1. TWO CHOICE PRICE PRESENTATION
THE PLATINUM SERIES
TWO CHOICE
PRICE
PRESENTATION
A CMS
TRAINING MODULE
MASTER
WORKBOOK
The System That Works
PLT31901TWO
The System That Works
A Tel•Trac Module

2. Primary Rule: Never ask a Yes - No Question!
KEY POINTS

3. Your Basic Two Choice Form
1. This is your final closing tool.
2. Use in every presentation.
3. You may write it out, or preprint.
4. Final Close question.
5. Upgrades follow.
KEY POINTS

4. “Let’s take A few minutes Mr. Jones and go Over your membership
Options”
KEY POINTS
One of the most important activities going on in your club and a key factor to long term growth.
Is the art of searching out and finding potential members.
A key characteristic of a successful sales person.
MINING
You can either blast away.
Or go in with a pick and shovel or pan and chip away
We do a little of both
Advertising=blasting>periodic boots > with diminishing returns, if kept up
Prospecting=chipping away daily, looking for nuggets

5. “Based on what We’ve discussed I’ll show you the Two best choices”
KEY POINTS

6. Features to Note: 1. Name of package or season.
2. Then follows “Key Features”.
3. Pay Yearly Vs. Pay Monthly.
3. Notice original price crossed out.
4. Note savings is highlighted.
KEY POINTS

7. Features to Note: 1. Free until 2000. 2. OR is always their.
3. Which one is best for you?
KEY POINTS

8. Features to Note: 1. Order is always the same. 2. Savings highlighted.
KEY POINTS

9. Features to Note: 1. Five location feature.
2. Yearly is featured first.
3. “Total investment” terms.
KEY POINTS

10. Which one is best for you?•
Possibly your most important
Question - Let them answer it.
KEY POINTS

11. Once they answer: • “I think that is a good choice for you.
I need to have you authorize
your membership card - I’ll get your
Paperwork started.”
KEY POINTS

12. Final Close: Reflexive questions•
“What is your middle initial?”
“Do you want your mail sent
to home or office?”
KEY POINTS

13. End Game: • “Will you be taking care of today’s
Fees by cash, check, or credit card?”
KEY POINTS

14. TWO CHOICE PRICE PRESENTATION
THE PLATINUM SERIES
TWO CHOICE
PRICE
PRESENTATION
THE END
The System That Works
A Tel•Trac Module