Impact Training Corporation (ITC) provides In-House Sales and Communication, Consulting and Support programs. We tailor each training session to help reinforce existing skills whilst learning new and exciting techniques . We will help you to create a referral business, while making selling fun.
Impact Modules include
1. ABC’s Of Selling Fitness:
- Learn selling fundamentals that increase sales.
- Learn how to create a good first impression.
- Learn the feature / benefit / emotion selling formula.
- Learn the eight steps of selling.
2. Professional Communication Skills (DISC):
- Understand logical vs. emotional selling.
- Recognise the four (4) behaviour types.
- Learn how to use behaviour types to increase sales.
- Present information that sells emotionally.
3. The Art Qualification (Pre-Chat):
- Learn pre-chat skills that maximise sales.
- Establish a solid foundation for closing.
- Eliminate objections before the final presentation.
- Learn how to create REAL buying emotions.
4. Touring & Solution Strategies:
- Learn how to conduct a dynamic explanation.
- Learn the power of test closing.
- Learn explanation strategies that assist in closing.
- Learn how to tailor each explanation to the prospect’s requirements.
5. Transition & Price Presentation Techniques:
- Learn how to present prices effectively.
- Reduce your clubs lost sale percentage.
- Learn how to use a T-Graph and incentives professionally.
- Learn the importance of closing emotionally.
6a. Closing Strategy That Increase Sales:
- Create a solid closing foundation to sell more often.
- Ensure confidence when asking for the money.
- Learn how to increase your closing percentage.
- Learn easy to use more than just one closing technique.
6b. Overcoming Objections & Re-Closing:
- Learn how to reduce objection effectively during qualification.
- Overcome objections and bridge to the close.
- Learn the IHP formula to overcoming objections.
- Learn how use attitude adjustment to re-close.
7a. How To Take Incoming Calls:
- Learn how to take an incoming phone inquiry.
- Increase your appointment / show ratios.
- Increase the amount of QUALIFIED tours.
- Ensure your club's marketing campaigns are super profitable.
7b. Telephone Rebuttal Strategies That Increase Appointment Show Rates
- Learn how to create a compelling reason to show.
- Use questioning & listening skills that will set your club apart from competitors.
- Learn how to overcome & re direct price attacks on the phone.
- Learn how to use people skills that will reduce & overcome objections.
8. Membership Referral Strategies:
- Increase income and profit with referrals.
- Learn how to ask for referrals at point of sale.
- Learn the 9 essential strategies to ensure a referral program’s success.
- Learn the 'Handover and Flipping Strategy' that increases closing.
9. Closing Referrals & Prospecting For More:
- Unleash the power of the telephone.
- Learn how to pro-actively increase appointments.
- Learn how to ALWAYS be prospecting.
- Learn outgoing call strategies that increase income.
10. People Skills That Increase Sales: (NLP Skills)
- Learn how to match and mirror your prospects.
- Learn body language techniques.
- Learn how to communicate with all prospects well.
- Learn how to use questions effectively.
11. How To Sell Personal Training (RBT/PT):
- Learn to sell personal training at point of sale.
- Learn the 7Ms strategy that increases sales.
- Learn how to close the personal training presentation.
- Learn how to Gain, Train and Maintain your RBT/PT clients.
12. Sales & Lead Management:
- Learn how to plan for good income days.
- Learn how to isolate your teams selling problems.
- Learn lead management techniques that increase $$$.
- Maximise your club's true income potential.
13. The Quality Guarantee Strategy That Increases Closing Rates:
- Learn how to use the QG to reduce follow up.
- Increase your sales team’s closing rates.
- Learn how to maximise low entry lead potential.
- Understand how to use risk reversal strategies.
14. The Power of Your Front Line:
- Learn how to make your frontline sales focused.
- Learn Initial Contact Techniques.
- Learn how to maximise lead potential.
- Ensure your frontline understand the 8 Steps.
15. Negotiation Skills:
- Learn PRAM Model for win/win Negotiating.
- Learn STEP Model for Assertiveness.
- Learn Buying Patterns that increase closing.
- Matching and Mirroring; Pacing and Leading; Positioning and Eye Catching (VAK).
16. Time Management Magic:
- Learn the 6 ‘Time Wasters’.
- Learn effective Goal setting skills.
- Strategies Strong Decision Making and Prioritising.
- Achieving High Productivity.
17. Management Mastery (2 Day Program):
- Learn 6 Qualities of Leadership and Management.
- Learn Four styles of Leadership (Your Personal Style and where are your Team?)
- Learn Performance Review Systems.
- Becoming the Master Coach.
18. What Women Want: (Senior Annette Dobbins - Only)
- Understand the differences between selling to Men & Women
- Learn the Do’s & Don’ts of presenting to women successfully.
- Understand why & when women want to buy.
- Learn how and when to close & how to follow up women, and how it differs from men.
19. Successful Outreach Strategies:
- Learn How To Plan Your Outreach Events.
- Understand the Power of Setting Targets.
- Learn How To Engage Prospects & Qualify Leads Effectively.
- Learn How Make Every Out Reach Campaign Profitable.
20. Marketing Made Simple: (Pro-Active Marketing Ideas for Sales People)
- Learn How To Plan Your Marketing Strategies.
- Learn How To Plan & Create Selling & Closing Strategies.
- Learn How Use A Marketing Brief & Role Register To Maximise your Marketing.
- Take Back To Your Club No-Cost Marketing Ideas That Work
21. Pre-Sale Perfection:
- Learn How To Plan Your Clubs Pre-Sales.
- Learn How To Create A Pre-Sale That Fits Your Budget Requirements.
- Understand The Difference Of A Pre-Sale Sales Team.
- Learn How Use A Pre-Sale Qualification Tools & Close Effectively.
22. Reducing Cancellations & Increasing Your Clubs Income: (2 Days)
- Learn how to plan to reduce cancellations.
- Learn how to take the cancellation call & make appointments.
- Learn how to re qualify members belly to belly.
- Understand the importance or re capping major objectives.
- Learn how to conduct an explanation.
- Learn how to re present membership packages & retain your members