Lesley aitken© 2006 Les Mills International Limited

Presenting YOUR PRICES

Les MillsSales Training

WITH les mills programs

Selling club solutions

THE MEETING

1. Initial contact

2. Qualification

3. Solution

4. Price presentation & close

5. Overcome concerns

6. Close & start

7. Referrals

Something to remember!

Power buys from power

You can’t sell to someone who can’t buy

                                                                                             

Opportunity assessment What have you established before you present your price

presentation?

The five assessment areas (sales manual, page 36)

1.Pain

2.Power

3.Vision

4.Value

5.Control

Group work

In your group, working together agree, draw and write the perfect price presentation.

                  

Words that kill price presentations

Bad words versus good words

                  

Price presentation habits

What behaviours/habits/emotions do you currently exhibit when you present prices?

Do these habits support me or limit me? Help me or hinder me?

If it doesn’t support me… how can I stop doing it right now?

Decide what the most appropriate habits would be and commit to them.

Why is it important that I must make changes and achieve sales success?

Club 2004 and beyond

• Staff Orientation

• Retain Members and committed Instructors

• Enjoy….

• Team focus

•New members

• Maintain previous 6 months

•Reactivation

• Set GF targets

•Referrals

•Re-launch options

• Book GFM dates

• Time Wasting • Unproductive class slots

• Efficient and effective timetable

• Best instructors

• Best programs

• $ Group Fitness

• (Re) Launch options

“PLATINUM PROGRAM”"PIONEER PROGRAM"

Plan For Success – (Example)

• Chaos Management • Unproductive instructors

Launch Month: Training Days:

• Re-Skill Staff• Launch & Re-launch options

• Increase range & size of timetable

Initial Stage Visual Stage Results Stage Maintenance Stage 0 - 6 weeks 6 -12 weeks 12 -24 weeks

HOW

• Manage with GFM

RESULTS

• Monitor class numbers

• Motivate instructors

• Maintain with re-launch • Momentum with launch

• Maximise results in all areas

• Minimise time wasting

€ to get started…( ) programs - ( ) marketing opportunities

€ to get started… ( ) programs - ( ) marketing opportunities

•Renewals

Number of Staff to be Trained =

• Reset GFM targets

• Launch Preparation• Programming Options

€ + Tax € + Tax

Turnkey

Process

NOW

Feeling

-ve

WILL

Feel

+ve

Approx 1 Member a Month Approx 2 Members a Month

What

Where 1

2

3

Why

When (Date)

The meeting

The ‘I recommend’ transition to the price presentationThe ‘I recommend’ transition to the price presentation

Based on what you have told me I recommend (X) and (Y), which will enable you to… (increase group fitness usage and reduce cardio area congestion).

If prospects sense you really understand their needs, they will follow through with your recommended course of action

Step 5: Price presentation

Step 5: Price presentation / close

Close on two options.

Which programmes are the best ones for you?

Great! How soon do you want to get started, this month or next month?

All we need to do now is a little bit of paperwork to get you started.

The meeting

Yes… approval:

Let’s say you become convinced that you want to go forward. What do you do then?

Who else would be involved in making a decision?

Do they support you in rectifying (link in their pain)?

How long do you think the approval process would take?

The meeting

closeStep 6 & 7: Overcoming concerns /

The ‘As If’ StrategyThe ‘As If’ Strategy

Examples:

1. Let’s assume that you had… for 6 months. What has occurred during that 6 month period to let you know that … was a good investment for you?

2. Let’s assume it’s 6 months into the future. In your view, what has happened to convince you that you made a good choice?

3. Let’s pretend that you have implemented Body Pump & Body Balance and it’s six months afterward. What happened to let you know they have worked?

4. Let’s assume you take … on board today, what would have to happen in the next 6 months to convince you that you made the right choice?

The meetingStep 6 & 7: Overcoming concerns /

close

Too much money!!!

I understand how you feel. Other clients have felt the same way and they have found out that…

The meetingStep 6 & 7: Overcoming concerns /

close

Step 6 & 7: Overcoming concerns /

Concern!

What would happen if … worked, I mean really worked?

SHUT UP & SAY NOTHING

Isn’t that the very reason why you should start …?

The meeting

close

Step 8: Referrals

1. Isolate faces

2. Write the referral names down

3. Ask qualifying questions

4. Ask for the referrals’ contact details

5. Ask the customer to call and set your meeting with the referrals

The meeting

Common mistakes

Losing your passion / confidence

Getting distracted

Rushing the call/meeting

Losing your Talking too much and not listening

Features and price dump!

Not gaining an agreement to move forward

Not following up

Using words that kill sales

Sounding scripted and insincere

Creating tension and not interest

Not earning the right to have a conversation

Tips for success Obtain testimonials from your customers

Accurately measure the results of your marketing

Spend time learning leading edge sales skills

Understand that the best way to sell is to ask questions

Have an excellent lead generation process in place

Communicate with your customers on a regular basis by mail, phone and e-mail