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Transcript

Background

NEGOTIATION PROCESS

1. Company XYZ want to purchased a membership for 15 employees. There is possibility that more than 15 employees would be intrested in membership.

2. HR employee send e-mail to the sels manager of the gym with the enquiry what kind of options do they have.

2. The most important thing for the Company XYZ is access to all 10 Gyms across London.

3. In case of corporate memberships sales manager has 1 week to finalize an agreement.

4. Sales person has knowledge about memberships options and it depends on him what kind of option he will offer.

EXPLORATION

1. Replay for the enquiry:

- Information what kind of facilities the gym provides (studios, cardio area, free waights area, functional area, streaching area, machines)

- What would you like to do in the gym?

- What time would you like to work out?

- Invitation for a quick chat in the gym and showing the gym arround

BIDDING

Common sentences

Common sentences

I could offer you ...

I could suggest ...

I could propose ...

Initial offer

INITIAL OFFER

3 - 3 - 3

FREE TRIAL

THREE PEOPLE

THREE DAYS

towel service

access to 10 gyms

full access (Peak Time)

possibility to use FI

free classes

Option for the client

OFFER FOR THE CLIENT

OPTION 1:

- 15 members

- £63,90 x 15 = £958,50

- joining fee £29,99 x 15 = £449,85

- total - £1408,35

GO TO BARGAINING PROCESS

Questions ending Bargaining

1. What do you think about it?

2. How do you feel about it ?

3. Wha do you think about this proposal?

4. Would you consider this?

Questions ending Bargaining

GO TO BARGAINING PROCESS

WELL DONE!!!

GO TO SETTLING STAGE

Bargaining

~If you give me that I will give you that~

presentation 2 option ~

BARGAINING

OPTION 2

OPTION 2

- membership for 22 members:

22 x £63,90= £1405,80

no joining fee

two privet classes per week (Body Pump and Spinning)

COMPARISON MY OPTIONS

COMPARISON MY OPTIONS

- membership for 22 members:

22 x £63,90= £1405,80

no joining fee

two privet classes per week (Body Pump and Spinning)

- 15 members

- £63,90 x 15 = £958,50

- joining fee £29,99 x 15 = £449,85

- total - £1408,35

I

II

OR

QUESTIONS ENDING BARGAINING PROCESS

Which option do you prefer?

What do you think about it?

Would you like to think about it?

Would you consider it?

GO TO SETTELING PROCESS

GO BACK TO EXPLORATION PROCESS OR BIDDING

SETTLING

Agreement:

Just to confirme there is an agreement.

xxx members can you the gym

You are allow to use the gym in Peak time for £...

In the membership is icluded:

-

-

-

Would you like me to claryfie somethig?

SETTLING

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