BSP Lesson 4:Provide Solution

LESSON BRIEF

You will take away from this useful tutorial how to fill the member’s needs by describing the solution of the specific program you are selling.   We will be reviewing tips for the “Provide the Solution” step of the sales process for club, training and wellness presentations.  A vital skill that will be reviewed is the most effective membership reps describe “why” your members’ want to do the program you are presenting as opposed to “how!”  A take away you can expect from investing your time in this class is one of the biggest mistakes a membership rep makes is reviewing the “features” of your operation as that will NOT cause your member to enroll.  On the other hand using adjectives to describe the parts of the program you are presenting in a way that will fill the need of our prospective member will!  You will walk away knowing how to take the back pocket information you have gathered in Step 1 – Step 3 and give it back to your member in Step 4!  You are going to LOVE our time together on this one!

Grasp that the features of your operation isn’t what guides your member to purchase.  With that being said recognize the importance of becoming proficient at using adjectives to describe the program you are presenting in a way that will fill the member’s needs.

Memorize the commitment checker of uncovering what days and times your prospective member/client will be frequenting your operation.  Identify this question as a test to let you know how you are doing in regards to whether or not your member is purchasing today.

LESSON FAQ

QUESTION 1(Fill in the Blank) We have _________ your prospective member wants and ___________ that they don’t want.

ANSWER 1(Fill in the Blank) We have _everything_ your prospective member wants & __not anything____that they don’t want.


QUESTION 2:  What are the 2 Important trial close questions before the close?

ANSWER 2:  The 2 important trial close questions before the close are as follows:

  1. Have I answered all your qustions so far….
  2. If I can make our program affordable for you today are you ready to (insert hot buttons) and Keep those results for the rest of your life!