4 Steps to a Genuine VIP Membership Sales Pitch

• Does offering VIP memberships make you feel queasy? It shouldn’t!  This is a big-ticket best of class sales opportunity!

• Think of it this way: Your sales process is not only the key to more money for yourself—it’s also the way to discover who needs and can benefit from our MONDAYS Motivation VIP program with HUGE Value Backstage Bonuses, etc.

• Plus your ability to invite folks, help spread the word and market VIP hones your talents to always be your best too!

 

A good sales process is less of an outright pitch and more of a dialogue that helps your prospect envision success with you. The result is an opportunity to build trust, fellowship, and emotional investment.

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Being good at offering VIP membership or running a affiliate sales business does not take away from your existing relationships at your other job or work. Developing your sales skills protects your livelihood and adds value to the services that you provide.

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The truth is that while joining VIP is exciting and reason enough to join, it is likely that price becomes just one of the objections you’ll face during membership selling. In order to turn a hesitant prospect into a long-term member, you need to address each and every one of their concerns. Specifically, most prospects will push back on their schedule/time, motivation/commitment, and their significant other.

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The good news is that there’s an easy, fool-proof way to eliminate objections by addressing those concerns upfront. To learn how, all you and your staff need to do is practice these simple sales scripts.

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Membership Selling Sales Script: Answering the Price Question: How much is it to join?

 

Never give our VIP prices upfront unless they already know it or until you feel they’re ready to buy. Giving a price before they’ve experienced what you have to offer is telling them is that there’s no benefit to choosing you over buying another course or getting into some other program, not understanding the value other than price.

 

The key is to pay attention to what they want and in fairness you must answer their questions and concerns:  (Script Role Play)

You: Thank you for your interest. There is a set price for each level of VIP membership however we also offer coaching services and a Top Tier Mastermind so the total investment is going to depend on the program that you would love the most to choose. We have quite a few options. Have you ever experienced group coaching before, or is this something new for you?

 

Prospect: Oh, I’m new at this. I’ve never joined a self-development program before in my life.

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You: Ok, that is great. Well, we’re very beginner friendly. We’re good at helping new people with little or no goals experience get great results in a safe and fast healthy way. What’s the goal you’re looking to accomplish by becoming a member?

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Prospect: I’m looking to make more money this year and lose weight.

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You: Very good. That’s actually what we can help with. The number one reason why people become VIP members is to take advantage of XXXX —so you are in the right place and time in your life - I would say....  May I ask your name?

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Prospect: My name is Judy.

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You: Ok, Judy. What I normally do is to meet on zoom and show you the VIP backend. I’ll talk to you a little bit more about your goals and some ways that we can achieve them when you come in. This free session gives me the opportunity to see where you are and helps me make the best program recommendation that I can for you. This also allows you to try us out—without any obligation and to see if you like it. When are you available for us to meet for your free coach call? Do you work days or nights?

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Appointment Tip for Prospective Members

 

When setting an appointment with your prospective member, confirm the date based on their time-zone at she knows where to find your zoom link and how to get back to you.  Be sure to get his/her phone number and email.  IMMEDIATELY to add them to your appointment calendar and CRM, which will allow you to track your interactions with them through the joining process.

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4 Steps to Build Relationships in Your 1:1 VIP Membership Invites

 

1. Be the best at who you are & what you do.

WHY VIP IS SO GREAT!

You can’t make a case for yourself if you don’t have something valuable to say in the first place. Get your reasons organized. Nurture the unique qualities of your experience of VIP &  community. If you feel like you need more time to focus on marketing and what to say, try delegating CRM management tasks with your virtual asst or delegating some of your follow-up scheduling.

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2. Talk about value, the amazing experience & not price.

 

Price questions require that you follow a specific sales script that can make or break the sale. When you’re asked about prices, avoid answering with a number. Responding with a number forces you to justify your value before your prospect has experienced your reasons for why joining MONDAYS VIP is an amazing opportunity (for coaches and reselling too).

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Many prospects ask about price because they don’t know what they want or what to ask about how VIP can benefit them. Rather than discussing price, show the value of VIP as life changing by talking about their goals and past frustrations.

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A) Discover prospective members’ goals.

 

Always say that pricing will depend on the program your prospect chooses. If you give your prospect price when he or she asks, you create an objection that immediately puts you in a position to defend your services.

 

Make the conversation option-oriented with questions like:

“What made you want to check out MONDAYS in the first place (or if they called you) why?”

“What are your goals or what do you hope to achieve this year that we can help you to get out of this program?”

“Have you ever been part of a VIP program before?”

 

Much like if you were a journalist, an interview-style conversation helps you get to know what the person actually wants. Particularly if the person has never tried goal setting before and doesn’t know what to expect from a motivation environment.

 

Focus on a dialogue that reveals their goals and vision for their future first. Write down your prospect’s responses on paper so that he or she knows you’re attentive and review them, take a genuine interest in helping them see the value of what VIP offers.

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B) Discover past experiences.

 

Again, when you talk about the value of MONDAYS VIP differentiating factors are important. Now that you know what your prospect wants and hopes to get from joining the program, you need to know what hasn’t worked in their past.

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“How long have you been thinking about this goal?  /  When did you begin to consider training to meet your goal?”

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Asking this question upfront avoids the possibility of hearing I need to think about it later in the sales process. Tailor this question as appropriate for partners, parents etc talking to you on the behalf of business partners, spouses, younger prospects.

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“What else have you tried to accomplish your goal, and why didn’t it work for you?”

Asking what your prospect has tried before gives you a better sense of his or her needs (e.g. support, beginner-friendly help or instruction, classes, course structure, etc). It also gives you the chance to empathize with his or her struggle and to talk about how MONDAYS VIP resources addresses those pain points.

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3. Overcome 4 common membership objections.

 

An objection is any roadblock to a prospective member saying yes to your school. Objections arise when you don’t know how to address them early in the conversation with your prospect. Taking the lead, however, confirms that your prospect won’t flake later.  When asking these questions, avoid accepting I think so as an answer. If you hear it, don’t proceed any further unless your prospect can confirm with 100 percent certainty. Your recipe for success: question, listen, and verify.

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Objection 1: Time & Willingness to Make the Effort

 

Confirm that your prospect has WIFI or cell access and enjoys motivation. Remind them MONDAYS VIP get access to replays anytime so they can watch 24/7, get bonuses and backstage with the speakers that regular viewers of MONDAYS do not get.

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Objection 2: Too Busy to Watch/ Conflicts/ Work Schedule 

 

Propose days and times they'll watch. If your prospect is unable to confirm, ask when works better in his or her schedule.

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Objection 3: Motivation & Commitment

 

You’ll need to help your prospect envision what it would be like to achieve his or her goal with the help of joining MONDAYS VIP and having the benefit of networking and group coaching. Lead with positive reinforcement first.

 

Ask your prospect:

“What do you see happening when you achieve your goal? What is that going to do for you?”

Follow up with asking what makes them unhappy about his or her current situation. Again, write everything down.

Not only does vision help your prospect, but it also helps you know how to best support the person.

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Objection 4: Family or Significant Other

 

Oftentimes, prospects will say he or she needs to consult a family member or a significant other before moving forward with joining VIP because its a high-ticket item. Ask in your own words, Is there anyone who isn’t supportive of your accomplishing these goals you have? Who is the first person you’re going to tell when you get home and are they 100% supportive of you?

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4. Offer the monthly membership as a backup

MONDAYS VIP access is available on two levels of payment tiers.  Right now, paying the annual fee upfront saves almost a thousand dollars vs paying monthly.  However, letting folks experience VIP at $249 is still a powerful sales and marketing tool to offer. It’s key to walk through the discovery process first with your prospect and show them the backend (zoom screen share) so that he/she understands the VIP value and they feel empowered toward their goals. Afterward, if your prospect is hesitant or cannot affort the annual rate you still can give them a chance to experience what VIP offers through the monthly program and/or taking a free class, free week, or a paid trial with a free upgrade bonuses.  (MONDAYS Math $249 month X 12 = $2,988)

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Taking advantage of the annual membership rate special offer at $1,999 saves your prospect $989 each year.  It's well worth it!