When the club's performance is good, it often focuses on the daily work flow and discipline of selling members, and does not sort out the performance; When performance declines, performance comparisons are often made to see the results. In this way, there is no accurate work arrangement for the management of membership consultants, and the managers don't know whether it is the inevitable result of management or the accidental formation of climate. It is this kind of incomplete uncertainty about sales performance, so seasonal influence and price competition have become the best excuses to affect performance in the industry.
The production of general fitness club sales is roughly two steps: one is to let customers in; The second is to persuade customers to pay the bill. Basically related to the following factors-
1. Whether the goods provided by the club are good or not, that is, the brand, hardware scale, technical teachers and supporting services of the club.
2. Club sales strategy, such as price.
3. Promotion efforts, such as various advertisements and homework.
4. Communication level of member consultants.
When we manage the sales of members, I think we should do some analysis: the sales generated by the conditions created by the resources of the club (company), such as the orders formed by the reasons in 1, 2 and 3, are different from those purchased through the communication and repeated visits of member consultants.
Make a fine comparison of monthly performance. If there are many return visits, it means that the member salesman is not a problem. The problem lies in the resources promotion, planning strength and planning strategy of the club. If there are many visitors and the transaction rate is not high, we should consider the ability training and stress management of membership consultants.
Of course, there are other comprehensive reasons for the ideal performance, and our managers often ignore some such phenomena, such as:
1, raising old sales and underestimating new people;
Generally speaking, the sales team is a mixture of old and new people. They often make newcomers do some hard, tired and poor jobs, despise their language and behavior, send more orders, arrange booths, receive visitors and give them no opportunities.
2. Lack of daily sales reception summary and regular training, charging, boosting and pressure;
3. The manager is close to some salesmen, but alienated from some, which affects some people's working mood;
4. The sales supervisor, manager and investment boss are inconsistent, and the execution is discounted;
5. Some membership consultants have personal relationships with managers or investors, and they enter the company as sales consultants because of human relations, and their own quality is problematic;
6. Some membership consultants who enter the sales industry regard sales as the transition of their work.
On some technical answers to orders
1. Your annual card here is too long. I need a short-term one, such as a monthly card.
(1) Oh, I'm not too embarrassed (be polite) either, because our club is a member. First of all, we must ensure the stability of members. If there is a monthly card, the people in the club will easily become very complicated, which is contrary to the original intention of our meeting.
(2) In fact, as our member, we should fully ensure that you have a comfortable fitness environment.
Comments: Pretend to regard each other as our members, give each other an association space, and unconsciously enhance each other's desire to buy.
(3) As fitness is a long-term concept, how can we achieve good results in a short time? What's more, even if it is effective, it needs to be maintained! Think about it, it's only been a short month, and I can't see any effect. Compared with the annual card, the money spent is not cost-effective.
Comments: It takes a long time to change each other's original understanding with your professional knowledge and guide them to have a correct understanding of fitness.
(4) Compared with peers, our Hai Yin Fitness Club has a unique advantage. All three stores can transfer, that is, they can transfer. For example, if; ; ; ; Then you can pause.
Comments: The expression of these two points should be mastered very skillfully, and the process should be carefully disassembled one by one. The key point is how to use skills and grasp the scale.
(5) In fact, most members of our other sub-centers have two cards, three cards, or even life cards. The number of cards in one year is the least, and there are almost no monthly cards. The reason for this is that the longer they consider running, the better. Second, considering the high price, they will have a feeling of cherishing. Think about it, how can you not insist on spending thousands of dollars?
(6) In fact, our current price and value are still in direct proportion, which is not expensive at all.
Comments: If the other party is unwilling to apply for an annual card, there must be a price factor, which will take time.
(7) In such a good exercise atmosphere, there are many people with the same hobbies who exercise with you. You can watch TV while running. In addition, we will regularly introduce new courses to keep you fresh during exercise. Sub-health conditioning is newly launched this year. Our coaches have all received Asian physical training courses and achieved excellent results. The certificates are universal in Asia.
Comments: Explain from all aspects, making the other party feel that many external factors are enough to ensure that he will stick to it.
(8) In addition, if you happen to have a guest at home at ordinary times, you can also bring him to our place for free exercise. Then you can come to me directly and I'll sign it for you at the front desk. In fact, to be honest, we are sitting here today, and there may be some distance between us, but from tomorrow, we will meet every day and be like friends with each other.
Comments: Use some small favors to make the other party make up their mind to "buy a card" and skillfully ease the atmosphere at the scene.
Second, the price of your membership card here is too expensive.
(1) Is our price expensive? If you really think so, I can only say that the price is directly proportional to the quality, which is just like buying clothes in the mall. Although it's a little expensive, the fabric and texture are different, and the grade is different!
Comments: master the tone of conversation and hold the other person. Let the other person "comfortable" first.
(2) Compare the price with the fitness center in the city center (such as our treadmill).
Comments: Let everyone realize that we are a very good or the best one, but we are also a very affordable one.
(3) Use "itemized deduction method" (monthly)
Comments: This is also a concept of breaking the whole into parts, aiming at psychologically alleviating the adverse effects of slightly higher membership card prices. Let the other party feel that the price is acceptable, but avoid spreading it every day, because although more than three yuan a day makes people feel more comfortable, some customers will think that not coming today is a waste of more than three yuan. Therefore, membership consultants should not only be eloquent, but also have considerable adaptability.
(4) Emphasize the normal expenses for the other party to come to our club for exercise: water, electricity, staff salaries, free drinking water, towel disinfection expenses, shampoo and shower gel, as well as equipment loss, rent, decoration, taxes, etc.
Comments: Go and explain to the other party and convince him that our price is really reasonable and moderate.
(5) In fact, in the final analysis, taking a bath at ordinary times saves money on water, electricity and coal at home. Besides, through exercise, you are healthier and have a better physique. You don't need to see a doctor and take medicine. You only spend so little money on health. See for yourself if it's worth it!
Comments: It is very important to control the tone of communication, supplemented by explaining the importance of health, so that the other party can realize that it is very worthwhile to spend this money.
Third, does exercise have an effect?
(1) After new members joined the club, they didn't start exercising immediately. First, our health consultant will give them a physical examination, including blood pressure, pulse and fat percentage. After fully understanding your physical condition, our professional coach nutritionist will tailor a health plan, nutrition and diet plan for you and then take you to exercise.
Comments: This elaboration process is very critical, and it is by no means a random concept. You should be able to make the other person feel "so that's it" after listening.
(2) We will re-test and adjust your training plan after one month, aiming at "physical rebound" and taking a so-called "platform".
Comments: Let's learn from each other and have in-depth talks with each other, so that he can further realize our professionalism.
(3) In fact, our clubhouse is open to the outside world, so the effect naturally comes first. I dare not say anything else. If you exercise for a week, at least your mental state will be improved obviously, especially if you don't want to take another nap. In fact, to put it more thoroughly, there is nothing we can do to grow taller or shorter here, but there is absolutely no problem with hypertension, hyperlipidemia, fatty liver, acidic constitution, constipation, detoxification, liver and kidney function conditioning, and obesity.
Comments: You can give some positive and negative examples to make the other party more excited. Introduce some specific fitness expertise to convince each other.
(4) You can also admire members with better abilities and ask them to help you borrow money.
Comments: This time reflects the results of your follow-up service.
(5) "When you ask me if it is useful, I always say yes, don't I? In fact, you can go and see for yourself, or ask those fitness members and listen to what they say. Their statement is more authoritative because they have personally tested the effect!
Comments: This kind of communication may make the other party feel that you are quite real, and you can also adjust the atmosphere at that time appropriately. It varies from person to person. It's entirely up to you.
4. Is there anyone my age?
(1) Not only, but also many others. It shows that the growth of age is an irresistible natural phenomenon for a "three kinds" of people who exercise here, and the physical changes and physical decline need more exercise.
Comments: Give the other person a positive answer first, but at the same time, you should also show a serious look and play dumb.
(2) Anyway, I found a strange phenomenon. The older people who exercise here, the more confident they are at a higher level.
Comments: This can improve each other's self-feeling. Satisfy each other's vanity appropriately. Because once his vanity is satisfied, even if the other party doesn't have much money, he may bite the bullet and promise to apply for a card here, or promise to come next time, or even introduce guests to you.
(3) Then turn the question to health, indicating that the older you get, the more you need to exercise. Besides, you have worked hard for many years, so you can think for yourself. Moreover, fitness itself is a good thing. I'm sure your children will fully support you when they know it.
Comments: Find out what the other person wants to hear most, because the words that most easily touch him are equivalent to helping him succeed. If you communicate with him like this, the result of nine times out of ten is that he will tell you a lot of his stories next. Older people are actually the most accepting of reality.
Are there many people here?
Before (1), try to understand, observe whether the other person likes crowded atmosphere, and then prescribe the right medicine.
Comments: You need to finish this first on the way to see it. In fact, as long as you know whether he has been to the gym before, you basically know how to promise him.
(2) Tell the other party that according to scientific calculation, the fitness center can actually accommodate two people per square meter, because the reasonable exercise in the meeting is two or three times a week, and it is impossible to come every day. Besides, we are so big here and have a lot of equipment.
Comments: It is necessary to emphasize the concept of "three appropriateness" and improve your understanding with professionalism first.
(3) As far as our fitness club is concerned, member satisfaction is the first! Because we expect to resume the meeting next year, we will definitely control the number of people effectively. For example, if we now,,, then,,
Comments: Highlight the advantages of membership system and emphasize that our top priority is follow-up service, and we will never let existing members down.
(4) Give some concrete examples, and don't let others think it is intentional. The purpose is to make the other person feel that the people who exercise here are of the same type as him.
Comments: You need to "explore" the other person at the first meeting and know when he will choose to exercise, so the initiative is in your own hands.
(5) Tell the other party that all our branches are in preparation. If it is a universal card, it can be used anywhere. The biggest difference between our clubhouse and fast food restaurant is the concept of "floating population" and "fixed population", and the reason for opening a branch is that a store member tends to be saturated and needs to be diverted in time.
Comments: In this way, you need to have a considerable "foundation" and be able to control it flexibly, otherwise you may achieve the opposite result. For example, "I'll wait for the new store near your home to open."
Sixth, XX Fitness Center is also good.
(1) First of all, don't contradict each other, try to conform to him, and guide him to talk about his views on XX Fitness Center.
Comments: You should learn to praise your competitors. If you say your competitors are useless, I believe it will not add any benefits to our club.
(2) In communication, when the other party rises, it is natural to point out the shortcomings of competitors.
Comments: Through communication, we can hear some needs of the other party from the language revealed by the other party. This will be of great help to strengthen your pertinence in the next conversation.
(3) After the previous preparation, we began to make an indirect comparison to illustrate our quality and emphasize our advantages, including price, service, facilities, specialties, equipment, the richness of aerobics courses, and the distance of the route.
Comments: Because you already know something about the other person, you should find out what he cares about and tell him if you want to hear it, which will increase your chances of successfully signing the bill.
Seven: I am worried that I can't persist.
(1) Don't start playing right away. Curiously ask each other "why?" ? This "feeling" of communication is very important!
Comments: Let him tell the reason, and you can come up with corresponding measures.
(2) Be familiar with the difference between indoor sports and outdoor sports, and be free to learn and use.
Comments: The quality of this expression is very important, because many specialities will be emphasized here, and these specialities are also important reasons for members' persistence.
(3) It can be emphasized that whether you can persist in exercise depends on the distance of the route and the atmosphere during exercise.
Comments: Before, you need to know the distance and time when the other party comes to our club, so as to avoid letting the other party take advantage of what you said.
(4) You can say "It doesn't matter, we will supervise you together and I will exercise" seriously or casually according to the situation. If I can't see you, I will call, because you will introduce me to new members after I have served well.
Comments: Without sincerity, who can be moved! In fact, your sincerity is very important You should make him feel that you are really "selling" the service and will be responsible for him to the end.
Eight, I am bored to practice alone.
(1) In fact, the specialty of indoor sports is that you can exercise alone, unlike playing badminton, you must find a partner.
Comments: First, instill new ideas into each other. He made me realize that the establishment of health clubs is largely for the convenience of members and for one person to exercise.
(2) I don't think this is a problem! Because I am here, I will often chat with you. Otherwise, where is our follow-up service? And in less than two days, members and members themselves will get familiar with it, because membership is a fixed group.
Comments: Highlighting the advantages of membership system, I can make new friends here, just like my classmates at school. We met every day and met in two days.
(4) We will also organize members to hold activities regularly, which is the same for every store. Give some examples and tell each other that our purpose is to let members know each other, promote each other and encourage each other, so that everyone can keep exercising.
Comments: In addition to explaining other reasons that can guarantee persistence, organizing collective activities attracts each other.
I have no time to come.
(1) I think this is just an excuse for myself. Why do you say that? Think about it, if you regard fitness as other important things and tasks that you must complete, how can you have no time? I think you always have time to eat and sleep every day, and so does work. Even if I can't get out of bed today, I can't help going. In addition, no matter how busy you are, you should take time out to eat. You're not hungry?
Comments: It is very important to master the tone of this expression, and it is best to make others happy, which is the best effect.
(2) So, I don't think this is a good excuse. Everyone has the right to exercise 24 hours a day. Others can arrange time to exercise. I believe you will also pay attention to your health and join our sports.
Comments: When expressing, it gives people a very serious feeling, otherwise it will not achieve the effect, and you should learn to hold each other properly.
(3) In fact, under normal circumstances, you only need to exercise two or three times a week, and you don't need to come every day, because proper diet, proper rest and proper exercise need to be combined to make you healthier.
Comments: Let him know what a reasonable exercise is. It's definitely unbearable to exercise every day, because the other person says he doesn't have time to come, or it may be because he thinks he needs to come every day.
(5) Emphasize sub-health with the other party, and you can talk more deeply, including giving an example.
Comments: I really need the other party to realize their age and current situation. You can also talk about the relationship between money and health.
(6) More importantly, fitness is a new life, a new fashion and a symbol to some extent.
Comments: Explain the concept of membership system, which originated from Scottish golf and so on, in order to stimulate each other's vanity.
10. I don't need to practice equipment, but can it be cheaper to do aerobics?
(1) Don't veto it stiffly at once, but take care of each other's face, and then explain to her obliquely that the membership system is quite hierarchical. For example, aerobics is only one of the items provided by our club.
Comments: While putting pressure on the other party, we should pay attention to the discretion, such as: "To tell the truth, we can't just drag a person in on the road and let him spend more than 2,000 yuan to buy a card.
(2) Actually, aerobic exercise and anaerobic exercise need to be combined. I know you prefer aerobic, but anaerobic equipment is very targeted. Exercise may make your figure more symmetrical, and our professional plan is also indispensable. These are what our members can enjoy. What's more, you need to take a shower after the jump.
Comments: focus on the specialty of this center.
(4) Also use the "deduction method" (ask this concept clearly before reviewing it) to calculate an account for her, so that she feels that the current price is reasonable. )
Comments: Since the other party has raised such a question, it is mainly a question of price, so it is the right medicine.
XI。 Do you have "private education" here?
(1) I was just about to introduce you, so you asked first.
Comments: I intend to pave the way for the following explanation.
(2) I want to ask, why do you think of the necessity of private education?
Comments: After asking, listen carefully and understand each other's reasons. Of course, it can be more targeted.
(3) So it is (be polite to each other for a while). In fact, there is no special private education in our center, but this is precisely our characteristic. Because there is no private education, "better than private education" is a "personalized" service launched by our club, because every coach here will become your coach.
(4) "No tipping, no consumption" can also enjoy distinguished service here, and a truly humanized club should have been considered for you long ago.
Comments: Under normal circumstances, since the other party has proposed "private education", money is not a big problem for him, so don't forget to praise the other party in this expression, and then calculate his private education expenses. We'll save you money. If you want him to feel your kindness, you can achieve great things.
I go home late every day, and I am free after eight o'clock, so I can't spare the time.
(1) Why is it so late? Others don't work as hard as you You are too busy. I guess your career is in full swing regularly. Why is your time so tight? Can you tell me?
Comments: If the vanity of the other person is aroused by you at once, you may need to spend a lot of time listening to his achievements, but this is definitely a good thing.
(2) In fact, what is popular now is "sports supper" instead of "gourmet supper", and it is healthier. Although you work hard, you need exercise more urgently than anyone else.
Comments: Try to make the other person realize that his current situation is correct and he really needs exercise.
(3) In addition, proper exercise contributes to sleep. Don't you think it's wonderful to do some exercise and take a hot bath before going to bed?
Comments: The most important thing is to make him really listen to you and make him think. The most unsuccessful thing is to talk about yourself, which is equal to talking in vain.
(4) In addition, our environment and facilities are first-class, which integrates sports, leisure, making friends, bathing and sauna. You can do more than one thing by exercising here. Moreover, here you will have a feeling that you can do great things with very little money. Why do you say that? Because compared with your health and longevity, this money is too small.
Comments: How to make the other person feel is not clear in a few words, but only by yourself.
Thirteen, others say that they can't persist.
(1) I think this may be the difference between people, and there are thousands of differences between people. This is also an internal cause. You see, you haven't tried. How do you know you can't hold on? I thought, why not put yourself on a higher level? He can't, but I can! Don't you think so?
Comments: The mastery of tone is the key to expression.
(2) I think others may be because they have never met such a good and professional fitness club as ours. This is also an external cause. In fact, for members, the environment is the key to whether they can keep exercising. The biggest advantage of our club is the atmosphere besides the first-class software and hardware facilities. We will let you come here, and you will have the idea that we can't help but want to exercise.
Comments: Talk to the other person about some important factors that can be adhered to and try to make him feel excited.
(3) We have a special person here to make long-term and short-term fitness plans for you, so that you can keep the freshness of exercise while constantly trying various new projects. In fact, in the final analysis, it depends on the effect. When you watch your body getting better and slimmer day by day, how can you not insist? I believe that with the joint efforts of both sides, you will definitely see satisfactory results.
Comments: Let the other party's hesitation about whether to persist be successfully transformed into a good result. Let her be full of fantasy and longing for a beautiful figure, which is another budding application of the tactic of "introducing the east to the west".
I can come whenever I want, so I don't have to pay a deposit?
(1) The down payment can keep the current price for you, regardless of the price increase. Moreover, this is also a concept of mutual trust, that is, you trust that we will keep preferential prices for you and believe that we can bring you a good fitness environment.
Comments: When you say it, you can't express it in a simple tone. Let the other person feel that you are thinking of him. That's all that matters.
(2) Another advantage of prepayment is that you can try it for free. Pay the balance after you are satisfied. If you feel bad, the deposit can be refunded unconditionally. For a company as big as ours, the investment alone is several million. What are you worried about? So the down payment is only good for you, not bad. What are you hesitating about? What's more, anyone can afford 100 yuan.
Comments: this expression is a bit "forced", but it is generally difficult for the other party to find a good reason to refuse you. You need to strike while the iron is hot to see if you can play.
(3) Of course, if you decide that you really don't need exercise and don't want to get a card, you don't have to pay the deposit, so as not to come back to get the deposit.
Comments: If it really doesn't work. You can say "spell" like this, but you must be polite. If it's blunt, don't count on it.
15. I'm not sure about your project.
(1) Why?
Comments: Be sure to guide him to talk more, which is often the excuse of the other party. If he really thinks so, you will have to wait patiently and waste your breath.
I see. I think you can completely dispel your concerns. Because this is definitely not a problem. No matter how big our project is, it must be completed within 45 days. You can come and see at night. We are busy here day and night.
Comments: Sincere! The key is to convince others seriously.
(3) If the promised opening date cannot be fulfilled, it seems that you are smashing your own brand. We have so many chain stores, and our brand is our reputation! Why big companies develop rapidly is precisely because they keep their promises.
Comments: You can introduce the company's scale, strength, or development, and dispel the other party's concerns.
Sixteen, I can't buy it, I have no money?
(1) You are really joking. People who say they have no money are the richest! Don't you think so?
Comments: Make the atmosphere better first.
In fact, I know you can't afford it at all, and you don't care about spending more money. Not at all! I think it's only because you don't want to bargain.
Comments: There are two possibilities for the other party to say this. A joke, an excuse, most people may be overwhelmed by the confusion in front of them, so don't do this. Hit him with roundabout tactics!
Seventeen, the card is so expensive, when my friend did it, it was only two thousand yuan.
(1) I need to explain this to you. Your friend's time may be our pre-sale period, when the price was relatively cheaper, because when you first started decorating, you paid for it without looking at anything, which was risky. It's like buying an auction house and an existing house.
Comments: When you explain this, you must be sincere and serious!
I don't know if you have heard such a sentence. The simpler people believe what they hear, the smarter people like to see the evidence. Actually, you are the most discerning. Really, it's not a compliment. If I were you, I wouldn't care about spending so much money. Seeing is believing is the truest.
Comments: The purpose of saying this is to make the other person feel comfortable as much as possible and control himself when playing.
(3) The price can't be cheap, which reflects the regularity of our clubhouse! Imagine, if we still sell the previous price after the opening, what credibility do we have! As a club, the most basic price can't be guaranteed. I might as well advise you to give up. Because you can get a cheap price today, and you can reduce your exercise from three days to two days tomorrow. Maybe it will be a problem to take a bath the day after tomorrow, don't you think? Have you thought about it? If the price bought by your subsequent members is cheaper than yours, can you accept it? Besides, I can't buy it in my pocket if I sell you an extra hundred dollars. Today we sit here far away, and we will be friends from tomorrow. We meet every day, there is no need to be hypocritical.
Comments: You can bring some momentum appropriately. If he agrees with you, please coax him in time and pay attention to the change of tone!
18. Can your card be used universally?
(1) Tell the other party the price of the universal card, and then ask him the specific reason for using it, as the case may be. If he thinks that the price of the universal card is too high, he can deliberately persuade him not to spend hundreds more.
Comments: Find some reasons and try to make him feel that you are thinking of him.
(2) In fact, the common problem is that the flow of people is not well controlled, and it is difficult to guarantee the service to existing members.
Comments: The purpose of this explanation is to make the other party realize that genetic modification will harm the members' own interests.
(3) Explain the disadvantages of "comfortable fort" in general, such as calling more people and queuing for running and bathing every day.
Comments: This is by no means comparing others to nothing. It needs to be expressed by innuendo, such as listening to other members.
Although I am healthy, I don't need to exercise.
(1) First of all, please forgive my frankness. I think your idea is mistaken. American white-collar workers have high status and long life, not because of their innate physical fitness, but because ordinary people are highly educated and have a strong sense of self-exercise. Their concept of national fitness is decades ahead of us!
(2) In the United States, at the end of the year, the company boss will issue fitness cards to employees who have not been sick for a year, and there are some bonuses. Doing so will make everyone envy. But if you think about it carefully, you will think that this boss is too smart! Why? Because his employees don't get sick and spend money for a year, they can save a lot of medical expenses. You just gave him a fitness card to encourage everyone to work out together. No one will get sick. How much do you think this boss will save?
(3) Therefore, in the United States, he is a person who cares about health, while in China, no one cares about healthy people. Like our chain store in Hai Yin, there are three local stores. We care about not only sub-healthy people, but also healthy people like you, because we want you to be healthy forever.
Twenty, I usually eat less, I can't lose weight, and exercise can't produce results.
(1) Why?
(2) Some of our members are not fat, but we haven't experienced the effect of exercise. It's true that some people don't eat much, but they just can't lose weight. Some people eat a lot, but they just can't get fat. This is because people have different types and genetic tendencies.
(3) In this case, the only way to change your body shape is through exercise and correct guidance.
Twenty-one, Meigefei and Comfort Bao only spent more than 2000 yuan and 1000 yuan. You are not as good as them, but the price is not cheap.
(1) These two clubs are really good. You know them too well. Have you exercised there before? (mobile)
(2) In fact, their current price is entirely due to vicious competition. It is not a good thing for members to go up and down again, or even lose money, because the wool is on the sheep and no boss is willing to lose money. If the price is low, the quality of service will inevitably decline, so it is the members themselves who are not cost-effective in the end.
(3) Compared with them, our price still has an advantage in life. Look at our two-year card.
It is precisely because of various factors that the wisdom of managers is really needed to make the membership consultants willing to work, do the work according to the arrangement, reach an agreement with the sales target, and produce natural sales performance.