The first step is for customers to come to the club for consultation. Members are strange to him, and the club he belongs to is also a strange environment. No matter who they are, they are more cautious and resistant when facing strangers and the environment. At this time, members need to find ways to solve the problems faced by customers, narrow the distance between them and smoothly carry out the initial shallow communication.
To get closer to the person you meet for the first time, you can choose to praise him first. Everyone likes to be praised, and customers are no exception. When he hears your praise, he will be in a good mood and more willing to listen to you. Secondly, imitate his behavior and way of speaking to make him feel close and comfortable; Finally, find the other person's hobbies through questions and answers, and you can raise your hand to show your approval, so that customers will feel that you have the same interests and the same topic. I believe it will be much easier to sell your own products after getting closer to customers. For example:
1, "What beautiful clothes you are wearing today! The skin is very good ... "
2. The customer said, "This way of losing weight is right." You can say, "This is the right way to lose weight." The client has some body movements that you can follow.
3. "What do you usually do in your spare time?" Customers say they like watching American dramas, and you can also say that you also like watching American dramas.
The second step is to close the distance with customers, and then we will enter the theme. Customers come here with the idea of fitness. After members know the information, background and exercise habits of customers, the possibility of successful heart-to-heart talk will be greatly improved.
This stage is very important. Salespeople can get the customer information they want through a series of questions, and then they can fully grasp the communication when guiding customers to buy products to prevent random rejection. The specific words are as follows:
1. Do you have children? How old are they? —— Avoid finally pushing the card off on the grounds of children.
2. How do you know about our club? -Find out how customers know about our club.
Is this your first visit? The purpose is to avoid order collision (if the membership of the previous order is still there, give it to him, otherwise it is professional ethics to talk about it yourself), to prevent customers from knowing the price and to obtain the reasons for not closing the deal last time.
4. Are you consulting for yourself? To prevent him from asking others.
5. Do you have fitness habits? Find out if he has outdoor fitness habits. Clubs belong to indoor fitness.
6. When do you usually exercise? Get his exercise time, lest he finally say that he has no time to participate in club sports.
7. How far is your home from our club? Did you drive here? -Know the distance and transportation. If the distance is far, it may be the reason for not getting a card. Vehicles can know his income and promote different levels of cards.
8. What are you doing now? Whether the nature of work is suitable for club exercise or not, occupation also affects income.
9. What sports can't I take part in? -In case the fitness program of the club is not suitable.
10, how many times a week can you come to exercise? -get the number of exercises, and avoid saying that the number of exercises in a week can't meet the requirements.
1 1. Does your family support you to exercise? -prevent last words from "going home to discuss"
The third step, everything needs to be gradual, and this stage will go deep into the theme. When selling membership cards, the most important thing is to obtain customers' needs, and then make wise judgments, and strive to sell membership cards and create value. In deepening customers' desire to buy, members can choose to use some skills, such as looking at the problem from the customer's point of view and thinking about customers' vital interests.
In order to sell products, it is very important that products meet the needs of customers. Only when salespeople know the needs of customers can they prescribe the right medicine and achieve a win-win situation. In addition, people need to take preventive measures. The so-called consideration for customers is to explain to customers the disadvantages of not exercising and what kind of health they will get from exercising, so as to help customers apply for cards. So what should we do?
1, tap customer needs-"Is it aerobic training or strength training?" "Is the purpose to lose weight or shape?"
2, understand the customer's fitness motivation-customers who come to consult must have fitness goals and plans, then "what is the fitness motivation? Get married? Just had a baby? Want to compete? "
3, began to show consideration for customers-"for us, health is the most important, right? Responsible for your body. "
4. Explain the health problems that most people are facing now-"Do many young people know that they are sub-healthy now? Anemia, cervical spondylosis ... it is not impossible for a minor illness to cause a serious illness! It is necessary to learn to avoid this situation from now on. " "There are not a few middle-aged and elderly people suffering from hypertension, hyperlipidemia and Alzheimer's disease. You must know that they were born in sorrow and died in happiness. "
5. Ask customers what will happen if they don't look at the current situation correctly and start fitness-"What will happen if these small discomforts are not contained in time?" "These diseases can be prevented. Why not take them earlier? "
6. Explain your understanding of health problems to customers-According to authoritative research, the incidence of cervical spondylosis increases with age, and the chief culprit is chronic strain. Long-term injury of local muscles, ligaments and joint capsules will lead to local bleeding and lack of inflammatory changes, and the tissue of volumetric inflammation will gradually appear at the lesion site, forming hyperosteogeny. ……
7. Tell the customer that scientific fitness can help him have a healthy body-talk about the benefits of fitness: strength training can strengthen bones; Cultivating good hygiene habits can improve sleep and relieve stress. Aerobic exercise is low in intensity and rhythmic, which can improve the utilization of oxygen in human body and make all organs of the body get sufficient oxygen supplement. ……
The fourth step, at this point, has entered the end of the bill. I believe that only by solving all the concerns of customers can we finally sell the membership card and draw a perfect full stop for the membership work. At this time, you need to know what customers are unclear about and what problems we need to know about our club. Of course, members also need to give customers confidence and tell them the benefits and commitments that the club can give him. These are all good medicines to facilitate the transaction. How exactly?
1, "Is there anything you don't know? You can ask me. "
2. "Half-year card 1500 yuan, the annual card is 2,500 yuan, and the annual card can also send two private classes." "Our coaches are all professional and have national fitness instructor certificates, which will bring you scientific fitness methods."
3. "You are right to choose our club. You can get healthy and enjoy good service. "
Further reading: How to buy insurance, which is good, and teach you how to avoid these "pits" of insurance.