power up your sales - 2014

1、By: TERRY KEW,LET’S DEVELOP,KICK-BUTT,GOALS!,POWER UP,YOUR SALES!,,,Power Up!,Where is your new business coming from?Do you know what your ‘number’s are?How good are you at converting?What do you need to improv

2、e on in your sales?,© TERRY KEW,,RESEVOIR OF NEW BUSINESS EVERYDAY[WHO TO CONTACT],,,,,,,CLUB,SALES PROCESSES,CENTRAL,NEW CHANNELS,Online / B2B / MX,Lead management,Marketing,Outreach / Casual leasing,ADVOCACY,Intr

3、oductions,,© TERRY KEW,Walk the gym floorCall ‘a(chǎn)ctive’ membersJoin a networking groupReferrals,,,New Business,,,,,,,,,CONTACTS,RESEVOIR OF NEW BUSINESS EVERYDAY[WHO TO CONTACT],NEW APPOINTMENTS,POS REFERRALS,PR

4、ESENTATIONS FROM APPTS,SALES,,,,,,25,7,3,2,,CLUB,2,INTRODUCE TO FITNESS,SALES PROCESSES,CENTRAL,NEW CHANNELS,?,,20,SERVICE CALLS,Online / B2B / MX,Lead management,Marketing,Outreach / Casual leasing,,NEW LEADS,20,ADVOCAC

5、Y,Introductions,Minimum Daily Performance Expectations Per Sales Person,,© TERRY KEW,,,Daily Time Allocation For an MC (Sales Person),,9amPrepare for the day9amConfirmation calls10am10 minute meeting with GM

6、 10.10amTeam meeting with GM10.30amAppointment Drive 111.15am30 minute break11.45amAppointment Drive 212.30pmLead generation1.30pmLunch2.00pmFollow up meeting with GM2.30pmTeam meeting2.45pmTeam tr

7、aining (role-play)3.15pmA Drive 3 / Lead generation / Service calls4.00pmClub walk-through after lunchtime peak5.00pmPresentations and Sales,,DAILY ACTION PLAN,Appt For Today,Appt For Tomorrow,Future Appt,Attempted

8、 Contact,Contact,Leads,Presentation,Sale,Follow Up,Attempted Contact Ratio,Contact To Appt Ratio,Referral Ratio,Close Ratio,Show Ratio,Contact To Sale Ratio,Diagnosing A Problem / Converting Activity Into Sales,,,Achtun

9、g baby!,Sales activity,Processes,Skills ratios,,© TERRY KEW,,SALES SKILLS,© TERRY KEW,,SALES TRAINING,3 times per weekTeam trainingOne-on-one trainingRole-playMake it FUN,Read motivational booksDVD’s / CD’