Demos Back To Back

The above process needs to be clean and concise, almost choreographed like a dance. There will be less time to chat than if there are unbooked minutes in schedules around the demo. When you really need to make every minute count, follow the steps below.

 

BOTH Sales Associate and Practitioner MUST closely watch the clock to stay exactly on schedule.

 

1. The Sales Associate leads the pace. Sales Associate is finishing Intake at the demo desk with Prospect B (while the practitioner is finishing up the stretch with Prospect A).

2. SALES ASSOCIATE GUIDES PROSPECT B TO TABLE: At the right time (with about one minute left in the Intake or at the exact minute), the Sales Associate will stand and guide Prospect B over to a clean, open stretch table and tell Prospect B;

   • "Go ahead and make yourself comfortable here, you can slip off your shoes and leave them below the table, keeping your socks on, and you can set your personal belongings on this shelf below the table"

   • The Sales Associate opens the table, removing the straps and says "When you're ready you can just sit here, or if you like you are welcome to like down on your back with your head here on the pillow and just take a few breaths. Your practitioner will be over shortly to get you started"

3. SALES ASSOCIATE GOES TO PROSPECT A: Keeping the RX pad notes for Prospect B in hand, the Sales Associate will then go fill a cup of water for Prospect A who is about to be sat up by the Practitioner just finishing the demo stretch. The Sales Associate ideally would arrive at Prospect A's demo table immediately before the practitioner sits up Prospect A. PRACTITIONER MUST ADHERE TO THE 27-28 MINUTE STRETCH TIME to allow transition and time for the table and a quick break for themselves.

4. SALES ASSOCIATE REUNITES WITH PROSPECT A: Sales Associate walks up and says "Wow, pretty amazing right?! - I bet you've never experienced anything quite like that right?! Would you like some water?" and offers the water cup. While Prospect is busy drinking water, the Sales Associate turns to Practitioner and asks"What did you find on the table together today?"

5. PRACTITIONER SUMMARY: The Practitioner gets the RX pad page out that they were using for Prospect A and points out to the Sales Associate (while the Prospect is listening) about any tightness, limited range of motion and imbalances that were discovered. The practitioner should ideally have explained this all to the Prospect while on the table during the course of the stretch, and now the Prospect will hear it all again. Could sound something like "During our time today we found that Prospect does have limited range of most, and what concerns me most are these imbalances like side to side, hip to hamstring and also 90/90, but I'm confident that as they come in consistently week to week, we can get back closer to 90 degrees and really be able to get Prospect to ___(Prospect's GOAL: like running 5ks again without pain)____.

6. PRACTITIONER RECOMMENDATION: After summarizing imbalances Practitioner makes their recommendation. The Practitioner is the trained and certified Expert! Their opinion should carry a lot of weight, after all, they just spent 30 minutes of personalized, completely customized and focused time on the table with the Prospect. "Based on Prospect's imbalances, limited range of motion, and their goal of ____(goal)_____, I'm going to recommend that they come in __ x__ times per week for at least 2-4 months. Practitioner turns toward Prospect. I think you'll see the progress you like at x times per week, but if your scheduled allows it, you'll really like the momentum you feel if you do just one more sessions per week."

7. PRACTITIONER GOOD-BYE: The Practitioner ends with "I'm so glad we got to spend time together today! Do put yourself on my schedule for next week! Everyone that stretches here is wonderful, and I would love to work with YOU again :)". Practitioner then passes Sales Associate the RX pad page and begins to clean and dress the table. Let's keep all tables clean and looking great at all times!

8. SALES ASSOCIATE DIRECTS "THE WALK": "Alright! In a moment, when I ask you to, I want you to stand up and take a walk to the front of the studio, and as you're walking I want you to notice how things are moving and flowing loosely for you. You came in here today with a goal to have less pain and more mobility in your ___(body area)__________ so that you can ___(goal)______ more freely and easily, so as you walk I want you to pay special attention to how that __(same body area)_ is feeling and how it has improved in just one short stretch session. You can use the restroom if you like - it's just over there - and I'll meet you back at the desk in when you're ready and we'll go over your range of motion assessment."

9. SALES ASSOCIATE WALKS PRACTITIONER TO WAITING PROSPECT B: Sales Associate and Practitioner walk together over to waiting Prospect B. Sales Associate introduces Practitioner and talks through Prospect B's RX pad page in front of Prospect B. Sales Associate then hands the RX pad page to Practitioner (which indicates that now the Practitioner is their trusted guide for the moment). Before leaving the table, Sales Associate reassures Prospect B that they are in good hands and will have a lovely stretch! Then Sales Associate proceeds back to the consultation desk to meet Prospect A, continue to focus on the amazing feelings they are experiencing post-stretch and continue the Recap and setting up the new membership!