Applicable to any small business that sells memberships, this presentation focuses on the overall picture of your sales process, and what you need to provide your staff to be successful within the process.

1. Managing Sales Efforts
in Your School
/jial14
jon@championsway.com

2. What this discussion is about. This isn’t a “how to sell” class.
Goal: to provide something that everyone can implement.

3. Key Takeaways from this Discussion:
1. Understanding the overall picture of all
activities involved in making sales happen.
2. What you need to provide your staff in order
to succeed at every stage of the process.
3. What to manage and when to manage it.
4. Deciding when someone just can’t do the job.
5. Tools you need to make all this work.

4. #1. The Overall Picture
After the
Booking Making the Appointment
Conducting the
Appointments
Appointments Appointment(s) (if the sale was
happen
not made)
*please do not focus on the naming of the 1st visit to the school
*this class is specific selling the 1st membership, not upgrades or renewals

5. Main Challenges

6. Booking Appointments
–Not making enough outbound
efforts
–Low quality within the efforts

7. Making Appointments Happen
–Lack of urgency within the confirmation
–No confirmation process to be followed

8. Conducting the Appointment
- Loving what you offer is missing
–Not knowing who you are introducing
your lessons to and what makes them
“tick”

9. Following up if sales is not made
–Lack of quality perseverance with
the people who didn’t sign up

10. Trick Question?
Do you see anything in
common with the
challenges at each stage?

11. It’s up to you to solve them all
Fact: All solutions needed will require your participation in some capacity

12. • Nothing will improve until you start providing:
–Motivation
–Guidance & Direction
–Tools & Content
***In Combination!***

13. Takeaway #2
What you need to provide your
staff in order to succeed at
every stage of the process.

14. 2 Types of Staff to Provide for:
Staff who are not selling memberships Staff who are selling memberships as
yet, they build and set appointments. well as setting appointments.

15. If You have 1 Person in Place
Then All Will Apply to Them

16. 3 Things BOTH GROUPS Need
• Performance-Based Pay Structures (next class)
– When money talks, people tend to listen.
• “That” Leader to follow:
– “If you think you are leading and no one is
following, you’re just going for a walk…”
– 3 reasons my staff follow me are…

17. What Both Groups Need
Students that are perceived as quality Martial
Artists in the community.
(It is very hard to be committed to trying to sell a poor quality product)

18. Group #1 Needs

19. For first 2 steps of the process:
(we have some ground to cover here)
– Who to contact
– Scripts
– Email Templates
– Shadowing
– Print Collateral
– Daily Report
– Physical “sales” board
– Minimum expectations
– Pay Structure

20. (Warning, here come the text-heavy slides)
Who to contact
Call Lists:
• Inbound web leads
• referral submissions
• old leads (special events, camps etc.)
• former students
Building Their Own lists:
• In person introductions
• Tablet lease (optional)
• Online networks

21. Scripts
• The formula
• example greetings specific to the type of contact
• the content that will support the concept of “no empty hands”
• quick instructions to get the content (check email, go to website/lounge,
visit network)
• what’s notable about your school (initial answers to popular questions,
including questions that are thought, but not asked)
• solid breakdown for booking the appointment (some calls get hot quick)
• booking best practices
• Tips
• must sound natural coming out of their mouth, if not they must revise it
• best script is one that has bullet points to cover, reading is easy to detect

22. Email templates
– Your tone should be in them
– Content specific to “interests” and “heard of us by”
– They have to look good if you want staff to be excited
to send them out
– Must be easy to send them
– Template types
• Initial thank you to new prospect (web/phone/in-person)
• Nurturing Templates
• Confirmation template
• Missed appointment follow up’s 1-X
• Thank you for coming today!
• Have not signed up yet follow up’s 1-X
*We have other classes on email templates alone*

23. Timeline
- Separate class on email marketing timelines
- Call timeline for new contacts
• dependent on the lead count and no. of
hours per/week you staff them
• Full time is 24,48,72,72, 7, 7, 7, 7.

24. Print Collateral
• Business cards
– If you don’t take them seriously, they won’t take
themselves seriously
– Confidence is everything, being proud of the
school will always help (connection to card)
– QR codes with “you can trust this scan” labelled
under them may shorten the cycle one step!
*Not there yet with new hire, small flyer will do*

25. Confirming Appointments
• The confirmation email:
– Eliminate fears and surprises (how to tie a belt,
why we bow, what to expect)
– Provide convenience (directions etc)
– Reinforce quality (link to content)
– Present a face (why not have a bio of each staff
member, even a short smartphone-shot video will
help).

26. The Confirmation Call
• Always have something extra to offer ready in
case you are getting the “maybe” person
– no one likes being asked if they “have thought about it
any further”
– staff will pick up on this, and then they’ll feel they are
becoming that annoying sales person
– not everyone is a born salesperson, so give them
something to take both their focus and the prospect’s
focus off the fact that this is not “sales call.”
• Light motivation coaching

27. Minimum Expectations
• Includes sufficient time to complete the tasks
• How long should someone spend on each activity?
– 1 educated follow up is worth 5 blind ones
• Activities with contacts of all types
• Focus on “shows”, use bookings as another
indicator of effort

28. Daily Report
• We Measure
– Activities
– Bookings
– Confirmations
– Shows
– Missed Appointment Follow Up’s

29. Performance Pay
(Next Class)

30. Group 2 Needs

31. Shadowing
• The process of the appointment
– Shadowing you on at least 10 intros and
commitment discussions
– If you can’t show them how you want it done, it’s
tough to lead them or expect from them
– Debrief after every single session
• The process of completing the payment
agreement form

32. Guidelines for offering deals and discounts
• Offers to change up for the appointment booking
• Discounts
• Delayed payments
• Pro-shop items
• Cash rewards

33. Sales training
• Knowledge of what they are selling
• Connecting with people of all walks of life
• Excitement about the school
• Motivation coaching
• Boundaries
*different meaning here than the popular perception

34. Personal presentation
• Attire
• Hygiene
• Voice projection
• Body language

35. If the Sale was not made
• Follow up scripts
• Follow up email templates
• Content to prevent “empty hands”
• Host seminars/special events regularly for
alternative reasons to visit again

36. Daily Report
• All from Group 1’s report, plus:
– Appointments Performed
– Sales made (memberships + pro-shop)
– Money Collected

37. In Your Face Board

38. Pay Structure
(NEXT CLASS)

39. (Quick Breather)
We are well past the ½ way point, if you have
questions, hang on just a little longer ok?

40. Takeaway #3
What to manage and when to manage it
Daily/Weekly/Monthly/Yearly

41. Check-in’s Twice Per/Day:
• Ask about the stats every time
• Ask about successes and failures every time
• Coach and reassure, coach and push
(balance the tone of friendly to firm based on
the situation)

42. Weekly Meetings:
• Discuss Wins, Losses & Key Stats
• Coach, empower, reinforce
• Set current expectations

43. Month-End Review:
• Tally it all up
• Pay total
• Set current expectations

44. Yearly Review
• 360 Degree Review
• Succession Planning
• Goal Setting

45. Takeaway #4
Knowing when someone just
can’t do the job

46. Red Flags
• They shadow you 10x and still struggle (in any
of the steps)
• You learn they don’t believe in your product
at all
• They take actions that create serious risk for
your reputation

47. Final Takeaway #5
Tools you need to make this all happen

48. Final Takeaway #5
• Email system
• Sales Automation
• Planner system
• Reporting
• All need to be something you can both access,
only way to know what is going on

49. Questions?
Jon@championsway.com
/jial14
Coming soon for clients:
How to do this all in PerfectMind

50. Curious about our Products?
• Please contact your rep
• If you are not sure
– 1-877-774-5425 option 1
– sales@championsway.com
– Post question on the loung