I have seen a gym in Shanghai, and its name is Zhao Yi Fashion. It is also very prominent in the magic capital, with more than 0/00 chains/kloc, which has a large market share.

One day, a German wanted to open a new store in Pudong District, so they operated like this:

First, hire a group of people to push, spread out in surrounding communities and business districts, distribute leaflets crazily, expose brands, and then attract potential customers to register their mobile phones with pre-sales courtesy. Of course, this is a normal business activity, very normal.

Next, great people came,

Q: When will it open?

A: I don't know.

Q: What's the price?

A: I don't know. Anyway, it will be very favorable. Pre-100 VIP places to register sports bracelets and so on.

This is a stunt, that is, a group of college students go to the market to get the number. Next, they began to invite customers. After a month or so, they collected almost all their customers. Then, they began to invite customers to their homes. As a result, because the newly opened gym or construction site was being renovated, they temporarily rented a rough room in the basement, surrounded by huge spray-painted posters, which smelled of chemicals, and all customers were shrouded in such a closed basement.

Anyone who has done sales knows that the so-called attack is the consultation process, technical terms and attack, and the transaction is successful.

Second, the pit of single attack

In the whole process of attacking orders, there are generally the following routines:

1)abc rule: invite customers to your home diligently, and then introduce them to the consultant and call them managers or store managers (the higher the level, the more important you are). Then, the manager starts to make a fitness plan for you, and asks about your spending power in the chat, such as how did you come (do you have a car)? What do you do (salary level)? What is the usual time (the number of times you come to exercise)? Wait, finally determine your willingness and spending power, and then start bidding.

2. If you have strong spending power, you will quote the price of leaflets directly. The price on the German leaflet is 30,000, and there are 50,000, which seems to scare you to death. But if your consumption is average, you will come up with this list to shock you first, and then the manager will magically come up with a printed A4 paper quotation, affix the official seal and say, "This is the firm price. If you are a real person, you won't make a false report! " Isn't this cheating? ) The price of this A4 paper will be half lower than that of the publicity page, and the price will be reduced to 65,438+0,000. Since four years ago, the actual price is still negotiable (see your counter-offer level flexibly).

If you are a tough character, you will bargain. The manager won't promise you personally. He would say, "in this way, I can't be the host." I will ask our store manager (a higher level) to talk to you. " So, another D.D. will tell you that I know your situation, so I will give you the lowest discount. Generally, you will be given a two-way plan: one with low annual fee but short time, and the other with high annual fee but long time (converted to low adult fee). In fact, whichever you choose, he will be very happy. Of course, he will advocate that you choose a long annual fee, after all, his commission will be high.

Generally, these people who consult and talk about orders are professionally trained and experienced sales experts, and bargaining with them can almost be regarded as a wonderful sales lesson. The quality of the staff is much higher than that of the ground, and the dress is quite fashionable. Almost all consultants in a certain Germany wear gold and silver, gold chains around their necks and Rolex (or other brands, whether A goods or not) on their wrists to show their identity, also to make customers look expensive and set off the tall image of the fitness industry.

Actually, think about it carefully. Did you choose the gym to support a group of well-dressed employees? I just want to run and create a sports atmosphere. However, some people like this sense of self-superiority and are willing to pay for the "high premium" (intangible cost far higher than their own value), which is understandable. Let's fight for it.

When you finally cut the price by 30% after going through five hurdles excitedly, you are very happy to see that the fitness card with the original price of 30,000 suddenly becomes 1 10,000 (four years, think about 4,000 a year, 300 a month and a hot pot meal), and when you are ready to make a deal like this, another pit is waiting for you.

The consultant will take your certificate and card to help you register, and then, at such a moment of "you are bored and lonely", a beautiful and elegant beauty or fresh meat will come to you.

This is the gold medal coach in the gym. Next, you will enter the "personal training attack" link. Yes, that's right. After the bloody bargaining in the card processing, I have to talk to a muscular and flexible professional fitness instructor for several rounds.

Third, the pit of private education

Fitness instructors generally start from the following aspects:

1, Fitness Experience 2, Fitness Demand 3, Investment Budget

After understanding, take out a piece of professional paper and start making a fitness plan for you, with pictures and texts. What is the correct fitness sequence, what is aerobic exercise and what is anaerobic exercise? How to gain muscle and reduce fat. It's the whole hype that makes you feel that this angel is simply sent by God to save your fat belly and figure. Then, it's time to quote it.

"So, according to your situation, I'll give you the first half of the class, 500 yuan to give you a discount, 450 per private class. Come twice a week for half a year, a total of 48 classes, totaling 2 1, 600 yuan, a fraction of 2 1, 000 yuan erased. What do you think? "

Come to think of it, no, it's too expensive. I just spent 1600 by credit card, and now I want to spend 20,000. My flesh hurts (I have no money).

The coach had a brainwave. "Well, how about this? Plan for three months first. Half a year is too long, you just experience the effect. There are 24 classes in three months, and the cost is directly reduced to 10500. How about it? "

You said, I have to think about it. I just want to run. What the coach just said about "losing fat and gaining muscle" makes you think it's all fucking RMB.

The coach's heart is crossed. "Well, it's not easy for our coach. I'll give you a month's time and give you a discount on the price. 400 yuan section, 350 is also ok. You can report 12 first, and I'll send you two special training classes ... "

I can't hear the coach clearly. All you can see is the coach's small eyes eager to clinch a deal and his deep despair of completing the sales performance or getting a salary of only 3600 yuan.

Generally speaking, soft-hearted rich people will take classes for more than a month to save their embarrassing situation and find a step for the coach to spit. Of course, there are people like me who have no money and are indifferent to money. The coach was so angry that he could do nothing.

Next, you finally get the fitness card, and then, you can't wait to go to the treadmill to experience the thrill of sweating. I'm sorry to inform you that the new store will not be renovated for two months. Please go to other stores in the same city. Of course, this is a good thing. There is also a card that is only used by the head office and will not be used by you in other stores.

A person wandering outside, in addition to the subway card, access card, and finally have a fitness card that reflects your identity, you are very proud, standing in the sunset, looking up at the sky at 45 degrees, as if the city is yours.