健身俱乐部销售培训1

SalesSuccessCourse成功销售课程class1SalesSuccessCourseDay11Guidelines指南•Phones•Toilets•Breaks•Lunch•Participation•电话•洗手间•小憩•午餐•参与SalesSuccessCourseDay124ClassSchedule日程安排•Class1–Fitnessindustryintroduction–Preparingtomeetprospectivemembers–Gettingtoknowyournextmember(shipsale).•Class2–Membershiptours–WorkingwithPT’s•Class3–Overcomingconcerns–Postsalepresentations•Class4–TelephoneInquiries–Prospecting–PuttingitalltogetherSalesSuccessCourseDay13•第一课–健身行业介绍–准备好与潜在会员见面–去了解你的下一个会员（会籍销售）•第二课–会籍销售演练–与私人教练一起工作•第三课–克服困难–公布销售表演•第四课–电话调查–勘探–把它们结合在一起OurGoal我们的目标•HelpyouonthewaytobeingaSuperstarSalesPerson.SalesSuccessCourseDay14•在你成为超级销售明星的旅程上帮助你。IntroduceYourself介绍你自己•60secondsto–Yourname–Yourpreviousexperiences–Interestingfactaboutthemselves–Whattheywanttogetoutofsalessuccesscourse.SalesSuccessCourseDay15•60秒钟–你的名字–你以前的经验–能让别人记住你的特征–他们想从销售成功课程里面学到些什么。4+2Program4+2程序SalesSuccessCourseDay164+2ProgramFitness-cardioFitness-flexibilityService-motivatingatmosphereService-professionaladviceFitness-NutritionFitness-Reisistancetraining•4FitnessComponents健身组成部分–Cardiovascular心血管–Nutrition营养–Flexibility柔韧性–Resistancetraining阻力练习•2ServiceComponents服务组成部分–ProfessionalAdvice专业的意见–MotivatingAtmosphere激发气氛WhyistheFitnessindustrythebestplacetowork!为什么健身业是最好的工作地方•SessionGoals:–Understandtheindustrybetter.–Howcanwehelppeoplelivebetter.–Thekeyrolesalesplaysinallclubs.SalesSuccessCourseDay17•培训目标:–进一步更好的了解行业–我们如何能帮助人们生活的更好.–销售人员是所有会所的关键人物.ChineseHealthStatistics中国健康统计•20%overweight•10%obese•Cities––30%overweight–12.3%obese•1.2%ofChinesemalesbecomingoverweight/obeseeachyear(fastestinworldapartfromMexico).•25%ofBeijingmalesover35havehighbloodpressure.•WearecatchingupquicklytodevelopednationsGDP&obesityrates.•2008data.SalesSuccessCourseDay18•20%超重•10%肥胖•城市––30%超重–12.3%肥胖•每年会有1.2%的中国男性超重/肥胖（除了墨西哥是世界上增长最快的国家）•超过1/4的北京成年男人有高血压•我们可以非常快速的达到发展国家的GDP和肥胖人群指数.•2008年资料Sowhatcanwedo所以我们能做些什么•Sellthemamembership.•Whatdotheygetbyhavingamembership?•WearesellingLife!!!•Writedownbenefitsofexerciseinhandbook..SalesSuccessCourseDay19•销售会籍给他们.•他们通过购买会籍得到了什么？•我们在出售生命!!!Benefitsofexercise运动的好处•Healthbenefits,lessriskof––Heartdisease,cancer,diabetes,bloodpressure,arthritis,obesity,osteoporosisandgeneralpoorhealth.•Lessenstheeffectsofaging––Reduceschancesofosteoporosis,Alzheimer's,dementia,seriousfallsandqualityoflife.•ForWomen––Lesspregnancyissues,lessermenopauseissues,fasterbreastcancerrecovery,betterbladdercontrolandsexualfunction.•Men’shealth––Lessriskofcolon&prostatecancer,lesslikelytobeoverweightandhavediabetes&infertility.•Youthhealth–Lesshayfever,reducesriskofhypertension,breastcancerandheartdiseaselaterinlife.•Mentalhealtheffects–Reducesstressandreleasesendorphins.Overallgivesmorepositivefeelingonlife.•TOOMANYTOLIST.ExcelPerformanceTraining©SalesSuccessCourseDay110•有益健康,减低危险性––心脏病、癌症、糖尿病、高血压、关节炎、肥胖症、骨质疏松症和总体健康状况不佳。.•减少老年带来的影响––降低骨质疏松症,阿尔茨海默氏症、痴呆，跌倒和对生活质量影响的几率。•对女性––减少怀孕出现的其他症状,减少更年期问题,帮助乳腺癌更快的恢复，betterbladdercontrolandsexualfunction.•对男性––降低结肠癌和前列腺癌,超重，糖尿病，不育的风险。•对青少年––降低发烧的几率,避免高血压,乳癌和心脏病将来发生的可能性.•心理健康–减轻压力释放内啡肽.积极的面对生活.•数不胜数.Exercise=Drugs锻炼=良药•亚太区五大健身动机：•减压•减脂塑形•交朋友•有氧课程•炫耀ExcelPerformanceTraining©SalesSuccessCourseDay111Theexperience经验•Whoisfirstpersontheytalkwithatafitnessclub(apartfromreceptionist).•Membershipconsultant.•Yourbuyingexperiences•谁会是他们第一个沟通的对象?(除了接待员).•会籍顾问.•你在购买的经验.ExcelPerformanceTraining©SalesSuccessCourseDay112Theexperience经验•Twogroupstoexaminehowsalespeoplecanpositivelyandnegativelyaffectsales.•3minutesfinishworksheetinhandbook.•12minutestocreateaplayonsellingamobilephone.•分两组进行考核销售人员如何正面与反面销售销售•4人一组创作一个卖手机的小品。ExcelPerformanceTraining©SalesSuccessCourseDay113Whatmakesthedifference?什么制造差别•Equipment•Facilities•PeopleExcelPerformanceTraining©SalesSuccessCourseDay114•设备•装修•人（员工\会员）BreakTime休息时间•Timeforabreak…ExcelPerformanceTraining©SalesSuccessCourseDay115Gettingreadytotourandintroducingequipment准备好去介绍设施•Sessiongoals––Learnaboutbeingprofessional–Knowthekeystatisticsofprofessionalsuccessfulsalesperson–Getintroducedto3piecesofresistanceequipment–Howtogiveapositive“firstup”impressiontoprospectivemembers.SalesSuccessCourseDay116•训练目标––学习做到专业水准–了解成功的销售人员的关键技巧–去介绍2台健身的设备–如何给潜在的会员一个积极的第一印象•有准备=成功.Whowouldyoubuyfrom?你会从谁那里购买？ExcelPerformanceTraining©SalesSuccessCourseDay117Whowouldyoubuyfrom你会从谁那里购买ExcelPerformanceTraining©SalesSuccessCourseDay118Meetandgreet见面与问候•Preparereceptionteam•Lookatprospect•Introduceyourself•ListentoProspect•Beprepared•良好的第一印象•制服整洁、铭牌正确、工作板夹内工具齐全（签单笔；报价单；BR单；名片）、鞋子腰带饰物合体、手心无汗、发型精神、指甲眼角鼻毛干净、口气清新、身体无异味、体态矫健、精神饱满、笑容亲切、谨记客人信息（姓名、特征、需求）ExcelPerformanceTraining©SalesSuccessCourseDay119Yourattitude你的态度•Behappysmile•Forgetyourproblems•Clearyourmind•Bemotivating•Nophones•Simplethingshavebigeffects•开心的微笑•忘记你的麻烦•清醒你的头脑•激情的•关掉电话•简单的事情有很大的影响ExcelPerformanceTraining©SalesSuccessCourseDay120Salesbynumbers数字决定销售ExcelPerformanceTraining©SalesSuccessCourseDay121GuestGeneration-80%sales-20%marketing(WalkIn-TelephoneInquiry)Telephone50personsperday.20%makeappointments(10)From10appointments3showup(30%)35%oftoursjoin(1person)•客人自己出现-80%创造-20%市