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Was du mitnimmst
- Verkaufe nicht erst am Ende eines Programms, sondern schon zur Halbzeit.
- Beim Halbzeit-Upsell rechnest du die bisherige Zahlung als Guthaben auf die Verlängerung an.
- Gib dem Kunden zwei feste Optionen statt einer offenen Wahl, zum Beispiel sechs oder zwölf Monate.
- Wenn Trainer nicht verkaufen wollen, übernimm als Chef selbst die Gespräche oder hol eine Vertriebsperson.
- Ein gutes Angebot braucht Boni und eine klare, bedingte Garantie.
Volltranskript
Das Transkript ist das englische Original mit Timecodes. Die deutsche Zusammenfassung steht oben. Sprecher werden automatisch zugeordnet.
0:00Okay. So, you're doing 60k 20k profit. You probably just need to have one centralized salesperson who does the ascensions. Uh, and you need to do are you trying to sell them at the end? >> Yeah. It doesn't work. You have to sell them halfway through. >> People don't People don't sign up again when they're done. >> You tried that, but it doesn't seem to help. >> It's the offer. >> So, basically, at the halfway point, you say, uh, you've done a lot of progress. What I want to do is a rollover upsell, which is what I just did, right? So, I took your ticket and credit towards the next thing. So you say you pay two $2,000 whatever to get this period of time. I'm going to credit the $2,000. We can either credit it towards 12 or we can credit towards six. So right now your option is you can pay me another $2,000 to get six months or another $4,000 to get 12. You just give an either or if you choose today. Yeah. And then you let them credit the whole thing that they paid towards that. That way it's like you just got your whole first, you know, 12 weeks free. Okay.
0:51>> Because you're crediting it towards the thing. >> And how do I know if my offer is sorry? Does this suck? Uh, the offer part I'm less concerned about. I mean, I'm assuming if you if you follow my stuff, you have some bonuses. You have a guarantee. It's probably conditional. If you don't hit the goal, we'll keep working with you till you do, right? So, you already have the main components. I'll bet you this is a sales problem and a sales process issue. So, halfway point, you'd want to go PIFF on either side. So, paid in full on either side.
1:15Roll over credit using the upfront thing towards six or 12. You either solve the problem of I'm going to coach the trainers on how to sell and I'm going to incentivize them to want to sell because they're going to get a percentage of the contract and hopefully they have some teeth in them. And if you're like they're all hopeless cases, they all hate sales. They don't want to do it. Then you bring in the saleserson. And sometimes I like in the short term the highest use of your time might be you taking those calls. It's like hey I'm the owner. I want to make sure you're having a good experience. Talk to me about what's happened so far. I want to make sure that we can tweak things. I just want you having an awesome time.
1:44Great. Well, it sounds like things are going awesome. So let's keep the party going. And that's kind of the that's the positioning. Let's keep the party going because fundamentally when you go through that sale, you're like, "Okay, Erica, you know, you wanted to lose, you know, 30 lb. Great. When you're at 30 lbs, do you think you're done forever?" And they're going to be like, "Well, no." And it's like, "Right." So then to me, this has already accomplished the goal, which is that you've learned that this isn't going to be a quick fix. This be a lifestyle change. And so if you're in this, I'm in this with you. And I want to match that support by giving you everything you've paid me so far towards you staying on. How's that sound? Great.
2:17two options. And if they say no, then you downell to continuity on the back.