健身俱乐部销售培训1

跌倒和对生活质量影响的几率。
quality of life.
• 对女性 –
• For Women –
– 减少怀孕出现的其他症状, 减少更年期问
– Less pregnancy issues, lesser
题, 帮助乳腺癌更快的恢复， better
menopause issues, faster breast cancer
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Our Goal
我们的目标
• Help you on the way to being a Superstar Sales Person.
• 在你成为超级销售明星 的旅程上帮助你。
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Introduce Yourself
介绍你自己
• 60 seconds to
• 2008 data.
• 我们可以非常快速的达到发展国家的 GDP和肥胖人群指数.
• 2008 年资料
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So what can we do
所以我们能做些什么
• Sell them a
• 销售会籍给他们.
membership.
• 他们通过购买会籍得到
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Benefits of exercise
运动的好处
• Health benefits, less risk of –
• 有益健康, 减低危险性–
– Heart disease, cancer, diabetes, blood pressure, arthritis, obesity, osteoporosis and general poor health.
• 第一课
– 健身行业介绍
– 准备好与潜在会员见面
– 去了解你的下一个会员 （会籍销 售）
• Class 2
– Membership tours – Working with PT’s
• Class 3
– Overcoming concerns – Post sale presentations
• 第二课
•
Fitness flexibility
4 Fitness Components 健身组成部分
– Cardiovascular 心血管 – Nutrition 营养 – Flexibility 柔韧性 – Resistance training 阻力练习
•
Service motivating atmosphere
– Your name
– Your previous experiences
– Interesting fact about themselves
– What they want to get out of sales success course.
• 60秒钟
–你的名字 –你以前的经验 –能让别人记住你的特征 –他们想从销售成功课程
• What do they get by 了什么？
having a membership?• 我们在出售生命!!!
• We are selling Life!!!
• Write down benefits of exercise in handbook..
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里面学到些什么。
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4 + 2 Program
4+2 程序
Fitness Reisistance
training
Fitness Nutrition
Fitness cardio
4+2 Program
Service professional
advice
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Break Time
休息时间
• Time for a break…
Excel Performance
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Getting ready to tour and introducing equipment
准备好去介绍设施
2 Service Components 服务组成部分
– Professional Advice 专业的意见 – Motivating Atmosphere 激发气氛
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Why is the Fitness industry the best place to work!
disease later in life.
• 数不胜数.
• Mental health effects
– Reduces stress and releases endorphins. Overall gives more positive feeling on life.
E• xceTl OPeOrfoMrmANanYceTO LIST.
• Session goals – • 训练目标 –
– 学习做到专业水准
– Learn about being professional
– 了解成功的销售人员的关 键技巧
– Know the key
– 去介绍2台健身的设备
statistics of professional
– 如何给潜在的会员一个积 极的第一印象
– 会籍销售演练 – 与私人教练一起工作
• 第三课
– 克服困难
• Class 4
– 公布销售表演
– Telephone Inquiries – Prospecting – Putting it all together
• 第四课 – 电话调查 – 勘探
– 把它们结合在一起
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– 30% overweight
– 12.3% obese
• 1.2% of Chinese males becoming overweight /obese each year (fastest in world apart from Mexico).
• 25% of Beijing males over 35 have high blood pressure.
为什么健身业是最好的工作地方
• Session Goals : • 培训目标:
– Understand the industry better.
– How can we help people live better.
– 进一步更好的了 解行业
– 我们如何能帮助
人们生活的更好.
– 销售人员是所有 会所的关键人物.
• 3 minutes finish worksheet in handbook.
• 12 minutes to create a play on selling a mobile phone.
• 分两组进行考核 销售人员如何正面与 反面销售销售
• 4人一组创作一个卖手 机的小品。
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– 心脏病、癌症、糖尿病、高血压、关节炎、 肥胖症、骨质疏松症和总体健康状况不 佳。.
• Lessens the effects of aging –
• 减少老年带来的影响–
– Reduces chances of osteoporosis,
– 降低骨质疏松症,阿尔茨海默氏症、痴呆，
Alzheimer's, dementia, serious falls and
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4 Class Schedule
日程安排
• Class 1
– Fitness industry introduction
– Preparing to meet prospective members
– Getting to know your next member (ship sale).
• 会籍顾问.
• 你在购买的经验.
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The experience
经验
• Two groups to examine how sales people can positively and negatively affect sales.
bladder control and sexual function.
recovery, better bladder control and sexual function.
• Men’s health –
• 对男性 –
– 降低结肠癌和前列腺癌, 超重，糖尿病， 不育的风险。
•
–
Less risk of colon & prostate cancer, less likely to be overweight and have diabetes
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Training©
Exercise = Drugs
锻炼=良药
• 亚太区五大健身动机：
• 减压 • 减脂塑形 • 交朋友 • 有氧课程 • 炫耀
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successful sales • 有准备 = 成功.
person
– Get introduced to 3 pieces of resistance equipment
– How to give a positive “first up” impression to prospective members.
• 城市 – – 30% 超重 – 12.3% 肥胖
• 每年会有1.2% 的中国男性超重/肥胖 （除了墨西哥是世界上增长最快的国 家）
• 超过1/4的北京成年男人有高血压
• We are catching up quickly to developed nations GDP & obesity rates.
The experience
经验
• Who is first person they talk with at a fitness club (apart from receptionist).
• Membership consultant.
• Your buying experiences
• 谁会是他们第一 个沟通的对 象?(除了接待 员).
•
& infertility.
Youth health
– Less hay fever, reduces risk of
•
hypertension, breast cancer and heart
对青少年–
– 降低发烧的几率, 避免高血压, 乳癌 和 心脏病 将来发生的可能性.
心理健康
– 减轻压力释放内啡肽. 积极的面对生活.
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What makes the difference?
什么制造差别
• Equipment • Facilities • People
• 设备 • 装修 • 人（员工\会员）
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Sales Success Course 成功销售课程
class 1
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Guidelines
指南
• Phones • Toilets • Breaks • Lunch • Participation
• 电话 • 洗手间 • 小憩 • 午餐 • 参与
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Who would you buy from?
你会从谁那里购买？
wenku.baidu.com
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Who would you buy from
你会从谁那里购买
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Meet and greet
见面与问候
• Prepare reception team
– The key role sales plays in all clubs.
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Chinese Health Statistics
中国健康统计
• 20% overweight • 10% obese
• 20% 超重 • 10% 肥胖
• Cities –