GLOSS – The key principles to help reinforce the overall process of greeting prospects

“The only way on earth to influence the other fellow is to talk about what he wants and show him how to get it”.

Dale Carnegie 1888 – 1955 (Writer and Lecturer)

GLOSS stands for: Greeting, Listening, Observing, Showing and Selling. These are the key principles to help reinforce the overall process. Let us look at the intro lesson itself in more detail and how we can apply these principles:

When you greet the prospect at the door you will begin to build rapport, you will do this by the warmth of your GREETING and your genuine desire to help solve their problems. You will then need to move into information gathering to establish the needs of the student. It is a good idea to have an intro sheet to help you to remember the questions you may need answers to and also to use to note down the key areas of importance to the students This is the point where you LISTEN carefully and OBSERVE body language and emotions – you will need to ask questions – but remember that research has shown that all people think about themselves 93% of the time so it should be easy to get them to talk about themselves and their motivation for visiting you.

Now that you have information about the prospective student (including both their and, where appropriate, their parent’s motivations) you are in a position to begin the intro – this is the SHOW part. It is now time to have fun and it is also time to raise yourself to the position of the Master who has the ability to help the student achieve their objectives. An important part here is to explain the school etiquette including the bow and how to address the instructors. This will help the student to know what to do and will also allow you to explain how this provides a vital link to focus, readiness and discipline.

In the body of the lesson you do need to ensure that fun is a key element and that this is pitched “age specific” and with due consideration for the student’s objectives. Remember that safety must be the first consideration but you can consider simple self defence, awareness and also, where appropriate, a simple board break along with basic techniques. At the end of the lesson ensure that the stage is set for the next class and what will happen next time.

In the final part of the process you will move to SALES – do ask what they thought of the class and if they or their child wants to enter into training with you. Ensure that they know how you can deal with their needs and answer any questions that they may have. Explain the timetable and price structure and complete the paperwork.

The key part of getting this right is true sincerity and a belief in your product; as well as a belief in yourself/team to deliver on your promise of solutions to problems. This, along with a conviction that a sale must be a win-win for both parties (being solutions to problems and a successful business for you) is the crucial ingredient which makes the process work for all concerned.

GLOSS

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