| Date |
Time |
Topics and Key Points |
Nov.23 Fri |
08：00-08：30 |
1. The 8 Steps to selling health club memberships (overview)
a)Why a sales system is imperative for club success.
b)Critical flow of the sales process. |
| 08：30-10：00 |
2. Qualifying for maximum closing
a)Primary objectives for qualifying.
b)18 questions to uncover motivating force driving purchase.
c)Pre-handle objections before they manifest. |
| 10：00—10：30 |
Rest |
| 10：30—12：00 |
3. How to give a dynamic club tour
a)Primary objectives for touring.
b)How to customize tour route.
c)Feature-benefit-feedback system. |
| 12：00—14：00 |
Lunch & Rest Time |
| 14：00—16：00 |
4. Closing the sale & overcoming objections
a)Understanding the root of all objections
b)Common industry objections you must be prepared for
c)6 steps to overcoming objections.
d)Scripts for most common objections |
| 16：00—16：30 |
Rest |
| 16：30—18：00 |
5. Managing a team for success
a)Your role as a sales manager.
b)2 Key tracking forms to keep sales focused.
c)Three types of sales team contact you must manage right. |
| 18:00-- |
Dinner time |
|
Nov.24 Sat |
08：00—10：00 |
6. Understanding & Creating a 12-Month Marketing Plan that Works.
a)Why you must have a marketing plan.
b)Understanding the Marketing "Parthenon Approach". Build strength for the long-term incorporating all the following Marketing Pillars.
c)Identifying your Marketing Pillars:
i.External, Internal, Guerrilla, Corporate, Community, Retention |
| 10：00—10：30 |
Rest |
| 10：30—12：00 |
7. How to use Internet Marketing in the club business
a)The goal of all internet marketing.
b)The CBAs of internet marketing and how to leverage them.
c)What you must do with your Website to generate more sales. |
| 12：00—14：00 |
Lunch & Rest Time |
| 14：00—15：45 |
8. The real truth about Social Media Marketing
a)The goal of all social media in sales.
b)How to use the Triple Blitz System to reach more people.
c)Cool Referral programs using social media. |
| 15：45—16：15 |
Rest |
| 16：15—18：00 |
9. Pop; Tools to stand out on the Internet
a)Why you must use video in your marketing.
b)Simple ways to make your own videos.
c)Cool resources you need to know about. |
| 18:00-- |
Dinner time |
