POWERLEAGUE SALES TRAINING

WHY DO SALES MATTER?

WITHOUT CUSTOMERS WE DON’T HAVE A BUSINESS!

EVERY ENQUIRY IS TREATED AS POTENTIAL GOLD DUST!

OUR SALES PROCESS

• Make the right impression

• The enquiry form

• Answering the phone

• The first question

• Price information

• Contact details

OPENING

• Why is this important?

INFORMATION GATHERING

• Key questions

― What are they interested in?

― When do they want it?

― Level of play?

INFORMATION GATHERING

• Are you playing somewhere at the moment?

• Why are you thinking of leaving?

• Features and benefits

“How does this sound?”

Responses:

“It sounds good”

“I’m not sure”

KEY PHRASES

• State prices – More expensive / Cheaper?

• Ask if they want to join now?

― If they say, “I’m not sure” get a commitment to the call back date

and time with a time related offer

• Ending the call

CLOSE

• Replay the decision making process

― Best case scenario

― Worst case scenario

WHAT IS LOOPING?

• Create a relationship – ask questions

• Consider offers – sell the commitment

• Get a commitment

WHAT DO YOU SAY?

• Re-establish the relationship

― Be straight to the point.

• Commit to the sign up

• Extend the offer – but not open-ended

THE FOLLOW UP

• Reasons for leaving ― Lack of players

― Lack of commitment

― Pitch quality

• Know your enemy

OUT OF LEAGUE CALLS

• Features and Benefits

• How does that sound?

OUT OF LEAGUE CALLS

• The main reasons for not initially joining are:

― Lack of players or commitment

―Not a good location

―Not currently interested

― Joined elsewhere.

DEAD LEAGUE ENQUIRIES

• Listen and find a solution

• Make a time-limited offer

DEAD LEAGUE ENQUIRIES

• Create new business

• Best practice ― Date of event

― Selling time

― Prepare

― Find new business opportunities

GENERIC TOURNAMENTS

• Create a connection

• Charm the gatekeeper

• The follow-up – reconnect

• Feature and benefits, offers and rewards schemes

TELESALES PITCH

• Build a rapport

• Open ended questions

• Mirror your audience

• Provide solutions

OVERCOMING OBJECTIONS

• Tournament delivery

• Express tournament

DELIVERY OF PRODUCT

• Rewards scheme ― Captains’ reward

― Double Bubble

• Player Match

KEY SALES FEATURES

• Press centre

• My team

• League offer

KEY SALES FEATURES

WITHOUT CUSTOMERS WE DON’T HAVE A BUSINESS!

EVERY ENQUIRY IS TREATED AS POTENTIAL GOLD DUST!

WHY DO SALES MATTER?

ANY QUESTIONS?