At first, I introduced myself and said, I'm Lin, a member consultant here. Let me show you around here! At first glance, I saw the image of Sister You, wearing a sun hat, dressed simply, not dressed up very much, about 28 years old, a housewife! At that time, I gave her a place in my heart, maybe just to see curiosity, and her spending power was not very strong!
So I took her to visit our gym and explained all kinds of equipment and sports in our gym! When I introduced her again, I also asked her if she had exercised in other gyms before.
Sister You: "No!"
Me: "Do you usually exercise outdoors?"
Sister You: "I have been running every morning for more than half a year." Have the habit of sports, and like sports.
Me: "What's your goal in going to the gym?"
You Jie: "I think running alone is a bit monotonous. I want to dance and practice yoga. " (demand, pain point) "
Me: "What time do you usually get off work?"
You Jie: "If there are not many wedding photos, I usually get off work at 6 o'clock!" (occupation, off-duty time, time for exercise)
Me: "Where do you live far from our shop?"
Sister You: "No, it's right in front of you."
But when I showed him around and let her experience our equipment and sports, she didn't experience it, just listened to my explanation and looked around! Then she told me that she just walked around every gym today and asked us what the price was here.
I think our high price is a disadvantage, but our environment is the best and our sports are comprehensive, but she can't feel it without experiencing it. Today, she came here to know the price and compare it with her peers. Cheap price of peers is an advantage!
So I decided not to give her a discount, just invited her to experience it next time, and then gave her a discount after the experience. Inspire the advantages of our gym, let her feel it for herself, and then give her an offer! This will avoid not coming because of the high price, or bargaining with competing products!
Similarly, I leave her a suspense here, because I don't know the price. When comparing each house, I can only compare the environment but not the price, which is only beneficial to me.
When I sent Sister You out, I asked to add her WeChat. Her mobile phone is Apple 6S, and her mobile phone number is 8888. Judge that she has spending power!
Then I looked through her circle of friends and saw that she had a 4-year-old child! This is also the key to a good relationship with her in the future!
Send away your sister, I wrote all this information down! On the third day, I called her and invited her to exercise. She said she didn't have time to invite her! I called her at the end of the month, but she still said she was busy and didn't have time to come. Well, she continues to fail!
On August 7th, I called her and invited her to exercise. She said that the child had a high fever these two days and had to take care of the child. I said, "Sister, which two days should you take care of the baby first?" Let's wait until the child is well! "
After hanging up the phone, I thought about what I could do, but I only knew the name, phone number and WeChat of the customer. What should I do? I looked up a lot of ways to treat children's colds on the Internet, and then sorted out how to do with children's nasal congestion. What about a runny nose? What should I do if I have a fever? What about coughing? I sent it to your sister! Then sister, you gave me a thank you!
Two days later, I called her again, just to ask if the child had recovered from the cold. Sister, you said it was almost ready. Thank you for your concern! After hanging up the phone, I searched online for some ways to prevent children from catching a cold and sent them to customers! The customer still replied to me with a thank you!
Just yesterday, Sister You personally came to see me and wanted to experience it. I think this is my chance! I took her to every equipment and sports class, and then found that she didn't bring a towel to wipe her sweat, so I bought her a pack of paper towels and a bottle of mineral water, but no water cup! During the whole experience, Sister You always said that I was very attentive!
When the experience was almost the same, Sister You asked me what the price was here. I took her to the guest conversation area and introduced the types and prices of our cards one by one. But after the introduction, she said: Your gym is much more expensive than other gyms. Can you make it cheaper?
Me: Sister You, the price here is the same, and all members have the same price. We can't give you a price, give others a price, then our gym will not go on! And what we do here is a high-end gym, and the environment and facilities are superior to other gyms! (Here I also tell the shortcomings of other gyms one by one. )
You Jie didn't speak at this time. I can see that she is hesitating. As a housewife, she saved every penny! So I went on to say: Sister You, if you handle it today, I will give you a sports bag and two months' membership time, so the whole cost performance will be higher!
When I finished eating what I gave her, she was attracted by what I gave her and said, Is there anything else? I told her directly and definitely: "No, I gave you everything that should be sent, and so did the other members!" " You can do it here! "
At this time, Sister You hesitated for about 2 seconds and said yes! A smooth deal!
We must always know a message from our customers, love them and make them trust you, because everyone likes to be cared about. Moreover, we should actively explore the various needs of customers. Only when the customer does less can it be mentioned that the more she does, the easier it is to care for the customer!
Reference: Sales Getting Started Guide
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