2011 wafic do you want to sell or people to buy?

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Do You Want To Sell Or Do You Want People To

Buy?

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What’s the difference?

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Do Unto Others As You Would Have Them Do Unto You

Matthew 7:12

Giving LIFE-A to your incoming calls:

• Listen:– Ask open questions about them– Take notes– Re-confirm you understand what they have said

Giving LIFE-A to your incoming calls:

• Interest– Imagine this is your first date with an amazing

super model/celebrity you have always wanted to date

– This is all about rapport

Giving LIFE-A to your incoming calls:

• Focus– Give the callers 100% of your attention

Giving LIFE-A to your incoming calls:

• Energy– Stand up– Smile– Use voice tonality– Goal – have the energy come through the

phone so they are thinking: “I have to go to meet this person!”

Giving LIFE-A to your incoming calls:

• Alternate Choice– The number 1 goal of every incoming call is to get

an appointment.

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Make them feel welcome & important

• Change your voice tonality• Smile• Introduce yourself

The needs analysis is a just one of the tools for both parties to uncover the REAL reason the prospective member is there.

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Your tour must . . . • Be personalised – take them where they need

to go• Show solutions to their problems – check they

‘get it’• Involve the senses beyond sight• Be interactive: ask questions to continue to

build rapport• Don’t over sell and over show and over talk

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

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Remember . . .

The greatest sales people today are not the greatest persuaders but rather the greatest creative problem solvers!

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How do we get them to buy by not competing with them!

Justin TamsettB.Ed (Phys & Health Education)

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

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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