Webinar 5 just tell them price

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For many people telling a prospect the price is the hardest part of the sales process. This webinar will share with you it is actually the easiest! You’ll learn what you need to do before telling the price, to feel 100% confident. You will also be reminded of the basics when telling the price, including when to ‘shut up!’ This webinar will help you feel more confident in price presentations and more importantly help you close more sales.

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Webinar 5 just tell them price

  1. 1. 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.
  2. 2. Just tell them the price! 30 Minutes
  3. 3. Do Unto Others As You Would Have Them Do Unto You Matthew 7:12
  4. 4. How would you feel if you didn’t get the price?
  5. 5. 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?”
  6. 6. 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?”
  7. 7. The tour Do 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!
  8. 8. The tour Step 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?
  9. 9. The tour Step 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]
  10. 10. The tour Step 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]
  11. 11. The tour Step 4 – Shut up! First person to speak will buy!
  12. 12. 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
  13. 13. 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 recording Is 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
  14. 14. Justin Tamsett B.Ed (Phys & Health Education) Feel free to contact JT: jt@activemgmt.com.au or 0438 015 677 Follow 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

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