SAN Diego, CA - June 19 & 20, 2004
View Hotel / Event Information (Convenient
to Los Angeles)
This high intensity seminar
will re-energize and motivate your
staff. You will see immediate measurable results by utilizing
Tommy Lee's effective presentations. You will increase the
number of appointments and sales by mastering his Step-By-Step
System.
Motivate, educate and inspire your
staff. Enroll now and train your staff to be successful.
June 19-20, 2004, 10am to 6pm
Tommy Lee’s
SBSS Success System
Host Jeff Brown's 18,000 square foot
martial arts studio and fitness center. Home to over 1300
members.
Recommended for all Martial Arts School
Staff & Owners
Tiered pricing per school covers the two-day Boot Camp: $299
(1 person); $399 (2ppl); $499 (3ppl); plus $50 for each additional
person.
<RETURN TO TOP> <ORDER
NOW> SBSS Success systems Schedule of Events---Day
One
10:00 AM: Proper Telephone Techniques
Tommy Lee explains the essentials of answering the telephone,
capturing vital information and scheduling the introductory
appointment. Learn how the Telephone Inquiry Worksheet facilitates
conversation with the prospect, increases the number of scheduled
introductory appointments, and helps close more new memberships
than ever!
Following the initial discussion, Tommy
leads participants in an intense period of role playing,
giving you and your staff
every opportunity to become completely confident and ultimately
comfortable with the sales process. Answering the phone is
never about selling a membership—it's about selling an
introductory lesson that prospects are pumped up and excited
to attend.
- How to answer the phone
- Why the first 30 seconds can make or break your sale
- Overcoming telephone objections
- Capturing vital information
- Systems to improve inner-office communications and scheduling
- the T.A.B. highlighting system
<RETURN TO TOP> <ORDER
NOW>
12:00
PM: Using a planned presentation to tap into The Mindset
of a Prospect
Because people buy on emotion and justify that purchase with
logic, it is imperative to discover what motivates the particular
prospect and mold the sales presentation accordingly. Tommy
explains the essentials of the planned presentation and how,
matched with an empowering introductory lesson, the prospect
will have no choice but to sign up! This segment begins with
discussion followed by lunch, a quick recap and then an extended
role playing session.
- Understand the true reason why people come in to your studio
to find out more about Martial Arts
- Effectively identify the needs, wants and pains of your
prospect
- Use needs, wants and pains to sell your program
Prepare the prospect to buy
<RETURN TO TOP> <ORDER
NOW> 3:00 pm: Overcoming Objections
Selling a program isn't just about affordability,
it’s
about perceived benefit. In this critical segment, discussion
is focused on identifying program benefits and presenting them
in a way that promotes buying. Role-play and have fun while
learning to overcome objections and reviewing the entire selling
formula. This segment also focuses on discussing price, being
comfortable with the price presentation, and finessing payment
terms to close the sale.
- What is an objection
- How do prospects present objections
- Benefit selling
- Sold! Before price is discussed
<RETURN TO TOP> <ORDER
NOW> SBSS Success systems Schedule of Events---Day Two
10:00: RESIGNS, UPGRADES AND RENEWALS Retaining
students and encouraging existing customers to rebuy--sign
a contract for another year--is vital to building and maintaining
a healthy business. Remember: it is much more costly to generate
new clients than it is to keep your existing ones! Identify
and use opportunities to resign and upgrade your existing membership
in this vitally important discussion.
- Using student evaluations to upgrade memberships
- Negative feedback is opportunity
- Resign, resell!
12:00: lunch 1:00: pricing strategies
The pricing segment is intended for participation by decision-makers.
At this time, non-decision makers may participate in additional
role playing segments and other pertinent assignments to strengthen
their sales acumen.
- Know your competition
- Pricing for value
- Pricing for survival
- The dangers of discounting
2:00: Special Events
Special events are not only an important source of additional
income, but are an excellent source for generating interest
in your programs and accumulating new leads. When special events
are properly planned, schools can generate a massive amount
of interest for a minimal investment. This is a MUST ATTEND
segment that will help you organize these critical marketing
efforts and propel your profitability.
- Goal setting
- Planning
- Easy, cost-effective marketing
- Volunteer staffing and training
- Capturing and organizing lead information
- Making it count: following up leads and signing new members
spaces are limited, Register Today:
|
