2. Lesley aitken © 2006 Les Mills International Limited Presenting YOUR PRICES Les Mills Sales Training WITH les mills programs Selling club solutions

3. THE MEETING 1. Initial contact 2. Qualification 3. Solution 4. Price presentation & close 5. Overcome concerns 6. Close & start 7. Referrals

4. Something to remember! Power buys from power You cant sell to someone who cant buy

5. Opportunity assessment What have you established before you present your price presentation? The five assessment areas (sales manual, page 36) 1. Pain 2. Power 3. Vision 4. Value 5. Control

6. Group work In your group, working together agree, draw and write the perfect price presentation.

7. Words that kill price presentations Bad words versus good words

8. Price presentation habits What behaviours/habits/emotions do you currently exhibit when you present prices? Do these habits support me or limit me? Help me or hinder me? If it doesnt support me… how can I stop doing it right now? Decide what the most appropriate habits would be and commit to them. Why is it important that I must make changes and achieve sales success?

9. Club 2004 and beyond Staff Orientation Retain Members and committed Instructors Enjoy…. Team focus New members Maintain previous 6 months Reactivation Set GF targets Referrals Re-launch options Book GFM dates Time Wasting Unproductive class slots Efficient and effective timetable Best instructors Best programs $ Group Fitness (Re) Launch options PLATINUM PROGRAM"PIONEER PROGRAM" Plan For Success – (Example) Chaos Management Unproductive instructors Launch Month: Training Days: Re-Skill Staff Launch & Re-launch options Increase range & size of timetable Initial StageVisual StageResults StageMaintenance Stage 0 - 6 weeks6 -12 weeks12 -24 weeks HOW Manage with GFM RESULTS Monitor class numbers Motivate instructors Maintain with re-launch Momentum with launch Maximise results in all areas Minimise time wasting to get started… ( ) programs - ( ) marketing opportunities to get started… ( ) programs - ( ) marketing opportunities Renewals Number of Staff to be Trained = Reset GFM targets Launch Preparation Programming Options + Tax Turnke y Proces s NOW Feelin g -ve WILL Feel +ve Approx 1 Member a MonthApprox 2 Members a Month What Where 1 2 3 Why When (Date)

10. The meeting The I recommend transition to the price presentation Based on what you have told me I recommend (X) and (Y), which will enable you to… (increase group fitness usage and reduce cardio area congestion). If prospects sense you really understand their needs, they will follow through with your recommended course of action Step 5: Price presentation

11. Step 5: Price presentation / close Close on two options. Which programmes are the best ones for you? Great! How soon do you want to get started, this month or next month? All we need to do now is a little bit of paperwork to get you started. The meeting

12. Yes… approval: Lets say you become convinced that you want to go forward. What do you do then? Who else would be involved in making a decision? Do they support you in rectifying (link in their pain)? How long do you think the approval process would take? The meeting close Step 6 & 7: Overcoming concerns /

13. The As If Strategy Examples: 1. Lets assume that you had… for 6 months. What has occurred during that 6 month period to let you know that … was a good investment for you? 2. Lets assume its 6 months into the future. In your view, what has happened to convince you that you made a good choice? 3. Lets pretend that you have implemented Body Pump & Body Balance and its six months afterward. What happened to let you know they have worked? 4. Lets assume you take … on board today, what would have to happen in the next 6 months to convince you that you made the right choice? The meeting Step 6 & 7: Overcoming concerns / close

14. Too much money!!! I understand how you feel. Other clients have felt the same way and they have found out that… The meeting Step 6 & 7: Overcoming concerns / close

15. Step 6 & 7: Overcoming concerns / Concern! What would happen if … worked, I mean really worked? SHUT UP & SAY NOTHING Isnt that the very reason why you should start …? The meeting close

16. Step 8: Referrals 1. Isolate faces 2. Write the referral names down 3. Ask qualifying questions 4. Ask for the referrals contact details 5. Ask the customer to call and set your meeting with the referrals The meeting

17. Common mistakes Losing your passion / confidence Getting distracted Rushing the call/meeting Losing your Talking too much and not listening Features and price dump! Not gaining an agreement to move forward Not following up Using words that kill sales Sounding scripted and insincere Creating tension and not interest Not earning the right to have a conversation

18. Tips for success Obtain testimonials from your customers Accurately measure the results of your marketing Spend time learning leading edge sales skills Understand that the best way to sell is to ask questions Have an excellent lead generation process in place Communicate with your customers on a regular basis by mail, phone and e-mail