WNiF Magazine - Spring 2017 Edition | Page 26

Listen to what your prospect tells you then tailor each tour or explanation of your product or service to give them a personalised solution .

Listen to what your prospect tells you then tailor each tour or explanation of your product or service to give them a personalised solution .

2 . Train Your Team
“ It is more expensive not to train your people and have them stay , than to train your people and have them leave ” Zig Ziglar
All staff , not just your sales team , should know about the eight-step selling cycle : prospecting , initial contact , qualification , the tour / explanation , price presentation , overcoming objections , closing the sale and referrals . When people understand the big picture of a business they feel pride in their knowledge , and are more likely to become informed advocates for your club . Also have your sales staff tour and present to the instructors , and have the instructors train the sales people . When each experience ’ s the other ’ s job first hand they develop a healthy respect for each other , and are more willing to work as a cohesive team .
After any type of workshop training or seminar the implementation and reinforcement , process is the key to ensuring that a sales and management team learns and implements all the new selling skills . Continual reinforcement is the major catalyst to ensure success in the utilisation of these sales techniques and strategies . To make any training effective , it must be an ongoing process and reinforced regularly by senior staff and management .
3 . Establish Commonality An Essential Skill
Finding something in common in the first two minutes will increase the probability of a sale , because the prospect will open up to you and tell you the truth . Many sales people say they understand how to create commonality but when you take a good look at most sales professionals in action , this skill is done poorly and commonality is not established . Sales people who are able to master this magical skill and combine it with a sales process are usually more successful , have the highest closing rates and make the most amout of sales . An easy rule to follow , is to make commonality a priority , this will assist in creating enough rapport with the prospect . Once rapport has been created and sustained the prospect will buy from you easily .
PLEASE NOTE : Laughing together ( not a nervous giggle ) is a sure fire way to establishing commonality thus rapport .
4 . Always Qualification Strongly
Once rapport has been established , a successful sales professional will always qualify their prospects . The art of qualification is between 80 % to 90 % of the success of a sale . If you have established enough affinity the prospect will allow you to find out what their problems , challenges or frustrations are . This is crucial ; as all sales people must know that the number one motivator of human behaviour is to avoid pain / frustration , then move towards pleasure . Once the prospect has discussed their pains / frustrations to the sales person , they can then explain how their products or services will be the solution ( because people buy the feeling ). Some great questions to use ( done in a casual manner , almost tongue in cheek ) after the problem and solution has been established are “ How good will you be feeling once you ’ ve ( solution )?” Listen and chit chat about the outcome positively , before asking , “ How would you feel in comparison if you did nothing and you stayed in the same condition as you are in now ( state a reason e . g . for your 10 year school reunion )?” Listen , then say “ don ’ t worry by ( using your product or service ) you be well on the way to ( rectifying the problem ).” Conclude with a question : “ Are you looking forward to that ?” or “ how good will that be ?” Smile & Nod “ Well let ’ s make that happen !” This can only be done if rapport & commonality have been established .
5 . Give The Client What They Want :
Remember to always give the client what they want . Many sales are lost because the sales person thought they knew best . Listen to what your prospect tells you , then tailor each tour or explanation of your product or service to give them a personalised solution . Teach them some ways to achieve their result and show them you and your team are experts in doing that . Every purchase is an endeavour by the prospect to find a solution to their problem . If a person comes to a club and after rapport is established they tell you they want to lose weight because they think they are too big for their liking , all you need to do is ensure that they really want the result , then show them how your club and services will help them get the solution to reduce their problem . Give the prospect what they want , inspire them by confirming you and your team are experts and they will buy . The tour of the club will make or break your sale . If you prove you can help them achieve their results and feel positive and that they belong there , then the close will be virtually done .
6 . Ask For The Business :
68 % of sales are not made because they are not asked for . Time and time again sales are lost because the salesperson is uncomfortable about asking because they fear rejection . If everything else has been done well then closing the sale should be a natural progression in the conversation . One easy thing to do to increase closing rates , is to test-close regularly throughout the presentation . This is done by asking questions to test the buy temperature . The more small
26 WHAT ’ S NEW IN FITNESS - SPRING 2017