"Brother Wang, how do you feel about the gym?"

After the tour was over, Ji Ke took Wang Jia and Dong Qing to sit down in the leisure water bar, Ji Ke poured a few glasses of water, and began the persuasion process of applying for a card.

Applying for a gym card seems simple, but it is actually a negotiation link between membership and customers.

There are various types of cards in the gym, and the price is high and low;

The number of clients in the hands of a membership advisor is limited, and the salary of a membership advisor is the base salary plus commission, and the higher the performance, the more commission, the higher the salary.

Therefore, from the perspective of self-interest, membership consultants absolutely hope that their customers will buy the most expensive cards!

Having said that, the client is not a fool, and his money cannot be left at the disposal of the membership consultant, who can choose what card to apply for for him;

Although customers have a tendency to apply for cards, but the money will not be so easy to take out, transactions, there must always be a you come and go, you offer a price all over the sky, and I will pay back the money on the ground;

Anyone likes to have their money to bring more extra benefits while meeting their basic needs.

At this time, it is the time to test the negotiation skills of the membership consultant, how to dispel the idea of customers opening their mouths, and smoothly let customers pay for high-priced cards to increase their own performance.

Of course, some customers have retreated passionately and are on the verge of regret after waiting before applying for a card, because of job transfer, calm thinking, persuasion from relatives and friends, etc., and do not want to come to the gym to apply for a card for exercise;

At this time, the membership consultant must rely on his personal business ability and personality charm to dispel the various concerns of customers, and smoothly pay for the card.

"The environment is okay, don't set me up. Wang Jia took a sip of water, "In the sales industry, I know a lot more than you, let's put it this way, you and you Sister Dong have to apply for a card, you look at it and get me a suitable card, just do it, don't play tricks." ”

"Okay, since Brother Wang said so, then I'm relieved. Ji Ke turned to the single book and turned to the page of card introduction, "According to your situation, Brother Wang, there are three types of cards: two-person annual card, couple card, and person card." ”

"The feature of the two-person annual pass is that the registered member can use the card with the card, and the advantage is that the registered member can contact the membership consultant to make changes at the front desk, and each time the registered member is replaced, there is a handling fee. ”

"The Couple Card is limited to couples, and cannot be changed after registration, and any registered member can enter with the card. ”

"The card is divided into primary and secondary, only the card-handling member is registered, and the card-handling member can lead any friend to enter with the card. ”

"I think, if Brother Wang or Sister Dong, one of them doesn't come often, it's more appropriate to bring a person card, what do you think?"

The two-person annual card is actually a pit goods, which is used to set off the price comparison of other card types, which is a unique phenomenon in the sales of gym cards.

Through a card type that is not very good in terms of price comparison, it contrasts with the high cost performance of other card types, so as to reduce the psychological barrier for the sales of other card types.

Although the couple card is very suitable for Wang Jia and Dong Qing's current situation, first, Ji Ke is not sure whether the two plan to develop for a long time, and secondly, you come up to see the most suitable card type, once there is any situation, it will be difficult to launch it again.

Leaving some leeway and giving customers the right to choose better can sometimes work better in sales than in a straightforward way.

"Bringing a person card, it looks good, I usually have a lot of friends, occasionally bring them over, and I can also introduce you to some customers. ”

Wang Jia glanced at it twice and recognized the card type recommended by Ji Ke.

"Then what would you do if I and your friend came with you at the same time?" At this time, Dong Qing asked in a flat tone, "Are you going to throw me or your friend at the door of the store?"

"Well, it's me who was wrong, it's me who didn't think it through," Wang Jia was stunned for a moment, stumped by this tricky question, "What do you say, let's do it! Okay? Don't be angry, ah!"

"Really?"

"It's true, it's truer than gold!"

"Brother, is there a suitable card that can not only satisfy the two of us, but also bring friends over?"

"Ah, Sister Dong, it's really the first time we've encountered such a request, and we really haven't prepared for the card type that suits your special requirements!"

Ji Ke has never encountered this situation, after all, he has just entered the industry, but he is not afraid that you will ask for a membership card, but he is afraid that you will not ask for it.

"Do you think this is okay: you and Brother Wang, just get a couple card; Brother Wang's friends, we have a card here!"

"Brother Wang, you see, the card itself is to enter with the card, use it per time, when you come with your friends, it is more appropriate to use this card for your friends, what do you think?"

When gym members apply for cards, in the face of many card types, they will involuntarily diverge their thinking, apply the characteristics of each card to themselves, see if they can use them in their own situation, and then measure their financial resources, and finally choose their favorite card type.

This places high demands on the adaptability of membership advisors.

Because with the deepening of daily maintenance, the membership consultant has a certain understanding of the situation of his own customers, and will predict which card range is suitable for each customer, and choose several card types:

Then, with this kind of prediction, from high to low, the card type is recommended in turn, once the customer enters the predetermined card range, the membership consultant will focus on recommending, every inch of land is to recommend each card type, and strive to let the customer apply for a card in this range.

However, the fact is that the client's situation is not constant, and he has no need or obligation to report all the changes in his social circle and situation to the membership consultant, so there will always be various changes when applying for the card.

For example, Ji Ke's customer, Wang Jia, according to Ji Ke's prediction of him, is ready to recommend card types for more than three years, and even the supreme card. But seeing that Wang Jia brought a beautiful woman and behaved intimately with each other, he quickly changed his prediction.

"Well, that's a good idea. Wang Jia carefully looked at the secondary card on the card introduction, "But let me ask, this secondary card is consumed by the time, so what if I bring several friends at a time?"

"This does not clearly introduce all the characteristics of the card, Brother Wang, this is our mistake!" Ji Ke prepared the wording, "Regarding Brother Wang, our boss explained in a meeting that the consumption model of the card is one person at a time, that is to say, if you bring ten friends together, you will directly cross out ten times!"

"Oh, well, I thought I could only bring as many friends as I could at one time. ”

"You're really kidding, Brother Wang. This card is equivalent to a few dozen dollars at most each time, if you bring all the employees in the company over, we are very welcome to do membership, and our boss's face will be green. ”

"What is green, if I really do this, it will take care of your business, and your boss will accept my favor!"

"It's our membership that accepts favors, but what our boss sees is a group of people who don't have a card, and they still have to come in dozens or hundreds of times when they come in a group!

"Haha, that's not wrong when you say this, but your boss is not so stupid, isn't this just one person at a time!"

"Hehe, that's what Brother Wang said. ”

"Okay, I'm also busy today, so I'm here for you. The two of us are weird about our tempers, and what I fancy is that you will take me to lose my body fat in the future. Wang Jia drank all the water in the cup, "Look at your face, the two cards you said are so decided, what should I do with the cards?"