Posted by: Sales Makers | November 7, 2013

X-Selling at Membership Sales, Chapter IV, JOBligation, page 35 = FINAL POST!

KNOW YOUR PRODUCT

Applies to MA’s, as well as the Marketing Director to develop an accurate explanation of all programmes and equipment.  The best way to accomplish this is by participating yourself in as many things as possible.  It’s impossible to sell something effectively if you don’t know it.  Even if you are unfamiliar with an area, for example the Gym, you should go through a workout yourself ask the trainers to explain things, and do some reading on the subject so you are equipped to give an educated basic explanation of what it’s about.  If a customer wants in-depth information that you are not equipped to give, don’t hesitate to call on a trainer to help with the explanation.  Telling the customer “I would like you to talk to John, he has a much more extensive knowledge and can do a better job answering your question than I can”.  Don’t try to bluff your way through, if you’re caught bluffing you instantly lose credibility and will lose the sale.

Remember:      A satisfied member will refer three new members,

                                                While a dissatisfied member will keep ten away!

Hand-in-hand with knowing your product, current details, procedures etc.  – Understand that sales ability is not a skill you are born with, it is a skill that is learned and can be developed like any other skill, with training and practice!

We certainly have a relatively easy product to sell since everyone on earth needs the product we sell.  In these times we even have a global fitness wave helping to provide us with prospective members

 

17 SUCCESS PRINCIPLES OF SELF- MOTIVATION AND ACHIEVEMENT

1.         DEVELOP P.M.A. (Positive Mental Attitude)

Opposite of N.M.A. (Negative Mental Attitude).  People with P.M.A. always have the advantage because they start each day with a good, positive feeling about themselves and the job they’re doing.  Positive emotions produce positive results!

2.         DEFINITION OF PURPOSE:

In your own mind, and on paper, outline and define your expectations and goals.  Review these daily goals and keep them fresh in your mind.

IF YOU DON’T KNOW WHERE YOU’RE GOING…ANY PATH WILL DO!

3.         GO THE EXTRA MILE:

Make the extra phone call, give out the extra business card, schedule the extra appointment. Your return on giving 110% will naturally be greater than your return on 75%.

4.         ACCURATE THINKING:

Don’t distort – don’t cloud your mental picture of yourself, your job, and your goals.  Think things through realistically and your approach will be accurate and realistic.

5.         SELF-DISCIPLINE:

If you do not possess self-discipline, all the training, projecting, goal setting, etc. are wasted. Plans are useless if you don’t have the self-discipline to implement them.

6.        THE MASTER MIND:

Use your mental capabilities to the limit.  Provide yourself with direction and creative intelligence for each project you tackle.

7.         APPLIED FAITH:

Have faith in yourself; your fellow workers and the rest will fall into place a little easier.

8.         A PLEASING PERSONALITY:

More than half the battle.  No one loves a grouch!

9.         PERSONAL INITIATIVE:

Almost like going the extra mile.  Do a little extra, even if you’re not asked.  It always pays off.  Take it upon yourself to do something beyond the basic limits of your job description; i.e., send notes to members who refer you new members, birthday cards, etc.

10.       ENTHUSIASM:

Enthusiasm is the key to success in selling.  A person who is enthusiastic about his product or service comes across as being honest and sincere.   (The four last letters in ENTHUSIASM say it all:  I Am Sold Myself!)

11.       CONTROLLED ATTENTION:

Listen when people speak, to you.  Don’t formulate your answers while they are still asking the question.  Pay close attention.

The reason God gave you two ears and one mouth is:

SO YOU CAN LISTEN TWICE AS MUCH AS YOU TALK!

12.       TEAM WORK:

One person’s input can be tripled by three people.  Partial ideas become complete when discussed as a group or team.  Membership Advisors should work, together toward a common goal.  After all, a split is better than no commission at all.

13.       LEARNING FROM DEFEAT:

Each mistake should be considered a learning experience.  Review your performance at the end of each day.  Where are your weaknesses? How can you improve? When you are able to recognize your weak points, you are then in a position to improve upon them.  Talk with fellow workers who are strong in areas where you are weak and learn their “inner secrets”.

14.       CREATIVE VISION:

Use your imagination.  Think of the different angle or the different answer to a standard objection.  Think of each prospective member as an individual and create a unique picture just for him or her.

15.       BUDGET TIME AND MONEY:

You can’t spend or shouldn’t spend $60,000 if you only make $30,000.  Likewise you can’t get 25 hours from a day.  Spend your time and money wisely to get the most from what you have. Schedule your appointments; group phone calls together and set aside a specific time to make them.  Don’t waste time.  Time IS money.

16.       MAINTAIN SOUND PHYSICAL AND MENTAL HEALTH:

Physical being and emotions go hand-in-hand.  The mind feels good when the body is well, and vice-versa.  Exercise not only helps keep the body healthy but is one of the best-known mental health prescriptions too.  As a Membership Advisor you have access to the Club facilities.  Use them to your advantage.

17.       USE NATURAL LAW:

Through repetition you will soon develop habits that are unique to you.

 

To Summarise

A)        SMILE

B)        LEARN AND USE THE MEMBER’S NAME – OFTEN

C)        BE FRIENDLY, WARM AND SINCERE.

D)        COMPLIMENT

E)        MAKE EVERYONE FEEL WELCOME    AGGRESSIVE HOSPITALITY

F)        BE INTERESTED IN THE INDIVIDUAL, THEIR WORK,  AND THEIR FAMILY.

G)        BEFORE ANSWERING PHONE – SMILE.

H)        IF SOMEONE ASKS SOMETHING YOU CANNOT ANSWER ABOUT THE CLUB.  TELL THEM YOU ARE  NOT SURE, BUT YOU WILL     FIND OUT FOR THEM – AND FOLLOW UP ON IT.

I)         DON’T GET FRUSTRATED DURING BUSY TIMES.

J)         MAKE THE PERSON YOU’RE HELPING FEEL SPECIAL.

K)        CONCENTRATE ON THE PERSON WITH WHOM YOU ARE SPEAKING.  WHETHER BY TELEPHONE OR FACE TO FACE.

L)        SMILE!!!


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