relationship selling “it’s all about farming vs. hunting”
DESCRIPTION
The Stay in Touch Program “Sounds like a Trac to me”TRANSCRIPT
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RELATIONSHIP SELLING
“It’s all about farming vs. hunting”
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Nurture the RelationshipThe emotional bank accountIt takes multiple transactions to establish a relationship You can’t force the relationshipRelationships are based on each party’s interests being served- it takes two to tango!
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The Stay in Touch Program
“Sounds like a Trac to me”
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Prospective MembersRelease non-joiners from sales pressureUse your Club Pro & Tel-TracCreate “deposits”Follow-up with “offer”Continue process every few monthsEvaluate results regularly
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Existing MembersIntegrate the member Fit-trac Orientations
Bonding Member Referral Programs Club Programming Recognition Programs
Follow-up Constant contact Follow-up letters/calls (deposits) Send letter/call with an “offer”
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Stay in TouchBe Proactive.They have invited you in.Communicate to establish a relationship (threshold strategy).It takes a system!
Tel-Trac & R-Trac
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RELATIONSHIP SELLING
“It’s effective and It pays off”
THE END