Getting Referrals – Relationship Selling SAL PELLEGRINO

1. Getting Referrals – Relationship SellingSAL PELLEGRINO

2. I. Best Practise – Relationship Selling & Referrals • Why do relationships fail ? • Ten ways to create great relationships • Creative ways to dig deep and make the relationship more satisfying

3. Sal’s Local Les Mills Club – O2 Fitness, Raleigh NC

4. Club Relationship Building Initiative Cross Facility Relaunch Event

5. Princeton NJ Club Relationship Building InitiativeMeet the GF Manager Guidance Session

7. I. Best Practise – Relationship Selling • Why Do Relationships Fail ? • We take them for granted • They must be important to you • We let competitors in • No sense of ownership • We leave them to chance • We stopped thinking • Thinking is the hardest thing to do – which is why so few of us do it. Henry Ford

8. I. Best Practise – Relationship Selling • 10 Ways to Create Great Relationships • Based on the book by Steve Chandler : “ 50 Ways to Build a Great Relationship” • DON’T BE SAFE AND COMFORTABLE – Butterflies are good. • COMMIT AN ASSAULT ON PROBLEMS – no problem can withstand an assault of sustained thinking! • BREAK SOMEONE UP – Don’t forget humor in the workplace! • MAKE A FRIEND – It’s all about making friends. Get as personal as possible – be likeable. • 5. THINK AND THANK – make the experience unforgettable. The more we practise appreciation the better.

9. I. Best Practise – Relationship Selling • 10 Ways to Create Great Relationships • SHIFT YOUR GEARS – be a giver not a taker – • a. Do things for others • b. Focus on what you will give the relationship • c. Be creative and figure out how to give back to the client • d. Offer a level of service, fairness and commitment that nobody else can offer – keep the competition away! • ASTONISH SOMEONE – Now that you have mastered the art of the unexpected. We must go beyond satisfaction – the art of astonishment!

10. THE ART OF ASTONISHMENT Sal’s Best Practise for The Art of Astonishment Sal Pellegrino lives and works in Miami, where he manages a health spa. Meet us in the steam room after closing, Sal.

11. Sal’s Best Practise for Being Creative & Figuring out How to Give Back to the Client Sal was dorm mates at University of Miami with Ray Liotta. Ray asked Sal to read lines with him one day…. at the end of the session Sal told him he should change his major. Chuck Fedora, Precor colleague

12. I. Best Practise – Relationship Selling • 10 Ways to Create Great Relationships • LIFT PEOPLE UP – be optimistic – help them when they are in a bind • JUST BE STRAIGHT – the customer likes real – focus on getting the job done right! • REALIZE THAT THE POWER TO REKINDLE LIES WITHIN YOU!

13. I. Best Practise – Relationship Selling • THE WHO THE HECK IS SAL PELLEGRINO TOP TEN WAYS • TO GROW THE RELATIONSHIP • BE AN INDUSTRY SPECIALIST – Learn and Share the info • BE A GUEST SPEAKER FOR YOUR CLIENT – OR HIRE ONE • LEARN MORE ABOUT THEIR BUSINESS – Focus on their plans + pains • DEVELOP RELATIONSHIPS AT MULTIPLE LEVELS • DON’T BE AFRAID TO BRING ALONG YOUR BOSS

14. I. Best Practise – Relationship Selling • THE WHO THE HECK IS SAL PELLEGRINO TOP TEN WAYS • TO GROW THE RELATIONSHIP • RE-INVENT YOURSELF –mentally and physically • VISIT THEM OFTEN – Learn from competitors • EARN THE RIGHT TO GO TO PEP RALLYS • THANK YOUR TEAMATES (Andrea, Chuck, Jeff, Bill and Ballew) • SHARE THE INFORMATION LEARNED FROM LARRY’S GUEST SPEAKERS. – (Steve Miller – Jeffrey Gitomer)

15. I. Best Practise – Relationship Selling • THREE KEYS TO RELATIONSHIP GROWTH - A TEAM APPROACH • HOW TO KEEP A RELATIONSHIP • HOW TO REPAIR A DAMAGED RELATIONSHIP • HOW TO ESTABLISH A NEW ONE • WE NEED YOUR PARTICIPATION – THE ART OF SHARING • WE ARE LES MILLS……

16. I. Best Practise – Getting Referrals • How to Get a Referral • Your best new prospects are your present customers. • You can’t get a referral without first having a trusted partnership/relationship • You can’t get a relationship without earning it. • Relationship  Trust  Business  Relationship  Trust  Referral rights • Earn the business • Provide excellent service, value, and followup • Ask for the referral after you have delivered proven value (your report card)

17. I. Best Practise – Getting Referrals • From Jeffrey Gitomer’s own experience and advice....... • The WORST way to get a referral is to ask for one right after you make a sale, but before you have performed. Big Mistake. Why would someone risk a referral on an unproven product or system? • A GOOD way to get a referral is to ask for one after you have delivered value to the customer • A BETTER way to get a referral is to earn one • The BEST way to get a referral is to GIVE one

18. I. Best Practise – Getting Referrals • The best way to approach and work a referral? • (is NOT to approach and work a referral, but to partner with your customer and get them to do it for you) • Must get your customer involved: • as an additional salesperson - removes any hesitation or barrier • to talk about you / your products and services as third party endorsement • Strategy: • Get your customer to give the referral • Get your customer to call and make an introduction • Get your customer to set up a three way call • Get your customer to set up a three way lunch/breakfast meeting • Get your customer to tell you everything you need to know to make a personal impact

19. I. Worst Practise – Getting Referrals • Sal’s TOP FIVE things to avoid: • How NOT to be successful in referrals: • Asking for a referral immediately after the sale with uproven product /service • Asking for a referral before you’ve earned it (60-90 days) • Asking for a referral from a customer not 100% proven happy and successful with your product, services and results • Accepting the referral and putting it into your sales kit without first checking / secret shopping the strength of what your customer is saying • Grabbing the referral and running. Thank your customer by bringing them a referral/value – if you get them business, they’ll find new ways and new people to keep doing the same for you.