{"id":29087,"date":"2022-12-29T10:00:00","date_gmt":"2022-12-29T13:00:00","guid":{"rendered":"https:\/\/www.fitnessbrasil.com.br\/?p=29087"},"modified":"2022-12-23T11:28:39","modified_gmt":"2022-12-23T14:28:39","slug":"tour-para-vendas-use-o-marketing-com-foco-na-venda","status":"publish","type":"post","link":"https:\/\/www.fitnessbrasil.com.br\/es\/newsfitbr\/tour-para-vendas-use-o-marketing-com-foco-na-venda\/","title":{"rendered":"Tour para vendas: use o marketing com foco na venda"},"content":{"rendered":"<p><em>Por Tufic Derzi, colunista Fitness Brasil <\/em><\/p>\n\n\n\n<!--more-->\n\n\n\n<p>Na <a href=\"https:\/\/www.fitnessbrasil.com.br\/es\/2022\/11\/28\/como-voce-recebe-um-potencial-novo-cliente-em-sua-academia\/\" data-type=\"post\" data-id=\"28668\" target=\"_blank\" rel=\"noreferrer noopener\">coluna passada<\/a> vimos tr\u00eas possibilidades para <strong>\u201catender\u201d o cliente que vem at\u00e9 \u00e0 academia para saber pre\u00e7o: Tradicional, <em>Tour<\/em> pra Cegos e <em>Tour<\/em> para Vendas.<\/strong><\/p>\n\n\n\n<p>O T<em>our<\/em> para Vendas \u00e9 o que preconizo, utilizando o <strong>marketing com foco na venda, j\u00e1 que, se o cliente foi at\u00e9 l\u00e1, ele quer \u2013 ou necessita \u2013 e a metade da venda j\u00e1 foi feita<\/strong>. Basta voc\u00ea fomentar, afinal, vende-se sa\u00fade e n\u00e3o drogas!<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>O cliente entra na academia. A primeira estrat\u00e9gia \u00e9 conhecer o \u201cTBC\u201d, ou seja, \u201ctira a bunda da cadeira\u201d;<\/li>\n\n\n\n<li>Com um sorriso, diga seu nome e pergunte o nome do cliente (durante o <em>tour<\/em>, fale tr\u00eas vezes o nome dele);<\/li>\n\n\n\n<li>Ele vai perguntar o pre\u00e7o da modalidade XYZ. Sem dizer o valor, fomente uma ida at\u00e9 o local da modalidade procurada por ele;<\/li>\n\n\n\n<li>Ao dirigir-se ao local especificado, pergunte-lhe como soube da academia\/ clube e qual o objetivo pretendido;<\/li>\n\n\n\n<li>Se passar por outras \u00e1reas, apresente-as sempre com um <em>plus <\/em>(um algo a mais), que pode ser um aparelho especial, professores altamente capacitados, temperatura da piscina, piso antiderrapante etc. Ao chegar ao local desejado pelo cliente, apresente-o ao professor (mostrado por meio de um c\u00f3digo conhecido apenas por voc\u00ea e pelos profissionais de Educa\u00e7\u00e3o F\u00edsica) com a seguinte frase: \u201cEsse ser\u00e1 seu professor!\u201d Notou a afirma\u00e7\u00e3o? N\u00e3o diga: \u201cse o senhor entrar, ele ser\u00e1 seu professor\u201d.<\/li>\n<\/ul>\n\n\n\n<figure class=\"wp-block-image aligncenter size-large\"><img decoding=\"async\" width=\"1301\" height=\"800\" data-src=\"https:\/\/www.fitnessbrasil.com.br\/wp-content\/uploads\/2022\/12\/TUFIC-VENDAS-AdobeStock_402555355-scaled-e1671647314710-1301x800.jpg\" alt=\"\" class=\"wp-image-29088 lazyload\" data-srcset=\"https:\/\/www.fitnessbrasil.com.br\/wp-content\/uploads\/2022\/12\/TUFIC-VENDAS-AdobeStock_402555355-scaled-e1671647314710-1301x800.jpg 1301w, https:\/\/www.fitnessbrasil.com.br\/wp-content\/uploads\/2022\/12\/TUFIC-VENDAS-AdobeStock_402555355-scaled-e1671647314710-651x400.jpg 651w, https:\/\/www.fitnessbrasil.com.br\/wp-content\/uploads\/2022\/12\/TUFIC-VENDAS-AdobeStock_402555355-scaled-e1671647314710-768x472.jpg 768w, https:\/\/www.fitnessbrasil.com.br\/wp-content\/uploads\/2022\/12\/TUFIC-VENDAS-AdobeStock_402555355-scaled-e1671647314710-1536x945.jpg 1536w, https:\/\/www.fitnessbrasil.com.br\/wp-content\/uploads\/2022\/12\/TUFIC-VENDAS-AdobeStock_402555355-scaled-e1671647314710-18x12.jpg 18w, https:\/\/www.fitnessbrasil.com.br\/wp-content\/uploads\/2022\/12\/TUFIC-VENDAS-AdobeStock_402555355-scaled-e1671647314710-510x314.jpg 510w, https:\/\/www.fitnessbrasil.com.br\/wp-content\/uploads\/2022\/12\/TUFIC-VENDAS-AdobeStock_402555355-scaled-e1671647314710.jpg 1945w\" data-sizes=\"(max-width: 1301px) 100vw, 1301px\" src=\"data:image\/svg+xml;base64,PHN2ZyB3aWR0aD0iMSIgaGVpZ2h0PSIxIiB4bWxucz0iaHR0cDovL3d3dy53My5vcmcvMjAwMC9zdmciPjwvc3ZnPg==\" style=\"--smush-placeholder-width: 1301px; --smush-placeholder-aspect-ratio: 1301\/800;\" \/><\/figure>\n\n\n\n<p><br>O professor responder\u00e1 de acordo com o c\u00f3digo (apenas como sugest\u00e3o; voc\u00ea pode imaginar outras op\u00e7\u00f5es):<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Seja bem-vindo (a)! Aqui, fomentamos ser uma fam\u00edlia (para aquele cliente que disse querer socializa\u00e7\u00e3o);<\/li>\n\n\n\n<li>Seja bem-vindo (a)! Nossos aparelhos aer\u00f3bicos fazem a queima de muitas calorias;<\/li>\n\n\n\n<li>Seja bem-vindo (a)! Vou fazer uma s\u00e9rie de exerc\u00edcios especialmente para o(a) senhor(a).<\/li>\n\n\n\n<li>Retorne com o cliente e coloque-o sentado. NINGU\u00c9M ASSINA O CONTRATO EM P\u00c9! N\u00e3o diga a palavra \u201cpre\u00e7o\u201d e sim, \u201cinvestimento\u201d. D\u00ea o valor mais alto e, por \u00faltimo, o mais baixo.<\/li>\n<\/ul>\n\n\n\n<p>Ap\u00f3s isso, pergunte-lhe diretamente qual deles o cliente prefere. Ao receber a resposta de um deles, puxe a proposta e comece a preench\u00ea-la.<\/p>\n\n\n\n<div class=\"wp-block-media-text alignwide is-stacked-on-mobile\" style=\"grid-template-columns:17% auto\"><figure class=\"wp-block-media-text__media\"><img decoding=\"async\" width=\"624\" height=\"800\" data-src=\"https:\/\/www.fitnessbrasil.com.br\/wp-content\/uploads\/2022\/09\/FOTO-TUFIC-2022-1-e1664477676545-624x800.jpg\" alt=\"\" class=\"wp-image-27494 size-full lazyload\" data-srcset=\"https:\/\/www.fitnessbrasil.com.br\/wp-content\/uploads\/2022\/09\/FOTO-TUFIC-2022-1-e1664477676545-624x800.jpg 624w, https:\/\/www.fitnessbrasil.com.br\/wp-content\/uploads\/2022\/09\/FOTO-TUFIC-2022-1-e1664477676545-312x400.jpg 312w, https:\/\/www.fitnessbrasil.com.br\/wp-content\/uploads\/2022\/09\/FOTO-TUFIC-2022-1-e1664477676545-768x985.jpg 768w, https:\/\/www.fitnessbrasil.com.br\/wp-content\/uploads\/2022\/09\/FOTO-TUFIC-2022-1-e1664477676545-9x12.jpg 9w, https:\/\/www.fitnessbrasil.com.br\/wp-content\/uploads\/2022\/09\/FOTO-TUFIC-2022-1-e1664477676545-510x654.jpg 510w, https:\/\/www.fitnessbrasil.com.br\/wp-content\/uploads\/2022\/09\/FOTO-TUFIC-2022-1-e1664477676545.jpg 1132w\" data-sizes=\"(max-width: 624px) 100vw, 624px\" src=\"data:image\/svg+xml;base64,PHN2ZyB3aWR0aD0iMSIgaGVpZ2h0PSIxIiB4bWxucz0iaHR0cDovL3d3dy53My5vcmcvMjAwMC9zdmciPjwvc3ZnPg==\" style=\"--smush-placeholder-width: 624px; --smush-placeholder-aspect-ratio: 624\/800;\" \/><\/figure><div class=\"wp-block-media-text__content\">\n<p style=\"font-size:14px\"><em><strong>Tufic Derzi<\/strong> \u00e9 formado em Educa\u00e7\u00e3o F\u00edsica, especialista em Administra\u00e7\u00e3o e Marketing, em Psicopedagogia e em Anatomia Humana, tem mestrado em Psicopedagogia e \u00e9 professor universit\u00e1rio de gradua\u00e7\u00e3o e especializa\u00e7\u00e3o em diversas institui\u00e7\u00f5es superiores do pa\u00eds<\/em><\/p>\n<\/div><\/div>","protected":false},"excerpt":{"rendered":"<p>Por Tufic Derzi, colunista Fitness Brasil<\/p>","protected":false},"author":1507,"featured_media":29089,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[74,230],"tags":[],"post_folder":[],"class_list":["post-29087","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-colunistas","category-tufic-derzi"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.2 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Tour para vendas: use o marketing com foco na venda - Fitness Brasil<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" 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