Martial Arts Teachers Association provides martial arts school owners with marketing, management, curriculum and downloadable forms and files including ads, letters, and business systems. MartialArtsSchoolOwners.com How Gain and Maintain Control When Selling Your Martial Arts Lessons In this short video am going to show you system where the prospects tells you exactly how to sell them. It's important that you learn how to ask strategic questions that will help you maintain control and move the conversation to the close. First, lets' establish the principle goal of this strategy and that is to take the spot light off of tuition for as long as possible so that you can build value in the prospects mind to attach to the tuition once you get there. We have another video that is focused on how to deal with price requests, so we won't spend time on that here. We'll be using two types of questions. In many cases, the questions will be the same. It's the timing of the question that makes the difference. Comeback Question Feed it Back Question A Comeback Question is how you finish any statement you make in a sales presentation. At the end of whatever you say, if you do NOT ask a question, the prospect will take control and ask you a question and that question is usually about the price of tuition. For instance, they ask, "what time are your classes?" You answer, "Monday and Wednesday from 6 - 7 pm." Pause..... They ask "How much is your tuition?" You're dead. Instead of the pause, always finish with a comeback question. Now, they ask, "what time are your classes?" You answer, "Monday and Wednesday from 6 - 7 pm. Have you ever trained in martial arts before?" "Have you ever trained in martial arts before?" is the comeback question. Another example would be, "How much are your classes?" Rather than get into tuition before you have a chance to build value, your comeback question, "Is this for yourself or someone else?" Not only do these comeback questions keep you in control, but if used properly, you can use them to peel away to uncover the true motivations, needs, and desires of the prospects. For instance, "Have you ever trained before?" will lead to a Yes or a No. If Yes, you ask something like "How did you like it?" or "What did you like about it?" and "What didn't you like about it?" The answers to these questions create a clear pathway for you to sell this prospect because they are essentially telling you exactly what they like and what they don't like. You want a tool box of comeback questions. On another video we'll give you that tool box but for right now, remember. If you make a statement or answer a question to a prospect, never answer and pause. ALWAYS have a comeback question. MartialArtsSchoolOwners.com

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