7. • Make the right impression
• The enquiry form
• Answering the phone
• The first question
• Price information
• Contact details
OPENING
8. • Why is this important?
INFORMATION GATHERING
• Key questions
― What are they interested in?
― When do they want it?
― Level of play?
9. INFORMATION GATHERING
• Are you playing somewhere at the moment?
• Why are you thinking of leaving?
• Features and benefits
10. “How does this sound?”
Responses:
“It sounds good”
“I’m not sure”
KEY PHRASES
11. • State prices – More expensive / Cheaper?
• Ask if they want to join now?
― If they say, “I’m not sure” get a commitment to the call back date
and time with a time related offer
• Ending the call
CLOSE
12. • Replay the decision making process
― Best case scenario
― Worst case scenario
WHAT IS LOOPING?
13. • Create a relationship – ask questions
• Consider offers – sell the commitment
• Get a commitment
WHAT DO YOU SAY?
14. • Re-establish the relationship
― Be straight to the point.
• Commit to the sign up
• Extend the offer – but not open-ended
THE FOLLOW UP
15. • Reasons for leaving
― Lack of players
― Lack of commitment
― Pitch quality
• Know your enemy
OUT OF LEAGUE CALLS
16. • Features and Benefits
• How does that sound?
OUT OF LEAGUE CALLS
17. • The main reasons for not initially joining are:
― Lack of players or commitment
― Not a good location
― Not currently interested
― Joined elsewhere.
DEAD LEAGUE ENQUIRIES
18. • Listen and find a solution
• Make a time-limited offer
DEAD LEAGUE ENQUIRIES
19. • Create new business
• Best practice
― Date of event
― Selling time
― Prepare
― Find new business opportunities
GENERIC TOURNAMENTS
20. • Create a connection
• Charm the gatekeeper
• The follow-up – reconnect
• Feature and benefits, offers and rewards schemes
TELESALES PITCH
21. • Build a rapport
• Open ended questions
• Mirror your audience
• Provide solutions
OVERCOMING OBJECTIONS
