For many people telling a prospect the price is the hardest part of the sales process. This webinar will share with you it is actually the easiest! You’ll learn what you need to do before telling the price, to feel 100% confident. You will also be reminded of the basics when telling the price, including when to ‘shut up!’ This webinar will help you feel more confident in price presentations and more importantly help you close more sales.

1. Welcome to the
Sales Webinar Series!
Today’s session is:
Just Tell Them The Price!
You may also like to check out www.ActiveMgmt.com.au while you
wait.

2. Just tell them the price!
30 Minutes

3. Do Unto Others As You Would Have Them Do Unto You
Matthew 7:12

4. How would you feel if you didn’t get the price?

6. The incoming call
1st
time – deflect
“Yes I can certainly help you with
that, do you have 5 minutes?”
2nd
time – Ball park
“Would a ball park figure help?”
3rd
time – Tell them
“Will you be judging which health
club to join based on price
alone?”

7. The walk in
1st
time – deflect
“Yes I can certainly help you with
that, do you have 5 minutes?”
2nd
time – Ball park
“Would a ball park figure help?”
3rd
time – Tell them
“Will you be judging which health
club to join based on price
alone?”

8. The tour
Do not start talking about price until
you know everything you need to
know about them and their goals!
Do not start talking about price until
you know which package they should
take!
Do not start talking about price until
you are 100% confident they will join!

9. The tour
Step 1 – The Transition:
• Can you SEE yourself working out
here?
• Do you FEEL comfortable here?
• Do you THINK you will achieve
your [insert results] here?
• Other than membership packages, do
you have any other questions?

10. The tour
Step 2 – The Emotional Buy In By
Revisiting:
What are their goals?
When do they want them?
Why are they important to them?
When will they work out?
How often will they work out?
“From what you have told, I think the
following is the best package for you
[insert]. Alternatively, you may
consider [insrt]

11. The tour
Step 3 – Alternate choice:
“From what you have share with me, I
think the following is the best package
for you [insert]. Alternatively, you may
consider [insert]

12. The tour
Step 4 – Shut up!
First person to speak will buy!

13. You price presentation must . . .
• Be personalised – only tell the packages suited to them
• Show solutions to their problems – show you listened
• Be simple
• Be written down – printed or hand written
• Flow – be confident in your product

15. Would you like sales training for all your Team
every month for 30 minutes,
for less than the cost of a personal training session?
Register now for JT’s Sales Seminars:
The Incoming Call Conversation – On recoding
Grabbing Details Without Grabbing Their Throat – On recording
Is the Needs Analysis For You or Them – On recording
Do You Really Need To Do a Tour - October 5th
Just Tell Them The Price - November 2nd
Follow Up isn't Harassment - December 7th
www.ActiveMgmt.com.au

16. Justin Tamsett
B.Ed (Phys & Health Education)
Feel free to contact JT: jt@activemgmt.com.au or 0438 015 677
Follow JT on Twitter: @JTActiveMgmt
To read JT’s blog: www.justintamsett.com
Become an Active Management Fan on Facebook: www.facebook.com/activemanagement
And for more information on Active Management helping your business go to: www.activemgmt.com.au
"What you leave behind is not what is engraved in stone monuments, but what is woven into the lives of others."
Pericles