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Webinar 6 follow up isn't harassment

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Transcript

  • 1. Welcome to the Sales Webinar Series! Today’s session is: Follow-up Isn’t Harassment! You may also like to check out www.ActiveMgmt.com.au while you wait.
  • 2. Follow Up Isn’t Harassment 30 Minutes
  • 3.
    • Why do we have to follow up?
    • Some people genuinely need to think about it;
    • Some people didn’t come prepared to join;
    • Some people need to check with their partners/parents/friends;
    • You didn’t good enough benefits tour!
    • Because they didn’t join!
  • 4. Scenario A
    • You didn’t do a good enough tour, so the follow up is your sign of back peddling and trying to get the sale
    • Rapport building AGAIN
    • Goals AGAIN
    • How you can help AGAIN
    • Close AGAIN
    • Overcome objection AGAIN
    •  Stench of sales!
  • 5. Scenario B
    • Genuine reason for not joining
    • You will still have rapport
    • You will know their goals
    • They will remember how you can help them reach their goals
    • They know the prices
    • Your call is about booking a time to join
    •  Part of the process
  • 6.  
  • 7. Be professional
    • “ Pre-frame” them for the call from you:
    • Day
    • Time
    • Convenience
  • 8. The Call Itself
    • Where do you start?
    • What is your goal of this call?
    • Be professional:
    • “ Is it convenient to chat now?”
    • “ Only take up a couple of minutes.”
    • “ Thanks for your time – today and for coming in.”
  • 9. The Call Itself
    • Then where?
    • Revisit why they came in
    • How you can help
    • Ask questions that will elicit a “Yes” answer
    • Say why they didn’t get started and ask can we get you started now?
    • Now have a conversation
  • 10. The Call Itself
  • 11. The Call Itself Time and date
  • 12.  
  • 13. Thank you for attending our sales seminars! We have something special planned for 2011! But next week: Tone Up Your On-Line Brand Via Social Media Register now: https://www1.gotomeeting.com/register/400580793 www.ActiveMgmt.com.au
  • 14. Justin Tamsett B.Ed (Phys & Health Education) Feel free to contact JT: [email_address] 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