinking . . .

• Ask• Be honest why you want it completed• Give them the option• “Sue, would you mind completing our needs

analysis? This is designed to help me make sure I can help you in exactly the right way. It will take just a couple of minutes and feel free to only answer the questions you feel comfortable with. Thanks. I will be back in a couple of minutes.”

• Give them some where comfortable to complete it.

Why is important for them?• Makes them think “Why I am really here!”

Why is important for you?• Begins the process of uncovering the real

reason they are in your club.

The most used phrases in your needs analysis chat should be:• Uh huh• Hmmm• Oh really?• Why . . .?• How . . .?The most common gestures:• Nodding• Smiling• Leaning in

Remember: mirror and match during their needs analysis– Voice speed– Voice volume– Words used– Body language

Where do we start?• Explanation to Team of why the needs analysis

is important to them and you• Train the Team in what to say• Get the stationary• Practice for authenticity• Monitor• Feedback from the Team

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 – On recodingGrabbing Details Without Grabbing Their Throat – On recording

Is the Needs Analysis For You or Them – On recordingDo 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 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