5. The five keys to influencing the buying process: 1-3 1. People do not buy facilities , product or on price – these are simply criteria and are susceptible to change 2. People buy wants and needs and think emotively but will utilise logic during justification 3. Our emotion and emotive decisions relate to our core principles and values . Our values relate to our core beliefs
6. 6. People only take action on a must - When something becomes a must it is because they are compelled to move away from pain or move towards pleasure The five keys to influencing the buying process: 4-6 5. People respond to what they think about and feel and the brain cannot relate to a negative or an unreal event. 4. People desire identity – the need to feel important
7. Building Rapport How people communicate; Words 7% (the words you use) Tonality 38% (pitch and tone) Physiology 55% (body language)
8. Building Rapport The triggers of unconscious rapport Visual see things quickly, make quick decisions get bored quickly - easily distracted Auditory need to hear the information dot the i’s and cross the t’s Kinaesthetic touchy feely, need to feel comfortable will want to touch things
9. Handling Telephone Enquiries What are the main challenges to selling on the telephone? Learn the techniques to mastering the telephone enquiry
10. Meeting & Greeting The importance of impact – first impression count… but just how quick is an impression made?
11. The Needs Analysis Understand the difference between open and closed questions Influencing Questions are key and assist you in four ways 1. They force the prospect to answer 2. It encourages them to think 3. It ensures you gather information 4. It keeps you in control
12. The Needs Analysis The three main benefits of the Needs Analysis 1. It establishes rapport early on 2. It identifies needs and wants 3. Provides you with detailed knowledge
13. The Tour Tour using the FABD System F. Make a claim in respect of a Club feature A. Support the claim B. Tie the feature into a benefit D. Link it to emotional desire Our Diet Club programme will be great for you Because it monitors your diet weekly Which in turn will allow us to help you lose weight And therefore we will take a step towards helping you losing ½ stone for your holiday in 6 weeks time
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15. The Price Presentation KISS Present in stages and close each stage before moving on to the next
16. The Price Presentation Other than the membership options are there any questions Or queries that I can help you with? Write down their aims on the sheet. After everything that I have shown you today how confident Are you that we can help you achieve your (repeat goals/aims)
17. The Price Presentation We have 2 membership categories, both offer you the same great Facilities and services that I have shown you today, the only Difference is that the off peak membership restricts your usage to Monday – Friday 8am – 5pm – which do you feel would suit you best? With both our membership options you can pay annually for the year Up front, where you get one month free or by 12 equal monthly instalments. How would you prefer to pay? The monthly membership is £xx and the annual payment is £xxx are you Still happy to pay monthly? Great – would you like to join today? Great – I’ll just get the paperwork and we can get you started. Great – if you join today I can book you in for an induction on Monday, would you like to do that?
21. If you have any questions please e mail me on:- [email_address] Or call 07726 902942 ____________________________________________ Well you’ve got to draw the line somewhere…
