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Welcome to the

Sales Webinar Series!Today’s session is:

Grabbing Their Details Without Grabbing Their Throat

You may also like to check out www.ActiveMgmt.com.au while you wait.

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Grabbing Details without Grabbing

Their Throat

30 Minutes

Why do we need details?

What details do we need?

Where do you record them?

How do you get them?

Make them feel welcome & important

• Change your voice tonality• Smile• Introduce yourself

Mirror and match• Voice speed• Voice volume• Words used• Body language

Small talk about them• How was you day?• What do you do?• What brought you down?

Explain why you need them• Change an appointment• Email a map• Private health club• Help you

But sound confident!

Incoming call script example

“John can I just grab your phone number, so if there is a problem at my end I can give you a buzz to reschedule.

And if you want to give me an email address, I will drop you an email with a map showing where we are and where you can park, just to make it a bit easier on your first visit.”

Walk-in or tour script example:

“John would you mind just popping your details here. This allows us to keep track of who is in the club at any time, which our members love from a security perspective.”

Where do we start?• Explanation to Team of your expectations:

Why? What?• Get the stationary• Practice for authenticity• Monitor• Feedback

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Would you like sales training for all your Team every month for 30 minutes,

for less than the cost of a personal training session?

Register now for JT’s Sales Seminars:The Incoming Call Conversation - July 6th

Grabbing Details Without Grabbing Their Throat - August 3rd Is the Needs Analysis For You or Them - September 7th

Do You Really Need To Do a Tour - October 5th Just Tell Them The Price - November 2nd

Follow Up isn't Harassment - December 2nd

www.ActiveMgmt.com.au

Justin TamsettB.Ed (Phys & Health Education)

Feel free to contact JT: jt@activemgmt.com.au or 0438 015 677

Follow JT on Twitter: @JTActiveMgmt

To read JT’s blog: www.justintamsett.com

Become an Active Management Fan on Facebook: www.facebook.com/activemanagement

And for more information on Active Management helping your business go to: www.activemgmt.com.au

"What you leave behind is not what is engraved in stone monuments, but what is woven into the lives of others."

Pericles