CFM Sales Manual

Introduction

2-3  Defining CFM
4-5  BAR

Introduction Part 2 & Greeting

6-7 Target Market
8-9 CFM Culture
10-11 We are family
12-13 Love what you sell
14-15 CFM Sales Process Overview
16-17 Greeting 
18-19 Mail Call
20-21 Confirmation Call
22-23 A.D.D.
24-25 Entry to the Gym

Emotional Drivers & Left Hand Side Of The Profile

26-27 Emotional Drivers
28-29 The Importance of the Emotional Driver 
30-31 LHS of the Profile
32-33 Extracting the Emotional Driver
34-35 S.E.E.
36-37 Motivating with the Emotional Driver

Right Hand Side Of The Profile

38-39 RHS of the Profile
40-41 36 Month Graph
42-43 LEAPQ Process

Motivational Spiels Part 1

44-49 Motivation Spiel Problem Solves

Motivational Spiels Part 2

50-51 Motivation Spiel Problem Solves
52-53 Feel Felt Found
54-55 Fact Finder Examples

Presenting

56 – 57 Presenting Introduction
58 – 59 FFBQ
60 – 61 Yes Momentum

Closing

62 – 63 Closing Introduction 
64 – 65 Price Presenting 
66 – 67 Drop Starting
68 – 69 Motivation Sales Pending’s
70 – 71 Urgency

Sharpening The Saw

72 – 73 Sharpening The Saw 
74 – 75 Mirror and Matching

Sharpening The Saw Part 2 & Conclusion

76 – 77 Motivating to 36 Months
78 – 79 Tackling Smoke Screens
80 – 81 Visualisation
82 – 83 Safety Zone
84 – 85 Open vs Close Ended Questions

Conclusion

86 – 87 Marketing as a Consultant 
88 – 89 The Importance of Tone
90 – 91 Daily Notes Example
92 – 93 Thanks