Sales Process
People love to be (blank), but (blank) to be sold
Buy/Hate
How many games per month does someone need to attend to be a fit for B&R?
2-3 per month
What does FLUB stand for?
Frequency
Location
Utilization
Budget
What is our get in price for groups?
When is our home opener and who is against?
10/1 vs Flyers
What are the 3 ways to create urgency?
Timelines
Scarcity
Demand
When pitching the membership, where should you start?
Experiences/value and painting the picture, then use the flexibility as a way to unlock the value and make it realistic
What are the 4 buckets to ask questions in?
Past experience
Team Fandom
Personal
Professional
Where did member services rank in customer satisfaction in the NHL last year?
Top 5
When do we play the Rangers this year?
10/15 and 12/15
What is the goal of a cold call?
To book a meeting/appointment
What does price code M breakdown to on a per ticket basis?
$93
After discovery, before making the ask for the sale, what do you need to do?
Pattern of Yes
How many aisle seats do we have in the entire arena?
500
Who are the 3 goalies on our roster this year?
Jake Allen
Nico Daws
David Rittich
When do hype calls begin and how many attempts until 2-way?
2 days prior to meeting
Minimum 4 attempts
How would you explain the caveats of the buyback program?
Up to 5 games, face value for whatever the value of the games are, comes off your renewal for the B&R the following year
What are the 4’cs of assertiveness?
Confidence
Clear
Calm
Concise
Our membership base has now surpassed 9,000, but what does that mean?
Will cap it at 10,000, and those are the 9,000 best seats in each price code, so the longer you wait, you’re only hurting your chances of getting what you’re looking for
Who finished 2nd in points on the Devils last year?
Jesper Bratt
How do you handle objections?
Acknowledge
Isolate
Elaborate
Overcome
Explain the caveats of the swap program
Unlimited, outside of 7-8 games throughout the year (Rangers, home opener, games around the holidays, etc)
Not guarenteed to get additional seats directly next to current seats
Must be submitted 72 hours prior to the game
- QBOT (Question Bearing on Time)
- Objective of the meeting
-You, Me, Us, Next Steps
-Dig for Gold
How would you quantify the value of reselling 10 games on the secondary market?
Take price per ticket on average, multiply it by amount of seats, times 10
Who's numbers are retired in the rafters?
Daneyko
Elias
Brodeur
Stevens
Niedermayer