Dave Reeves' presentations from the Sales & Retention Convention 2017

1. Sales & Retention Convention
Session 1

2. Why speak about the tour today?
The Membership Sales Process?
Customer Centric Sales
Personnel Skills needed to Sell Membership
Incoming Enquiry
Building Rapport
Needs Analysis
Meet and Greet
The Tour
POS Referral
The Close – Over Coming objections
Telephone Skills – Incoming and Out-going
General Referral
Lead Generation
Marketing

3. Define Sales….
Let’s pretend we are the authors of a Dictionary
We are going to define and write the definition for the word sales and/or
selling

4. Session 1 & 3
We said that in session 3 that we would speak about
Over Coming Objections

5. Conditioning
How does “conditioning” mould us as
Membership Consultants

6. Conditioning
Processes are changing all of the time
In all industries and all practices, part of evolution
What is our current process for the sales journey? From Enquiry to
Joiner

7. Self-fulling prophecy
The process is one, from the start to the end of the journey….

8. How consumers buy….
Consider this, In September 2016, Internet Retailing Magazine conducted a large survey into how consumers buy, not just online, but generally.
They asked what percentage of consumers research a “lifestyle choice product” online before making an enquiry with a vendor?
What do Internet Retailing Magazine mean by a lifestyle choice product?
The percentage was: 92%
Let’s hold that thought….

10. The Sales Process
Previous Sales & Retention conventions - Sales Process
The psychology of the prospect member.
The - Why now, why today, why here?

11. The Sales Process – Quick Recap
The Sales Psychology – Needs and Goals – Pre Tour
The HUG !
H = History
U = Usage
G = Goals
Use it everywhere!

12. The Sales Process – Recap Continued
The Hidden Motive
The Psychology – Pain to Pleasure – Make that statement

13. The Sales Process
Let’s get back to that Sales Process
The incoming enquiry – The Process
During the call we ask for the appointment? How do we ask that question?
What other alternative close should we use?

14. The Tour
What are we looking to achieve from our tours?
They will be back……. Amazing stats in session 2!

15. The Tour
The Meet
Rapport Building
The Needs – HUG
The Goals and the hidden motive!
Transition to the Tour – Where would you like to go first

16. The Tour – Overcoming those lovely objections…
Overcoming objections – what objections do we get?

17. The Tour
Put our heart, soul and passion into the art of selling Health & Fitness Memberships

18. The Tour
Artist analogy, design your tour
Matching the Product to the Member Requirements
Building Value
Always link back the product to the goal

19. How do we present benefits?
More importantly
How do we know what features to sell the benefits of?
•Find out if it relevant to the prospect
•Is it a feature they are happy using or if it is important to them
•Sell them something that is “bigger than….”
•Ask for the buy in

20. Selling Benefits
Group Exercise
What are benefits?
Make your club/gym like a Candy Shop

21. This is a treadmill….
So what…..
Features are benefits
What’s in a pen?
Team Exercise at the Club/Centre

22. Success Stories
So what…..

23. Fitness / Wellbeing / Consultant
Team Experience
Make the connection

24. The Objections
Deal with these during the tour

25. The Objections
Remember the 92%
In most cases….
The only real objections are:
The Product - Facilities – can’t match to the goal / Op’s issues
The People – Don’t believe in us
…with the odd very rare exception

26. The People
Staff Product Knowledge
Sales Team Training

27. Tour Guides
Handout for you to take away

28. The people
Look Sharp / Be Sharp – Killer tips for any sales team
#1 Key Attitudes – Be Proud, of yourself, be proud of your club – be proud of what you do, what you sell and the difference that they make
#2 be positive, you have the best team, you can make people realise their goals, we can get them on their journey, they will join the club today
#3 be passionate , why did you get into the industry, get involved get on it! Why we don’t want to act like a psychotic idiot, we have to show passion.
#4 show empathy, the prospect has a problem, even if they are a Fitness Magazine cover model , rise of Instagram
#5 Make them feel important, so it has to be all about them.

29. The Product
Look for other options to achieve goal
Make a recommendation
Feedback to Op’s / Management
Notes on System… with follow up!

30. The Close
How do we close?
Closing Techniques
Presenting price options with confidence
10 Day Money Back?

31. Club Presentation
Do we Sparkle?

32. Group Exercise – Show me the Candy!
Take me on the Magical Tour!!

33. Group Exercise – Show me the Candy!
Design your tour, any changes?
Make it magic

34. The Tour – Wrap Up
Make it known
Club Procedures & Staff Training