Demo Transitions

Below you'll find the detailed steps for the most successful transition during our sales demo from Sales Associate to Practitioner and back! Here's to hoping for LOTS of back to back demos!

*** Pretty please... you'll notice this step is called a "transition" and not a "pass off" or "hand-off" for the way we do things here. We are all about giving our prospective new member a five star experience (!) and that involves great care, leading them from one phase of the demo to the next with our metaphoric arm around them. So please use language like "This is your certified stretch practitioner who will be working with you today. She will assist you from here and give you the most fantastic stretch experience you've ever had!"

THE SALES ASSOCIATE DETERMINES THE FLOW. The entire purpose of a demo (including the Intake and free stretch session) is to help the prospect arrive at the place where they can feel right about making a commitment to continue coming in regularly for their assisted stretches. The Recap is the point of the entire hour, so that together we can decide with the prospect if stretching is helpful and should continue, and if so how often.

Since the Recap is the most important part of a demo, we ALWAYS want to leave at least 15 full minutes for it. For example, if the client is late, consider shaving 5 minutes off the Intake and 5 minutes off the stretch, but always leave the full 15 for the Recap portion. If a client is more than 15 minutes late, it's best to reschedule the appointment so that they get a full, unrushed experience. Mini demos do not generally result in sales, so it's best to try again on a future date.

The Recap begins at...

THE GOLDEN MINUTE: Both Sales Associates AND Practitioners need to understand that the most important moment of the demo is the Golden Minute that starts when the client is sat up from their stretch on the table by their Practitioner. At that time they will likely be feeling the endorphins from the stretch and the "wow"! Many people are not used to tuning in to their feelings, so it's vital that we help them notice the changes and interpret them in a positive way.

We want to guide their entire experience in the studio, including instructing them on what to notice. We do NOT want to ask "how do you feel?" at this point. We DO want to ask "doesn't that feel amazing?!" or "isn't that so different from stretching yourself?!". We want to help them see the difference they can experience with assisted stretching with us.

Occasionally, people genuinely don't know what to think about these new sensations they are experiencing and we want to help them label them as good and helpful. For example, if they feel "tingly", we help them interpret that by saying something like "doesn't that circulation make such a difference?! You are feeling the results instantly!" or "what you are feeling is very common- you are getting oxygen to tissues that have been deprived, they are waking up! This is your body thanking you and saying 'please stretch like this again!'

Other good terms to use are "we are getting stuck things moving", or "we are speaking the language your body speaks and telling it use still want to use these shoulders / these hips...." or "we are stretching back the years!". "What you are feeling is endorphins, the positive feel-good chemicals in your bloodstream that your brain makes to tell you something is good and to continue :)"

Then we go right back into the Stretch Zone script; "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. I'll meet you back at the desk in when you're done and we can go over your range of motion assessment."

When you are together again... "Doesn't that feel amazing?! What are you noticing that is good and different than when you first came in today?" Let them tell you! Keep probing and asking more detailed questions about how pain and stiffness is relieved, and what activities they will be able to enjoy more fully with this expanded range of motion. Help them create a PICTURE in their mind of success that they can gravitate toward. Pictures in their mind of what they want and that WE can help them get it will greatly increase the odds of them making a membership commitment.

Guide them on what they should notice and conclusions they should arrive at (like that stretching just helped them!). This will reduce the number of people that might say they need to think about signing up for a bit to see how they feel, because they've already done it... and they feel great!

From here the Sales Associate continues with the Recap.

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WHEN THERE ARE MULTIPLE DEMOS BOOKED 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!