健身俱乐部销售培训1.ppt

单击此处编辑母版标题样式,单击此处编辑母版文本样式,第二级,第三级,第四级,第五级,*,Sales Success Course,成功销售课程,class 1,Sales Success Course Day 1,1,Guidelines,指南,Phones,Toilets,Breaks,Lunch,Participation,电话,洗手间,小憩,午餐,参与,Sales Success Course Day 1,2,4 Class Schedule,日程安排,Class 1,Fitness industry introduction,Preparing to meet prospective members,Getting to know your next member(ship sale).,Class 2,Membership tours,Working with PTs,Class 3,Overcoming concerns,Post sale presentations,Class 4,Telephone Inquiries,Prospecting,Putting it all together,Sales Success Course Day 1,3,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,Our Goal,我们的目标,Help you on the way to being a Superstar Sales Person.,Sales Success Course Day 1,4,在你成为超级销售明星的旅程上帮助你。,Introduce Yourself,介绍你自己,60 seconds to,Your name,Your previous experiences,Interesting fact about themselves,What they want to get out of sales success course.,Sales Success Course Day 1,5,60,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+2 Program,4+2,程序,Sales Success Course Day 1,6,4+2,Program,Fitness-cardio,Fitness-flexibility,Service-motivating atmosphere,Service-professional,advice,Fitness-Nutrition,Fitness-Reisistance training,4 Fitness Components,健身组成部分,Cardiovascular,心血管,Nutrition,营养,Flexibility,柔韧性,Resistance training,阻力练习,2 Service Components,服务组成部分,Professional Advice,专业的意见,Motivating Atmosphere,激发气氛,Why is the Fitness industry the best place to work!,为什么健身业是最好的工作地方,Session Goals:,Understand the industry better.,How can we help people live better.,The key role sales plays in all clubs.,Sales Success Course Day 1,7,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,.,Chinese Health Statistics,中国健康统计,20%overweight,10%obese,Cities,30%overweight,12.3%obese,1.2%of Chinese males becoming overweight/obese each year(fastest in world apart from Mexico).,25%of Beijing males over 35 have high blood pressure.,We are catching up quickly to developed nations GDP&obesity rates.,2008 data.,Sales Success Course Day 1,8,20%,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,So what can we do,所以我们能做些什么,Sell them a membership.,What do they get by having a membership?,We are selling,Life!,Write down benefits of exercise in handbook.,.,Sales Success Course Day 1,9,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,!,Benefits of exercise,运动的好处,Health benefits,less risk of,Heart disease,cancer,diabetes,blood pressure,arthritis,obesity,osteoporosis and general poor health.,Lessens the effects of aging,Reduces chances of osteoporosis,Alzheimers,dementia,serious falls and quality of life.,For Women,Less pregnancy issues,lesser menopause issues,faster breast cancer recovery,better bladder control and sexual function.,Mens health,Less risk of colon&prostate cancer,less likely to be overweight and have diabetes&infertility.,Youth health,Less hay fever,reduces risk of hypertension,breast cancer and heart disease later in life.,Mental health effects,Reduces stress and releases endorphins.Overall gives more positive feeling on life.,TOO MANY TO LIST.,Excel Performance Training,Sales Success Course Day 1,10,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，,better bladder control and sexual function.,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,Excel Performance Training,Sales Success Course Day 1,11,The experience,经验,Who is first person they talk with at a fitness clubapart from receptionist).,Membership consultant.,Your buying experiences,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,.,Excel Performance Training,Sales Success Course Day 1,12,The experience,经验,Two groups to examine how sales people can positively and negatively affect sales.,3 minutes finish worksheet in handbook.,12 minutes to create a play on selling a mobile phone.,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,。,Excel Performance Training,Sales Success Course Day 1,13,What makes the difference?,什么制造差别,Equipment,Facilities,People,Excel Performance Training,Sales Success Course Day 1,14,设备,装修,人（员工,会员）,Break Time,休息时间,Time for a break,Excel Performance Training,Sales Success Course Day 1,15,Getting ready to tour and introducing equipment,准备好去介绍设施,Session goals,Learn about being professional,Know the key statistics of professional successful sales person,Get introduced to 3 pieces of resistance equipment,How to give a positive“first up”impression to prospective members.,Sales Success Course Day 1,16,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,.,Who would you buy from?,你会从谁那里购买？,Excel Performance Training,Sales Success Course Day 1,17,Who would you buy from,你会从谁那里购买Excel Performance Training,Sales Success Course Day 1,18,Meet and greet,见面与问候,Prepare reception team,Look at prospect,Introduce yourself,Listen to Prospect,Be prepared,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）,Excel Performance Training,Sales Success Course Day 1,19,Your attitude,你的态度,Be happy smile,Forget your problems,Clear your mind,Be motivating,No phones,Simple things have big effects,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,Excel Performance Training,Sales Success Course Day 1,20,Sales by numbers,数字决定销售,Excel Performance Training,Sales Success Course Day 1,21,Guest Generation-80%sales,-20%marketing(Walk In-Telephone Inquiry),Telephone 50 persons per day.20%make appointments(10),From 10 appointments 3 show up(30%),35%of tours join(1 person),客人自己出现,-80%,创造,-20%,市场（自己进来,-,电话询问）,50,个客人致电。,20%,成交,-,预约（,10,）,10,预约,3,个赴约（,30%,）,35%,参观加入（,1,人）,会籍系统,重点：建立标准化的操作流程与数字化管理体系,Step1.,第一印象,Step2.,访客健体记录,Step3.,体成分分析测试仪（私人教练与客人的第一次接触）,Step4.,参观健身俱乐部,Step5.,会籍简介,Step6.,解决担忧,Step7.,高层介入,TO,Step8.,成交支付合同,Step9.,高层介入升级,Step10.,私人教练首次销售（私人教练与客人的第二次接触）,Step11.,免费私教课程 （私人教练与客人的第三次接触）,Step12.10,个转介绍名单,Break Time,Time for a break,Excel Performance Training,Sales Success Course Day 1,25,Effective Communication,有效率的沟通,Session goals:,Understand the prospects perspective and what are they buying.,Go through the different types of questions,understand when to use them to get the desired result.,Excel Performance Training,Sales Success Course Day 1,26,训练目标,:,了解潜在的会员他们想要的是什么。,通过不同的问题,了解他们想得到的结果。,学习如何倾听。,What are people buying?,人们买了什么,Excel Performance Training,Sales Success Course Day 1,27,水,Prospects perspective,潜在客户的想法,1,st,time to a fitness club,Meet Sales person(YOU),You will ask them to buy,How to make them comfortable,第一次去健身俱乐部,遇见销售人员,(,你,),你要让他们去买,如何让他们感觉舒服,如何建立亲密关系,Excel Performance Training,Sales Success Course Day 1,28,Different Question Types,不同类型的问题,Open Ended,Closed Ended,Alternate choice,开放式问题,封闭式问题,选择性问题,Excel Performance Training,Sales Success Course Day 1,29,Open Ended,开放式问题,You start with“what,how or why”,Aim to get prospect talking and not to give a yes or no answer.,Get general info.,Use to get more specific information,E.g.“what are your goals?”,用,“,什么，怎样、为什么,”,开始。,瞄准与潜在客人沟通不要给是或不是的回答。,得到正确的信息。,用他得到更多的明确信息,例如,“,你的训练目标是什么？,”,Excel Performance Training,Sales Success Course Day 1,30,Closed Ended,封闭式问题,Want to get a yes,no or one word answer,Use it to confirm what prospect said to you or to control the conversation.,E.g.“So you want to lose 10kgs?”,想得到是或不是的回答,用潜在会员给你的确认回答来控制对话,例如：这么说来你想减掉,20,斤对么？,Excel Performance Training,Sales Success Course Day 1,31,Alternate choice,选择性问题,Do you want to buy PT?,Do you want to buy 10 or 20 sessions of PT?,Which is better?,Why?,Excel Performance Training,Sales Success Course Day 1,32,你想购买私人教练么,?,你想购买,10,结还是,20,结私人教练的课程,?,哪个更好,?,为什么,?,给人们选择,A,或者选择,B,不是买或不买的选择。,Drilling down,深入钻研,Real answer is?,Repeat back for more info.,Find out motivation of prospect.,Oil is never found lying on ground,you must drill down to get real money.,Excel Performance Training,Sales Success Course Day 1,33,真正的答案是什么？,复述更多的资料。,找出客户的真正动机。,石油是不会摆在地上的，必须深入挖掘才能得到真正的金钱,。,Active Listening,积极的聆听,What is it?,Process,Ask question,Listen to answer,Repeat it back for clarification/more info,Repeat back again to show understanding,Practise,Excel Performance Training,Sales Success Course Day 1,34,这是什么？,过程,提问,倾听回答,重复阐明观点,/,更多的信息,再次重复证明你的理解,练习,It is not what you say,but how you say it,并非说话内容,而是说话方式,How important is how you say it?(voice quality),How important is your body language?(physiology),How important is what you say?(words),说话方式的重要性,(,声音,/,语气,),肢体语言的重要性,(,生理,),说话内容的重要性,(,措辞,),Excel Performance Training,Sales Success Course Day 1,35,Actual Results,实际效果,Words(7%),Common experience,Similar content,Key,words,Voice qualities(38%),Tempo,Timbre,Volume,Tone,pace,Physiology55%),Position,Posture,Gestures,Proximity,Facial expression,措词,(70%),常见的经历,相似的内容,关键词,声音质量,(38%),节奏,音质,音量,语调,速度,生理,(55%),立场,姿势,手势,亲近程度,面部表情,How to use it,怎样使用,?,Matching and mirroring,Similar people similar actions,Feel they like you,but do not know why.,协调和模仿。,相同的人相同的举动。,不知道为什么感觉他很像你。,Break Time,Time for a break,Excel Performance Training,Sales Success Course Day 1,38,Getting to know your next member,去了解你的下一个会员,Session goals:,Learn how to use the prospective member fitness profile to close more sales.,Excel Performance Training,Sales Success Course Day 1,39,训练目标,:,了解如何使用潜在会员的健身档案，以完成更多销售,。,了解有效的咨询技巧。,Profile,Excel Performance Training,Sales Success Course Day 1,40,Profile,概况,Why is prospect here?,What do they want to achieve?,Understanding them.,Foundation of the sale.,为什么潜在会员会在这里？,他们想获得什么？,去了解他们。,为销售做好基础。,Excel Performance Training,Sales Success Course Day 1,41,Your clubs PMFP,你会所的,PMFPMost clubs have a PMFP.,All are different.,Our PMFP easy to use.,For you to use in job.,Logical&Methodical.,=better results=more sales,多数会所会有,PMFP,。,都各有不同。,我们的,PMFP,非常容易使用。,为你在工作中使用。,逻辑,&,井然有序。,更好的结果，更多的销售。,Excel Performance Training,Sales Success Course Day 1,42,PMFP contents,目录,Personal information,General information,Fitness background,Personal training profile,Excel Performance Training,Sales Success Course Day 1,43,个人信息,基本信息,健身背景,个人训练简介,Personal Details,个人资料,Name(English)_,姓名,(,中文,)_,Company,公司名称,_,Work No,单位电话,_,Home No,住宅电话,_,Email,电邮,_,Mobile,手机,_,Address,地址,_,Marital Status_,Age _,Excel Performance Training,Sales Success Course Day 1,44,General information,总体信息,Is this your first visit to XYZ Fitness?,您是第一次光临,XYZ,健身吗,?,Yes,是,No,否,Do you work or live nearby?,你是在附近工作或居住吗？,Work,工作,Home,家,Neither,都不是,What time would you use the club?,Morning,上午,Afternoon,下午,Evening,晚上,Will you be joining with anyone else?,Yes,是,No,否,How did you hear about XYZ Fitness,您是如何知道,XYZ,健身的,?,Friend,朋友,Television,电视,Internet,互联网,Email,电邮,Company,公司,Free Pass,免费卡,Newspaper/Magazine,报纸,/,杂志,_,Other,其它,:_,Excel Performance Training,Sales Success Course Day 1,45,Fitness background,健身背景,Have you been a member of a club before?,以前是否买过其他会所的会籍？,Yes,是,Club,名称,_,When,时间,_,Cost,费用,_,Why did you leave?,为什么离开？,_,What did you like most/least?,你最喜欢什么？最不喜欢什么？,_,No What has prevented you from joining?,什么妨碍你的加入？,_,Excel Performance Training,Sales Success Course Day 1,46,Fitness background,健身背景,Are you currently exercising?,你现在还在锻炼么？,Yes,Please describe,请描述,_,How often each week and for how long?,一周你去几次,?,一次多长时间？,_,NoWhat has prevented you from joining?,什么阻碍你的加入？,_,Excel Performance Training,Sales Success Course Day 1,47,Notes,笔记,Take notes.,Other information.,Write it down and never forget.,Excel Performance Training,Sales Success Course Day 1,48,做笔记。,其他的信息。,记下来，不要忘记。,Break Time,Time for a break,Excel Performance Training,Sales Success Course Day 1,49,Practise time,练习时间,Fill out first 2 sections of profile.,3-5 minutes for prospect to fill out.,Chose a partner and go through next two sections:,As prospect,As MC,Recap questions,挑出两部分填写,3-5,分钟请潜在会员填写,选择一个搭档进行下两个环节,:,扮演客人,扮演销售,重点问题,Excel Performance Training,Sales Success Course Day 1,50,What did we learn?,我们学会了什么？,Why is profile important?,How to use it to best effect?,How does it increase sales?,为什么资料表很重要？,收集信息、引导并放大需求、建立共通点、为教练做体测做铺垫、便于后期跟踪,Excel Performance Training,Sales Success Course Day 1,51,See you tomorrow,明天见,Excel Performance Training,Sales Success Course Day 1,52,20%,40%,60%,80%,100%,