Welcome to the  Sales Webinar Series! Today’s session is:  Grabbing Their Details Without Grabbing Their Throat You may al...
Grabbing Details without Grabbing Their Throat 30 Minutes
 
 
<ul><li>Why do we need details? </li></ul><ul><li>What details do we need? </li></ul><ul><li>Where do you record them? </l...
<ul><li>Make them feel welcome & important </li></ul><ul><li>Change your voice tonality </li></ul><ul><li>Smile </li></ul>...
<ul><li>Mirror and match </li></ul><ul><li>Voice speed </li></ul><ul><li>Voice volume </li></ul><ul><li>Words used </li></...
<ul><li>Small talk about them </li></ul><ul><li>How was you day? </li></ul><ul><li>What do you do? </li></ul><ul><li>What ...
<ul><li>Explain why you need them </li></ul><ul><li>Change an appointment </li></ul><ul><li>Email a map </li></ul><ul><li>...
<ul><li>Incoming call script example </li></ul><ul><li>“ John can I just grab your phone number, so if there is a problem ...
<ul><li>Walk-in or tour script example: </li></ul><ul><li>“ John would you mind just popping your details here. This allow...
<ul><li>Where do we start? </li></ul><ul><li>Explanation to Team of your expectations: Why? What? </li></ul><ul><li>Get th...
Would you like sales training for all your Team  every month for 30 minutes,  for less than the cost of a personal trainin...
Justin Tamsett B.Ed (Phys & Health Education) Feel free to contact JT:  [email_address]  or 0438 015 677 Follow JT on Twit...
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Webinar 2 Grabbing Their Details Before The Tour

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Webinar 2 Grabbing Their Details Before The Tour

  1. 1. Welcome to the Sales Webinar Series! Today’s session is: Grabbing Their Details Without Grabbing Their Throat You may also like to check out www.ActiveMgmt.com.au while you wait.
  2. 2. Grabbing Details without Grabbing Their Throat 30 Minutes
  3. 5. <ul><li>Why do we need details? </li></ul><ul><li>What details do we need? </li></ul><ul><li>Where do you record them? </li></ul><ul><li>How do you get them? </li></ul>
  4. 6. <ul><li>Make them feel welcome & important </li></ul><ul><li>Change your voice tonality </li></ul><ul><li>Smile </li></ul><ul><li>Introduce yourself </li></ul>
  5. 7. <ul><li>Mirror and match </li></ul><ul><li>Voice speed </li></ul><ul><li>Voice volume </li></ul><ul><li>Words used </li></ul><ul><li>Body language </li></ul>
  6. 8. <ul><li>Small talk about them </li></ul><ul><li>How was you day? </li></ul><ul><li>What do you do? </li></ul><ul><li>What brought you down? </li></ul>
  7. 9. <ul><li>Explain why you need them </li></ul><ul><li>Change an appointment </li></ul><ul><li>Email a map </li></ul><ul><li>Private health club </li></ul><ul><li>Help you </li></ul><ul><li>But sound confident! </li></ul>
  8. 10. <ul><li>Incoming call script example </li></ul><ul><li>“ John can I just grab your phone number, so if there is a problem at my end I can give you a buzz to reschedule. </li></ul><ul><li>And if you want to give me an email address, I will drop you an email with a map showing where we are and where you can park, just to make it a bit easier on your first visit.” </li></ul>
  9. 11. <ul><li>Walk-in or tour script example: </li></ul><ul><li>“ John would you mind just popping your details here. This allows us to keep track of who is in the club at any time, which our members love from a security perspective.” </li></ul>
  10. 12. <ul><li>Where do we start? </li></ul><ul><li>Explanation to Team of your expectations: Why? What? </li></ul><ul><li>Get the stationary </li></ul><ul><li>Practice for authenticity </li></ul><ul><li>Monitor </li></ul><ul><li>Feedback </li></ul>
  11. 13.
  12. 14. 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 - July 6th Grabbing Details Without Grabbing Their Throat - August 3rd Is the Needs Analysis For You or Them - September 7th Do You Really Need To Do a Tour - October 5th Just Tell Them The Price - November 2nd Follow Up isn't Harassment - December 2 nd www.ActiveMgmt.com.au
  13. 15. 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 &quot;What you leave behind is not what is engraved in stone monuments, but what is woven into the lives of others.&quot; Pericles

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