In this episode, we will be discussing the "meet and greet" portion of the sales process. We're going to be talking about sitting down and getting personal, digging in and finding out why someone's there, and convincing them that we're the place that can help them.
If you can't sell, you can't help people. So, of all the things you want to do - Get people in great shape, with you being intrinsically motivated to change lives - None of that's happening if you can't sell. So, you've got to lean into sales and have a scripted sales process.
A scripted sales process, as opposed to shooting from the hip, is infinitely more successful, even with someone that's talented.
And if you're looking to scale your business or open a second location, finding an amazing salesperson that we can slot in there and just let them do their own thing versus running a script, is very difficult to do. So start by having a scripted sales process, and we're going to walk you right through ours, so stay tuned.
Key Points of Discussion:
- It's funny that the sales systems of those who are successful, are similar (5:23)
- Shoot from the hip sales is not a consistent customer experience (6:12)
- Seeing to it that there’s no over-promising and under-delivering (7:26)
- “Meet and greet”, aka “goal and needs analysis”, aka “peeling the onion” (8:20)
- Collecting ahead of time a little bit of info based on their phone call (8:34)
- You should have reviewed the info when you sit down with this person (9:05)
- Walk them around the club; introduce them to coaches, and clients (9:13)
- Then you walk them back; this session needs to happen in an office (9:49)
- When you sit down for this meet and greet, be in a private setting (9:57)
- You say you've reviewed their goals and have a few questions for them (10:56)
- Don’t sit across the desk; face them, and give them eye contact (12:07)
- Have a real conversation, like you’re at a coffee shop (12:40)
- Ask enough of “why” questions; that’s peeling the onion (12:47)
- Get them thinking what it’s going to be like when they get into shape (14:23)
- Why they failed in the past, and how we're going to be different (14:50)
- Dig deep and help them formulate a meaningful goal (15:24)
- Try to get people off of the superficial goals (17:06)
- You don't want to make people cry, but it happens as it's personal to them (17:41)
- Convincing them that you're the place that can solve that pain (17:53)
- Ask meaningful questions, and then, shut your pie hole and listen (18:48)
- We tell them: “All right, listen, now we're going to go out into the floor…” (19:26)
- Just run the play; just run the script (21:45)
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