健身俱乐部销售培训3

Excel Performance Training©
Sales Success Course Day 3
11
Question it
问问题
• Ask them why? • For example :
– “Mr Wang, I know you have reasons for saying that, do you mind if I ask what they are?”
Aligefending concern they sometimes become defensive. Need to align with them. Use words such as “felt, feel, found”. An example of what you could say is :
• 问他们为什么? • 举例 :
– “王先生, 我知道你有 理由为什么会这样讲, 你介意我知道它们都是 什么么?”
• 让他们去证明他们的 • Asking them to justify 担忧. their concern. • 一些时候不是真正的 担忧.
Excel Performance Training© Sales Success Course Day 3 12
Isolate Concern
孤立担忧
• Isolate that concern. • Anything stopping them joining. • Don’t want hidden concerns. • Anything else stopping them • No surprises. • You want a commitment :
– “If we did not have this one obstacle to overcome I would buy”.
Excel Performance Training©
• • • • • •
孤立那些问题. 是什么阻止他们加入. 不想隐藏担忧. 还有什么阻止他们 没有惊讶. 你要一个承诺 :
– “对不起我可以知道你还要 想一些什么, 还有什么我没 有解释清楚的么?”
• Now for real concern or sign up. • So only 6 common concerns people may have.
Excel Performance Training©
• 现在是真正的忧虑或者加 入. • 所以每个人只有六个忧虑.
– “如果没有这个障碍我就 会立即开始运动吧”.
Sales Success Course Day 3
13
Reframe the concern
重新组织担忧 • Once concern isolated • Reframe? • Look from different angle. For example
Close the sale
• Present the price • Overcome objections & close • Turn overs
• New Member signed up • New member referrals • Be back members
Prospects
Next sale
– 报价 – 和私人教练一起工作
Excel Performance Training©
Sales Success Course Day 2
2
Today’s Schedule
今日安排
• Overcoming concerns. • Turnovers • Post sales presentations • Prospecting
Excel Performance Training©
• 培训目标 :
– 了解普遍的担 心. – 练习标准的回 复. – 学习克服担心 的做法.
Sales Success Course Day 2
4
7 common concerns
七个普遍的担心
• Top 7 common concerns. • Split into groups of 3-4 and come up with the top 7 concerns prospects have about joining a fitness club. • One person to come from each group.
Class 3
Excel Performance Training©
Sales Success Course Day 3
1
Day 2 Recap
回顾第二天
• Who practised last • 昨天晚上谁练习了? night? • 昨天 : • Yesterday : – 参观
– Tours – Asking for money – Working with PT
倾听，让他们放松 • 让他们结束, 例如他们会说
– “我不能肯定我会坚持运动, 但 是我想要减肥我也知道越早开始 越好.”
• 反馈担忧 “它太贵了”
– 你说 “如果不介意我问你，你 为什么你认为它贵？”.
• Feedback concern “Its expensive”
– You say “If you don’t mind me asking, but why do you think its expensive”.
– “Excuse me but can I ask what do you need to think about, is there something I have not explained properly?”
• • • •
你听到最常见的忧虑 不是真正的忧虑 这是一个借口/伪装. 问他们 :
Sales Success Course
销售成功课程
• Personal efforts 80% • Marketing 20% • • • •
Meet & Qualify
Phone Appointment Meet Qualify needs
• Benefits – Solutions – agreement tour • Personal tour Great Tour
• • • •
克服问题. 营业额 销售报告 前景
Excel Performance Training©
Sales Success Course Day 2
3
Overcoming Concerns
克服担心
• Session goals :
– Learn about common concerns. – Go through standard responses. – Learn system to overcome any concern.
9
Relax and feed it back
放松和反馈
• Listen (relax it is not personal). • Let them finish, for example they may say
– “I am not sure if I will be consistent with my workouts, but I want to lose this weight and I really should get started sooner rather than later.”
– – – – Time Distance Price Discuss with Family/friends – Compare clubs – Not sure if will use – Think about it
• 七个普遍的担心: – 时间 – 距离 – 价钱 – 要和家人或朋友商量 – 会所比较 – 不确定能否用的上 – 考虑一下 • 捆绑突破问题 “哪一个担 心不是真正的担心?”.
Sales Success Course Day 3
7
Concerns are good
担忧是对的
• Not personal. • Pain of spending vs. Pleasure of Joining • Time to think about decision. • Not saying no or yes. • Reasonable concern to buy time.
Excel Performance Training©
Sales Success Course Day 3
6
Think about it
想一下 • Most common concern you will hear • Not a real concern • This is an excuse/cover. • So ask them :
• That is standard responses. • Good to start with. • People are not standard. • 6 steps to overcoming concerns :
– – – – – – Relax and say it back. Align with them. Question it. Isolate the concern. Reframe concern. Close again.
– “Mr Wang, I appreciate that you feel the membership is too expensive. Many of our members felt the same way at the first and, you know, what they found was paying that little bit more was worth it considering the great personal trainers that are here.”