Welcome to the Sales Webinar Series! Today’s session is: Just Tell Them The Price! You may also like to check out www.ActiveMgmt.com.au while you wait.
Webinar 5 just tell them price
Nov 12, 2014
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Transcript
Welcome to the
Sales Webinar Series!Today’s session is:
Just Tell Them The Price!
You may also like to check out www.ActiveMgmt.com.au while you wait.
Just tell them the price!
30 Minutes
Do Unto Others As You Would Have Them Do Unto You
Matthew 7:12
How would you feel if you didn’t get the price?
The incoming call
1st time – deflect“Yes I can certainly help you with that, do you have 5 minutes?”2nd time – Ball park“Would a ball park figure help?”3rd time – Tell them“Will you be judging which health club to join based on price alone?”
The walk in
1st time – deflect“Yes I can certainly help you with that, do you have 5 minutes?”2nd time – Ball park“Would a ball park figure help?”3rd time – Tell them“Will you be judging which health club to join based on price alone?”
The tourDo not start talking about price until you know everything you need to know about them and their goals!
Do not start talking about price until you know which package they should take!
Do not start talking about price until you are 100% confident they will join!
The tourStep 1 – The Transition:• Can you SEE yourself working out here?• Do you FEEL comfortable here?• Do you THINK you will achieve your [insert results] here?• Other than membership packages, do you have any other questions?
The tourStep 2 – The Emotional Buy In By Revisiting:What are their goals?When do they want them?Why are they important to them?When will they work out?How often will they work out?
“From what you have told, I think the following is the best package for you [insert]. Alternatively, you may consider [insrt]
The tourStep 3 – Alternate choice:
“From what you have share with me, I think the following is the best package for you [insert]. Alternatively, you may consider [insert]
The tourStep 4 – Shut up!
First person to speak will buy!
You price presentation must . . . • Be personalised – only tell the packages suited
to them• Show solutions to their problems – show you
listened• Be simple• Be written down – printed or hand written• Flow – be confident in your product
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 recoding
Grabbing Details Without Grabbing Their Throat – On recordingIs the Needs Analysis For You or Them – On recording
Do You Really Need To Do a Tour - October 5th Just Tell Them The Price - November 2nd
Follow Up isn't Harassment - December 7th
www.ActiveMgmt.com.au
Justin TamsettB.Ed (Phys & Health Education)
Feel free to contact JT: [email protected] or 0438 015 677
Follow JT on Twitter: @JTActiveMgmt
To read JT’s blog: www.justintamsett.com
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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
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