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An
All New and Improved
SBSS Seminar Schedule!
ATTEND
AN SBSS BOOTCAMP and take your sales capacity to an entirely
new level. Participating in a weekend with Tommy will help
you realize new tactical approaches to your sales methods:
you will learn to identify and overcome personal obstacles
to selling your program and formulate goals to fulfill what
you thought were just your wildest dreams! The following is
a glance at the schedule for an SBSS Bootcamp weekend; click
any item to automatically link to the description or scroll
to view full descriptions below.
meet,
greet and register
[9:15
to 9:45am]
Please
note, we will begin promptly at 10am.
REGISTER
NOW
segment
one
[Day
One: Discussion, 10 to 10:45 am; Role Playing, 10:45 to 11:15]
Effectively
Handling the Telephone Inquiry
and Scheduling Appointments
The
single most important revenue producing skill you need to
develop and master in order to increase sales effectively
is the telephone presentation. This segment will introduce
techniques on answering the phone and handling first-time
inquires.
Answering
the phone with a proven system ensures the highest volume
of appointments are set and attended. It's not good enough
to just make an appointment. There are many appointments made
in studios all across the nation. The difference between a
successful and an unsuccessful studio is the percentage of
appointments that actually show up. By having a system, you
can streamline your conversation so it's personal, quick and
effective.
In
this segment, your staff will learn the system and role play
until they are completely confident and ultimately comfortable
using a proven system that produces results. After they have
learned these effective strategies, they will be ready to
sell your clients the introductory lessons that will guarantee
their enrollment! <back to top>
REGISTER
NOW
segment
two
[Day
One: Discussion, 11:15 to 12 am; Application and Usage, 12
to 12:30]
The
Telephone Appointment Book
Highlighting
and Follow-up System
This
topic will help you identify quickly and systematically who
has or has not come in for an appointment. Using an appointment
book and follow-up system helps the program director become
more organized. This system will help to:
-
Organize
and control precious time ,
eliminating the need for hunting down phone numbers and
other vital information
-
Place
timely reminder calls
and increase the number of appointments attended
-
Follow-up
completed introductions
and close more enrollments
Implementing
use of The Telephone Appointment Book Highlighting and Follow-up
System also helps the owner:
-
Manage
your staff
-
Set
clear goals and objectives
by seeking to achieve a certain percentage of appointments
to the number of info calls
-
Check
the status of each inquiry
and introductory lesson at a glance
-
Identify
staff members that need more training so
that they may become more productive
-
Improve
inner-office communications
and scheduling <back to top>
REGISTER
NOW
segment
three
[Day
One, 12:30 to 1 pm]
Handling
Walk-Ins & Appointments
The
way a walk-in or appointment is handled is the critical first
impression a prospective member has of your school.
This first encounter needs to be smooth, friendly and directive.
- Learn
how to handle a prospective student when they enter your
studio.
- Learn
what NOT to say
as well as what you should say
-
Learn
the fine art of "ring control"
- everything the prospect sees and hears is of vital importance
to make a first impression. Don't leave it to chance that
someone other than you will make that all-important first
impression. Just as we teach our students to control the
ring when they spar, we have to "control the ring" when
we sell
-
Identify
the types of people walking in your door and
train to approach them
-
Recognize
different personality types and
alter your presentation accordingly
-
Engage
in simple conversation - the
key to discovery
-
Every
opportunity counts
- excite the accidental walk-in and set an appointment <back
to top>
lunch
break
[Day
One, 1 to 2 pm]
The
SBSS Pre-Sales Video Presentation
Bring
your lunch and take this chance to review the library of SBSS
Pre-Sales Introductory Videos. With nine segments to choose
from, see how each is specifically tailored for optimizing
your time, and the needs of you and your potential students.
This is the time your prospects will begin (with your influence)
to form the "Picture" of what Martial Arts is all about. Find
out why this valuable tool is being used by many schools to
help them do just that.
<back
to top>
REGISTER
NOW
segment
four
[Day
One: Discussion, 2 to 3 pm; Role Playing, 3 to 3:30]
The
Planned Presentation
Tommy
discusses how to utilize the Planned Presentation
to reveal a prospect's doubts and objections so
that you can prepare the prospect to buy.
People
buy on emotion and justify that purchase by logic. Presentations
and introductory lessons must be tailored to satisfy a prospect's
emotions, and simultaneously encourage the prospect to justify
their purchase with logic. Learn how to do an empowering introductory
lesson. This segment places emphasis on role playing and is
extremely insightful and fun.
-
Understand
why people come in to your studio
to find out more about Martial Arts
-
Effectively
identify and discuss prospect needs, wants and pains .
It is essential to find these hot buttons so you may create
a stimulus for them to join
-
Learn
how to identify possible obstacles that may keep you from
enrolling the prospect.
- This
segment will deal with time and procrastination objections
<back
to top>
REGISTER
NOW
segment
five
[Day
One, 3:30 to 4:30pm]
How
to Teach an Introductory Lesson
Having
a well thought out and consistent introductory lesson that
is exciting and benefits-oriented is the key to ensuring the
highest closing ratio possible.
- Learn
how to master the art of getting answers by asking questions
and reading body language.
- Get
the prospect and parents excited by learning Tommy Lee's
exciting drills that teach focus, discipline and coordination
used in the introductory lesson
- Learn
how to tailor your script to learn all the needs, wants
and pain's of a customer, and how to solve them to ensure
enrollment <back
to top>
REGISTER
NOW
segment
six
[Day
One, 4:30 to 5:15pm]
The
Art of Overcoming Objections
A
person's ability to sell a membership is closely linked to
their aptitude in identifying and overcoming objections
. Learn what objections to expect and strategies
for answering them.
Identifying
potential objections and overcoming them before they surface
can greatly improve the number of new enrollments. 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 how to isolate
and overcome objections by educating instead of selling .
- Learn
how to overcome some of the most common objections.
-
Price
Objections (Down
Payment and Monthly Payments)
-
Commitment
Objections (What
if he wants to quit in a year?)
-
Spousal
Objections
-
Competition
Objections
-
Time
Objections
-
And
many, many more..
<back
to top>
optional
segment [5:15
to 6pm]
Round
Table Discussion!
day
two opener [Day
Two, 10 to 10:30am]
Recap
and Opening Remarks
REGISTER
NOW
segment
seven
[Day Two, 10:30 to 11:15am]
Trial
Closes and Price Presentations
Learn
how to transition from the introductory lesson to a trial
closing that will put you on track for easy enrollment. Effective
closing begins with establishing a good relationship with
the prospective student, completing an excellent and enthusiastic
presentation, and presenting price without hesitation. In
this segment:
-
Understand
your pricing structure
- Eliminating your own objections to price is the first
step!
-
Learn
to seamlessly present your price presentation
- Hesitation is your worst enemy; practice, practice, practice.
-
Uncover
objections not previously revealed ,
especially when you thought everything went well
-
Know
how to bargain without sacrificing price!
<back
to top>
segment
eight [11:15
to 11:45am]
Creating
Immediate Referral Opportunities
People
are most enthusiastic about new programs just after they have
joined one. Don't miss this opportunity: make asking for referrals
a part of your system and see how easy it is to get names
after the sale.
-
It
can't hurt to just ask!
-
Strategies
for obtaining new leads
-
Follow-up
immediately for best results
-
Plant
the seed for many new referrals. <back
to top>
break
and refuel [11:45
to 12:15 pm]
REGISTER
NOW
segment
nine
[12:15 to 1:15pm]
Add-ons,
Upgrades and Increasing Price
Challenge
your pricing conceptions and learn how to renew and upgrade
even the most troubled students. Learn how to increase your
price and the value of each student with ease. In this segment,
Tommy discusses how exciting add-on programs can increase
student value and generate income; how to increase the bottom
line through upgrades or tiered
programming ; and strategies for increasing tuition.
Identify opportunities to
re-sign, cash out and upgrade existing membership in this
vitally important segment. This segment will be an
eye opener, and possibly one of the key areas that will help
studio's owner increase their bottom line.
-
Learn
the keys to a successful Add-on Program
-
Identify
what will be the best Upgrade Program for you school
-
Properly
align your Add-on and Upgrade Programs so they compliment
each other
-
Set yourself
up for success by learning the secret of evaluations
-
Learn
how to increase price without having your members complain
<back
to top>
REGISTER
NOW
segment
ten [1:15
to 2:15 pm]
Special
Income and Lead Generating Events
Get
new leads and students when you successfully organize and
execute a special event. Tommy reveals strategies for capitalizing
on buddy days, parents' night out, Birthday Parties, Self-Defense
Workshops, the Open House and more.
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.
<back
to top>
bonus
segment [2:15
to 3:30pm]
Lunch
and Roundtable Discussion /
Plan
to Stay Alive in 2005!
Let
Tommy help you set the strategy for the next year by scheduling
the ideas received from this seminar. Bring a notebook
and a complete 2005 calendar (including
all events you have planned as well as community events, days
off school and etc.) to this segment and get a jump-start
on a new resolution before the New Year! <back
to top>
Immediately
following, join us for an open question and answer session
(as time permits). Hope to see you here!
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