会籍顾问销售方法（Membership consultant sales method）

1、会籍顾问销售方法（Membership consultant sales method）Sales like playing football, the most critical is the finishing techniques, and many do not know the membership consultant finishing techniques, the results come to naught. These transaction methods can be used alone or in combination with sales applicatio

2、ns.1, direct transaction method. Face reality, direct transaction, save time, improve efficiency. Applicable compliance crowd.2, the law of conformity. Arouse the quasi member of the comparison psychology, to everyone bought all do, have become members eliminate associate members doubt. All except t

3、he dominant type.3, price strategy transaction method. Customers like cheap and fine products. Apply to all populations.4, demo transaction method. Customers are very confident about their feelings. Presentations can lead to curiosity and interest of prospective members - very well suited to visual

4、clients.5, enhance product (membership) value added transaction method. Unexpected good things can stimulate the purchase desire of prospective members, and the added value is the embodiment of considerate service. It is especially suitable for pre sale of new stores, such as gift bags and free priv

5、ate tuition. Apply to all customers6, the proposed closing method. Everything is to be measured, umbrella will be successful in the rain. Attention: fully tap the needs of fitness associate members, seize the timing of the prompt, pay attention to the sense of propriety. Apply to all populations.7,

6、a transaction method. Please will not dare. Note: understand the opponents character, grasp the time to ask instructions, should pay attention to propriety. Apply to all populations. You now do not deal with this price, then we will have to adjust the price after the year, when you can not afford th

7、e price.8, to the transaction method. May surprise. Note: the use of other transaction law does not play a role. Applicable people: customers who talked to you for a long time and still didnt make a deal. (if you really bad today these 500 blocks, you can apply for membership to another club, here w

8、e are really incapable of action at this price you offer now our club service; if you really bad this 500 dollars, you can go home and think about this price, we are really incapable of action).9, the transaction method of future events. Associate members fear the pain of future diseases. Note: emph

9、asizing the importance of opportunities, emphasizing and expanding the pain and joy of the future. Apply to all populations.10, good people clinch a deal. Associate members dont like dealing with smart people, but they like to do business with people they like. (membership advisor is absolutely good

10、, helping him choose good membership, good coaches, and) apply to everyone. Note: 1, when used to emphasize that he is an honest man, I have here more than 300 members, (to show their performance, at the same time, there are more than 300 people believe me, 2), stressed that he is a very honest pers

11、on, very easy to work with silly, to be honest, look firm, the tone should be firm, firm action,11, slow approaching method. For the first time, we didnt become a member of our group after the tour guide. After the first visit, we gave him a chance to try and experience, and we were slowly getting i

12、nto the opportunity to be our member12, two select one transaction method. Whatever we choose is in our favor. All except the dominant type. Notice: two the result of selecting one must be beneficial to us, and pay attention to cooperate with other transaction methods. Is it necessary to choose an i

13、ndividual year membership? Do you want to choose an annual membership? Do you want to choose a membership for half a year?,13, reciprocal transaction method. The price is favorable, but you have to introduce another member. Apply to all populations.14, respect each others closing law. Absolutely fit

14、 for the dominant population. The appointed associate member will take our membership price list and choose it,When the dominant member chooses the membership type (I think the membership is more suitable for me), as a membership consultant, we should say: I respect your choice and Ill handle it for

15、 you immediately.15, go out, please come in, experience the completion of the law. We must firmly believe that the quality of service and quality of the club, all associate members will try to purchase after the trial. Applicable crowd: rational crowd. Note: the value of the product must be better.

16、The trial time must be short.16, small point transaction method. Avoiding the big and small is the generality of a certain population. Applicable people: indecisive quasi members, special attention to the quasi members of small interests. Notice: make good use of the time, turn the small point into

17、big point, and provide the small point to have real value. (the point is that we give him a little more value than others, such as: when the other party says that his travel time is particularly large, we can say to apply - appropriately increase the number of stop cards, and)17, real comparison met

18、hod. At the front desk, the membership advisor will have a conversation with the members who are familiar with them at the front desk. When they are familiar with the members from the front after us and in the future we can send to associate said of their familiar members said: you for me, the new f

19、riends he really want to become a member of the clubs membership, but he felt that the price is a little high, he had to be cheap. You said, your friends have done so much, how much money, you say? Your familiar member: 3000, isnt it? Do you have a discount here? Is it cheaper? (by the members mouth

20、 tell the true price) membership Advisor: Oh, you dont want to bargain with me, so many friends are at that price.18, the transaction method of providing special treatment. Reason: everyone wants to find the feeling of important people. Applicable population: all members of the population, and are e

21、xpected to receive special treatment associate members. Attention: special treatment should be found from different sides and used in conjunction with other transaction methods to create additional value of products. Membership Advisor: the people you meet are very high quality people, and these peo

22、ple like you want to be healthy, do not want to be in sub-health state. I think you are willing to share the health to them, I will give you 5 pieces of experience others from becoming a member card - we only send one, I will give you 5, because I know that your network is very wide.19, analysis of

23、Li and disadvantages transaction method. Only by comparison can we make better choices. Application: not suitable for the dominant type of population. Note: membership consultant, personal trainer, must pay attention to the products provided by members to give more advantages than disadvantages expl

24、anation. (pros and cons and ultimately reflected in the price: have you completed 1800 yuan each month, you practice for a month, you just love, but the membership terminated, you will do 3000 years of membership, you spent a total of how much, how much you lost? If you want to experience it, I thin

25、k you should do seasonal membership, so you lose less,20. Soliciting opinions and closing the law. An example of calling a members wife; and receiving two members at the same time, you think, what do you think? Notice: its a wise choice to give yourself and associate members a step. Apply to all pop

26、ulations.21, whispering transactions. The reason for this: mystery may lead to curiosity of quasi members. Particularly suitable for hearing crowds. The auditory quasi member pays attention to his ears, while the visual quasi member pays attention to his own vision.22. Elimination of obstacles. Elim

27、inating obstacles is a necessity. Using questioning, try to know the questions of prospective members as quickly as possible, and eliminate his doubts and concerns as quickly as possible.23, lucky number clinch a deal. Most people like good omens. Applicable crowd: most people especially like auspic

28、ious numbers of people. Attention should be paid to fully understand the habits of customers and the combination of other transaction methods. Such as: 8881888,24, silence clinch a deal.Reason: sinking is gold. Suitable for people: suitable for member consultants to receive visual and sensory associ

29、ate members, not suitable for auditory associate members. Silence method must be combined with the demo method, and the best effect, pay attention to the silent time. (visual and sensory people are generally dominated)25, ask someone to help out the transaction method. Applicable reason: exerting fo

30、rce without effort. Fit for all people. Note: the effect is quite obvious and two faced with. If the price can be accepted, the membership consultant can say, I dont have the right, or Ill send our manager. Matters needing attention; suitable for group membership and not suitable for individual memb

31、ership.26, to play down the transaction method. But sometimes deliberately fall more effective than flattery. Applicable to the crowd: a crowd of people, infinite delay time. Note: with the method and other transactions and dared to use, use this technique must be rehearsed. When a difficult (and qu

32、asi membership consultant can say: Mr. X, I feel shy, you first think, I have for me this morning (yesterday) 3 new members for membership registration to their membership card,27, out of compliance transaction method. Reasons for application: customers, especially our associate members, are not pic

33、ky about an obedient person. Suitable crowd: associate member of the devils. Note: dont be scared what to forget, remember our deal. (associate member of the conditions we have mentioned a lot of no great importance to meet him, but when the price limit mentioned below our transaction bottom level w

34、e can say: feel shy, these we can promise you, but the price we cant really do.)28. Telling stories. Reason for application: sometimes the story to our quasi member listening can have unexpected effect. Applicable population: a definite associate who does not want to buy. Note: the content of the st

35、ory should be for the transaction service, when appropriate, from the story to clinch a deal. (the last time a gentleman like you, he is always thinking of is not a short period of time to adapt to, but think this does have some high prices, but also to the fitness is very good indeed, force yoursel

36、f to the sports club, a professional coach to guide. He was just as hesitant as you, but finally he decided that a years membership would bring him better fitness and good fitness habits.29, continuous visit closing method. For reasons: to Jincheng, a. (I want to recommend you a healthy lifestyle an

37、d lifestyle to all your associate members). Notice: be confident of yourself and the recommended membership - our associate members really need the membership we recommend. Choose the right time to visit prospective members! (dont forget our associate members, after a period of time our associate me

38、mbers have not yet come, we can say: X sister, a person you do not want to, you can bring a friend over the experience, so you can go hand in hand,)30, baseball head up clinch a deal. Membership in the transaction, through circuitous path can also achieve the purpose of transaction. Applicable group

39、s: customers who have decided to refuse to deal. Notice: you should be confident of yourself and the sales membership, and look forward to the nature. (associate member who: I have no time, I certainly didnt have time to come, I will certainly not do membership, membership consultant can say: I will

40、 give you two pieces of experience card, can you help me to your side to our club friends? If you introduce it, Ill welcome him warmly - about this time, we know he cant handle our membership, we have to put it out, we dont give up, maybe one day what happened he would become members of our club. As

41、 a member consultant, as a member consultant who advocates the concept of healthy fashion life, we should never abandon any associate member.Take out 100 pieces,Tell the following membership Advisor: who would like to change 50 bucks for 100 bucks? Who would like to change 50 dollars for 100 pieces?

42、 When brave people take these 100 dollars, we can guide our membership advisors: we all know this is an opportunity, but how many people will eventually act? When we do terminal sales, this is also true. When we know the opportunity has come, but many of our friends have no real action, is that ok?

43、As a terminal sales, as a membership consultant, this is absolutely not possible31, consulting transaction method. The reason for the application: to sell as a consultant is easy to get the trust of prospective members. Note: use inquiry methods to understand the needs of prospective members. Applic

44、able to all. Membership consultants and private coaches cooperate better.32, emotional transaction method. Open the door of each others emotions, everything is good to discuss. Apply: emotional crowd33, two faced transaction method. Membership consultants create a lot of business opportunities with

45、each other. Generally cooperate with membership manager. Suitable for people who prefer small and cheap.34, building high end transaction method. Applicable reasons: high quotation means high quality. Know the bottom line is not available for associate membership.35, the door handle transaction meth

46、od. You can kill a backstroke. Application of prospective clients who have explicitly refused. Note: the transaction speed is fast. Its similar to the salesman in the mall. Its going to go back and call it back36, speech closing method. (more than 5 people, with the membership manager, usually speak

47、ing of the membership manager) Speech can affect our prospective members, such as: Mall outreach, Plaza Club outreach activities. When the program goes to the middle, the moderator says, heres our membership marketing manager to introduce our membership and fitness membership. Membership one time ex

48、perience card and detailed consultation. After the introduction of the manager said: please friends to the two sides of the stage membership consultant to get the experience card and do detailed consultation.37, substitution negotiation method. When the membership is 3000, and the associate member m

49、ust be 2500, the membership consultant can find the membership manager to help deal with it.38, bitter meat skill method. Everyone has compassion and takes advantage of the benefits. Note: to show their suffering, at the appropriate time or dignity but not overdo sth. (shopping malls do discount act

50、ivities, sales staff will say: Oh, you see discounts are hit like this, do not make money, you add 10 pieces of bar.,39: ultimatum transaction. The timing of the ultimatum: first, the last 5 days of the presale month. (associate member in the middle of the month already know the price, membership co

51、nsultant call several times which are busy in the end of the month when shirk, membership consultant can say: Zhang Jie, there are 5 days, we can only leave the membership number this month, after the first month, our price will be rose XXX money, do not have this quota. I hope you will come here to

52、day or tomorrow. If you dont come over, Ill do the membership for you. It can be said that when the second membership consultant, large-scale promotional activities: our promotional activities coming to an end, we must in the promotional activities for the date can enjoy preferential policies, at th

53、e end of third, when the membership consultant can say: we can offer you this month to join XXX, join next month we can offer you a XXX,40, bait order transaction method. It is suitable for all associate members, especially for compliant quasi members. Note: must be calm, dont let the cat out of the

54、 bag.41, quick order transaction method. Shorten the time of the transaction, quick order. Membership consultants in the terminal to visit the sale, the transaction can not be done today until tomorrow, the morning will not be able to drag the afternoon. If the associate member does not have cash, t

55、he credit card machine has a problem, we follow it to the bank, also to the single transaction.42, membership price conversion transaction method. Convert membership type.One years membership 2500 can not handle, but lovers membership is no problem.43, the center flowering method. Applicable populat

56、ion: all population except dominant type. When membership renewals can achieve this objective. In a large number of membership renewals, renewal time can achieve very good effect. (renewal time, reception, membership, three sports departments should meet together: through the observation of a year,

57、we should find out influential members. Influential people can influence more people Note: the selected central characters are influential, and are the senior members of our club (membership above the annual membership)Thought: let those who say it is difficult to fix the membership renewals launche

58、d in the price system before the renewal.The Club Management Company quotes frogs as predators, spiders prey on nets.In half a month ago it leaked: three departments began to trickle - like renewals will begin, like 3000,- member Fury: coach, how much money do you renew, the coach said: - like 3000, membership: ah, so expensive ah, but also 3000, I do not renew,(by these actions, you can put members talk things over the collection, at the same time, shanfengdianhuo members dig out, analyze, to make adjustments,)Coach: X brother, it seems to be 2680 pieces (whisper), i