中国私人教练联盟 特别报告

中国私人教练联盟 特别 报告 软件系统测试报告下载sgs报告如何下载关于路面塌陷情况报告535n,sgs报告怎么下载竣工报告下载 中国私人教练联盟 特别报告1私教你为什么不赚钱 私人教练常犯的错误一 做教练的心态。 请不要以为这是老生长谈。这个问题最关键。 你没发现吗，越是我们视而不见的问题对我们的影响越大。 先回答我一个问题: 你是把这个当成爱好。 还是把这个教练当职业。 还是把这个教练当事业。 私人教练要赚钱第一个要弄清楚的 就是这个问题。 做什么事都一样我们都要从最基本的心态开始。 如果你把私人教练作为一个爱好。那么你是来玩的。 如果你把私人教练作为一个职业那么你是在工作。你会得到一个不错的薪水。 如果你把私人教练作为你的事业，那么你会最终成功。你会赚到比其他私人教练更多的钱。 如果只是玩。你不会学习更多的行业知识。也不会关心自己的收入。你想的是怎样把身体练好。怎样多认识几个女孩。 那么你在私人教练上不赚钱是应该的。 如果你把他当成一份工作。你会去学习，但是不会那么的努力。因为你不能全心投入。这只不过是一个工作。和其他的工作一样。是用来赚生活费的。 那么你会在私人教练上做到白领的薪水。一个月拿着当地的平均白领薪水。 如果你把他当成事业。 你会努力的学习。努力的实践，并做大量的总结。你知道自己一辈子要做的就是这个事。把健康带给别人。同时收获属于自己的那份快乐。你喜欢看到你的私教客人成功时的那种喜悦。你觉得有自豪感和使命感。 你可以拿到比其他教练更多的钱。因为你的确做了大量的工作。你的付出多所以你赚钱就更多。 这个世界是公平的。你付出多少就会得到多少。 现在看看你是用什么心态来做教练的。在看看你的收入。 一切就明白了。 你该拿多少就会拿多少。 如果你想赚多点钱。你要调整自己的心态。 中国私人教练联盟 特别报告2 私教业务本质 本帖最后由 cptu 于 2009-7-9 13:59 编辑 中国私人教练联盟特别报告 做私人教练你为什么不赚钱 私人教练常犯的错误二 你没有认清私人教练业务的本质。 如果你的心态是对的，但是还没有赚到钱。那么你要检查下你对私人教练业务的认识了。 私人教练业务的本质是什么。 看看你对私人教练业务的认识停留在哪个层次。 私教业务是专业, 私教业务是销售, 私教业务是营销, 私教业务是商业, 答案是都对。 但最好的答案是: 私人教练业务的本质是商业。是business ～ 如果你认为: 私教业务是专业 你会有私交业务，但是不会很多，付出最多但赚钱最少。 私教业务是销售 你会有平均的私教业务，付出与赚钱相当。 私教业务是营销 你会有很多私教客户，赚到的钱比付出多。 私教业务是商业 你会有最多的私教业务，工作最轻松赚最多的钱。 现在看看你注重的是什么。再对应你赚到的钱。看看和我的描述是不是一样。 你可以以一个健身专家的身份去思考它 你可以以一个销售的身份去思考它。 你可以以一个总监的身份去思考它。 但是我要告诉你的是:你要以一个企业家的身份去思考它。 这时你会发现你的视角增大了。 作为一个企业家的角度来审视私教的业务。有哪些不同呢 认为是专业的，会把自己定位为专家。是被动的代表。运作的是自己资源。 认为是销售的，已经明白了价值如果不被客户认可那就是没有价值。运作的是客户资源。 认为是营销的，明白了业务的运作。知道什么是市场怎样能达到交换。运作的是公司资源。 认为是商业的。他已经不局限于在俱乐部中怎么做私教业务了。运作的所有资源。 最终的结果就是。 在专业上做10努力 在销售上做6分努力 在营销上做4分努力 在商业上做2分努力 你们赚到的钱一样多。 看看你的四周是不是有些人看起来没有做什么，但是他却比你赚得多。最可气的是那些最赚 钱的，是不是还不如你努力程度的一半, 现在你知道为什么了吧 付出，努力，也是有层次之分的。 你现在想学习专业 还是销售 还是营销 还是商业呢, 中国私人教练联盟 特别报告3 私教营销体系 本帖最后由 cptu 于 2009-7-10 16:12 编辑 私人教练常犯的错误三 你不懂营销。 要做好私人教练想轻松赚钱你一定要懂营销。 回答下面的问题，可以做一个对自己的再认识 你自己是俱乐部的品牌吗 你有自己的营销计划吗 你营销系统是怎么 设计 领导形象设计圆作业设计ao工艺污水处理厂设计附属工程施工组织设计清扫机器人结构设计 的。 你怎么给自己定位的。 你的目标市场是什么 你的目标市场细分是什么呢 你的目标市场有什么特征呢 你的备用市场呢 你用的是什么战略呢 你的营销策略呢 你的价格体系怎样考虑 你的销售渠道有哪些 你的课程如何 你为自己做广告吗 你的公共关系呢 你的客户服务呢 你的转介绍系统呢 你是怎样做你的市场的呢 你是怎样做销售的呢 你有自己固定的销售流程吗 你有自己的谈判设计吗 你了解消费者心理呢 你做自己的数据库了吗 你除了私教还卖什么吗 你有自己的网站博客吗 你的业务有自动化运作吗 如果你上面的内容都进行思考过。相信，你会对自己的的工作认识更深刻～～ 当然上面这些只是一部分。营销是个很大的话题。 我提炼出上面这些只是一个大框。 但是相信你可以从中得到启发。 中国私人教练联盟特别报告4 检查你的销售层次 本帖最后由 cptu 于 2009-7-11 13:18 编辑 私人教练常犯的错误四 你可以不懂营销。但你理解销售吗 提到销售这是和我们私人教练最直接的了。 我们要把我们的专业变成钱。就靠他了。 要想把销售做好。第一个问题: 私人教练卖的到底是什么呢, 卖的是我们的专业, 卖的是我们的时间, 卖的是我们的计划, 卖的是我们给他设计的解决方案 卖的是他的想法, 卖的是他的需求, 卖的是他的梦想, 你觉得你在卖给他什么呢 这个是判断你的销售好坏的一个标准尺度。 8卖背后需求 7卖想法 9卖梦想 把消费者心理和需求结直接切入消费者心理 抛弃了自己的价值。和需合 求的价值。创造出更高层侧重于探究消费心理 知道需求背后的需求 通常可以36节 次的需求。并完全以感性通常48-50节 引导说服。 是拉的方式 可以60-100节 是抢的方式 是吊的方式。 强调的是客户 理性+感强调的是客户 完全感性强调的是客户 感性上的性销售 理性 4卖时间 5卖计划 6卖解决方案 能把教练的价值说出来。知道拿计划来说事。侧重知道把价值包装成解决但是强调了时间。通常直于说自己价值的人。 方案 接说一小时多少钱的人。 通常可以18-24节 侧重于说方案。 通常12-16节 通常可以36节 是推的方式 是送的方式 强调的是自己和客户 理强调的是自己和客户 理是价值对等的方式。 性性 强调的是客户 理性 1卖服务 2卖真诚 3卖热忱 卖私教服务。 卖的是自己的急切帮他卖的是自己的热忱的心。 很难卖课。 的心情 。可以卖课。 销售的是自己。 很费劲，通常卖8节 有点费劲 通常卖12节 不费劲 通常12节 是逼的方式 是请求的方式 是争的方式 强调的是自己------ 强调的是自己和客户—强调的是自己和客户--- 理性 理性 感性 我来解释一下上面的9个层次的特点 第一种常见于专业自居的教练。觉得客人买的是我们的专业。是我们的服务。 通常这种教练很难卖课。要是卖通常也是小课。并且销售情况不稳定。 卖课的方式是过于强势。抱着自己专家的地位死扛，不行就进行逼单的教练。 过分强加自己的理性给客户。 销售给人感觉是逼。 强调的是自己的理性 这个层次的教练 只能是等着被淘汰。 第二种常见于专业不好但是对人热情的的教练。比如一些新入职女教练。 不太理解私教到底是什么 但是可以隐约感到私教的价值。虽然不会阐述但是却 有真诚的心。 通常客户会给面子。通常可以卖课出去，销售情况还算稳定。但是单子不大。 卖课的方式是用真心去求。 销售是处于弱势。给人感觉是求 强调的是用自己的理性唤起客人的理性 这个层次的教练需要提高自己的价值阐述能力。 第三种常见于执着的教练。会所总是有这么一种人。 可以用自己的执着来感动客户。这种人积极主动。客人来4次不买也照样不减服 务质量。 通常客户会被“感动”。当然有的客户是真的受不了才买的。销售情况不稳定。 卖课的方式是以情动情。 强调的是用自己的感性唤起客户的感性。 销售给人以不断争取的感觉 争。 这个种教练最可怕。如果可以通过学习。提高自己的销售水平。那就是无敌了。 这也再次证明了。世间最可怕的品质就是坚持，执着的坚持。 有了这个品质的 人谁也受不了。上帝都得给他让道。 第四种教练是现在最多的教练。 他们经过实践的历练。已经明白了私人教练卖的是什么。 感觉到自己的价值，自己时间到价值。但是因为缺乏销售技巧。 通常管不住自己的嘴。会直接告诉客户。我们的课是一小时 100 或200元。然 后陷入了为什么我们值这100或200元的阐述或争辩中。 卖课的方式是推。 对自己的价值阐述很多。 强调的是自己和客户的理性。 这个层次的教练总是感到价格是个问题。把销售不出去归结到价格上。殊不知， 就是他自己把自己引导到价格上来的。 只要改掉 这种价格的介绍方式。很快就会提升到第五层。 第五种教练，可以说是一个很不错的教练了。 他的销售以计划来包装。 学会了把自己的价值打包。 卖课的方式通常给人感觉是 送 强调的是自己和客户都理性。 但因为始终停留在 自己理性和客户理性的层次所以。以计划来说事。通常是24 节。 这种教练只要学会解决方案的话术。就可以再上一层楼。 第六种教练。是优秀的教练。 他们有一定的销售积累。知道用解决方案来销售自己的课程 客户感到是量身定做。可以抓住消费者表象需求。 通常这种教练可以销售三个月的计划。36节。 如果一个教练通常卖30多节课。现在你就知道了。他的销售是以解决方案为主。 销售是推拉均衡 强调的是是诉求客户的需求与理性。 这种教练是教练部的栋梁。销售稳定且总销售额高。 第七种教练。是高级的教练。 因为上升到第三层次了。所以销售起来很轻松。通常谈笑间就把单签掉了。 他们直接切入消费者心理找到客户的心理需求。通常会卖36节 销售给人的感觉是拉的方式 强调的是自己的理性+客户的感性 第八种教练。是高级教练。 深谙消费者心理流程。善于分析客户心理状态。 可以绕过表象需求直达客户感性心理。 找出并抓住背后的需求猛攻。 销售时给人的感觉 怎么就想抢一样 但是却可以把单子签下来。 强调的是客户的感性 第九种教练。是大师级的教练。或者是天赋型教练。 有时你会发现一个新人也会有非常大 的课时出现。就是无意中找准了切入点。 因为作为新人 他什么都不会。所以索性就不阐述价值和客户需求了。所以也 就 没有了相应的销售障碍。 感觉这个教练在销售时总是顾左右而言他。 销售过程较快。双方都非常的愉快。 整个过程不会涉及到教练的价值阐述，客户的需求询问。 绕过需求 直接创造需求。通常可以销售到60-100节。 销售方式是 吊 。就和追女人的最高层次是 吊 一样。 通俗点说就是 会画画。会给人描述未来。 强调的是感性。客户的完全感性。 这种教练不会把客户的一丝理性引出来。绕过客户的分析与判断。一直引领客户 的感性直到最后的成交。 现在看看通常你卖多少节课 就知道自己在那个层次上了。 关于这个 表格 关于规范使用各类表格的通知入职表格免费下载关于主播时间做一个表格详细英语字母大小写表格下载简历表格模板下载 的详解我们会在培训课上详细的讲解。让你给你系统的思路。 中国私人教练联盟 特别报告5 私教错误的学习方向 做私人教练你为什么不赚钱。 私人教练常犯的错误五 学习上的误区。 成长离不开学习。 学习本身是好事。 但是学习要有直接目的。 我觉得广大教练在学习成长上的误区就是 把80%的学习时间都用来看专业的知识了～～ 是的没错。 这是错误的。 我个人的观点是 你要把自己的学习和成长的中心放到销售 营销甚至是商业的学习上面。 教练的薪水是和我们的销售直接挂钩的而不是我们的专业。 我们私人教练赚钱要是按照能力来说 80%是靠销售能力，20%靠的是专业能力。 遗憾的是很多私人教练没有正视这个明显的问题 ，他们依旧很喜欢钻研专业。 把大量的时间都花费在这个上面。 想着只要专业好就可以做出好的业绩来。 妄想着只要有好的专业就会有大量的顾客自己找上门来跟他买单。 只可惜你们的公司不是计划经济。 这样的教练 用五个字来描述就是 很傻很天真。 他们注重的是没有生产力的20%， 作为一名私教你要想赚到钱，你就要学会怎么销售。 这里我要说明一点，我不是藐视专业，我赞成我们要在专业上进一步提高。 但是 我并不赞成私人教练学习的更全面。 因为从自我成长和赚钱的角度来说这都是不合理的。 原因如下 你面对的80%的人， 你用自己那20%的知识就可以解决。 人不是要比全的 是要比精的。 真正赚钱的私人教练不是学好多知识。而是专精一面。 他们找好自己的定位，分析好市场，把面向自己目标市场那经常用的20%的知识弄成不得 了的精专。 在营销上我们强调差异，你和其他教练的差异。全面不会带来差异。只有与他们不同才是。 那些有了自己细分的教练最终建立了自己的比较优势。 赚到了更多的钱。 我很不理解的是，为什么很多教练那么在意专业的全面。 如果要赚钱通常我们要把时间放在最有生产力的上面。 你把你的专业从60分 搞到90分， 你能多给社会贡献价值吗 你能带来多少效益呢。 你能提高相应百分比的薪水吗。 但是你把时间用来学习营销，多看看销售的书，多分析分析自己在市场上优势做做自己的定位。这些可以提高你的业绩的呀。， 可以自己想想 这一年你看的是哪些书，专业 的看了多少，营销和经营的又看了几眼。 所以总结一下 用80%的时间来学习那20%的专业知识是错误的 用80%的时间来学习那80%的销售营销和商业知识是正确的。 中国私人教练联盟 私人教练的价值表现 关于私人教练的价值问题 很多人误解了我昨天的意思。 我并没有说学习专业是错误的。 我说的 是用大量的时间来学习那些对你现在做私人教练赚钱没有直接帮助的专业知识是错误的。 很多教练给我反馈说，给客户提供专业知识和训练是我们价值的体现。所以我们当然要对的起客户，当然要在专业上更加完美。他们鄙视那些专业不好但是销售却很好的教练，说他们是会忽悠，是误人子弟。没有那么好的专业却拿了那么多的钱。 并且认为俱乐部管理者都是唯利是图。只看重那些销售能力好的教练。 关于这个我有话说。 为了便于理解。我举个例子。这样比较不带感情色彩。 有两种医生。 A医生是医术一般的医生。他每月给20个人看病。 B医生是医术精湛的医生。他每月给10个人看病。 从顾客角度来说。。对于一般的病。他看一般的医生和专家门诊是一样的。 你现在来评判这两个医生 谁的社会价值大，谁对医院的利润贡献大。 显然，A医生在这两个指标上更好。 关于价值 这个世界是按照价值来区分人的。他可以比你赚得多，就说明他的价值比你大。 任何的专业能力本身没有任何价值。 只有应用到人身上才有价值。 为什么销售好的可以赚更多钱 因为他们比那些很专业但销售不强的教练提供了更多的价值给客户会公司给社会。 就像我上面例子中的A医生。因为他给更多的人提供了服务。他创造了更多的价值。体现了更多的价值。让更多人感受了他的价值。 如果你专业强，但是销售不行。你的价值体现在哪里了。 你的总价值创造一定比不上那些销售好的。你没人家赚钱 眼红什么，比销售好的教练赚的 少是应该的呀。如果你是老板，你喜欢那种教练呢。 是带来10万业绩，做了50个客户服务的一般水平的会销售的教练呢 还是只做5万业绩 服务25个人的专业水准高的私人教练呢。 话又说回来。 如果你自认为专业好。那么你应该比那些销售好的但专业不好的教练更加努力学习销售才 对。 (通常这种专业不错的人都会陷入昨天说的陷阱中去。) 这个世界最悲哀的就是，有10分却只能发挥6分的人。 他们一方面鄙视有6分却可以表现出10分的人， 一方面却不想着怎样使自己的真正实力得到发挥和展现。 只是干埋怨。却没有行动。没有改变。 这种教练就是最悲哀的教练。 如果你是这种教练，那么你只有一条路能从陷阱中走出来。 改变吧。 要不真成了传说中的 “失败中的失败”。 所以我还是坚持认为。 不管是在工作上还是赚钱上。为了你可以发挥你作为私教的最大价值。 都要在销售上多下功夫。 中国私人教练联盟 特别报告6私人教练成功必备——销售 手册 华为质量管理手册 下载焊接手册下载团建手册下载团建手册下载ld手册下载 你有得利的销售工具吗,。 做好一件事情，好工具的重要性不必多说了。 善其事 必先利其器。 反观到我们的私人教练销售上。 据我这么多年的观察。 很少见到教练在销售时使用自己的销售手册等工具。 我说的销售工具像私教销售谈单用的本本。你有吗。 你可以看到自己的会籍顾问在用这种谈单用的本本。 你到电脑城去买电脑可以看到销售在用。 你要是去听过 安利等直销的课程。你会看到他们在用。 你要是女性，你去参加玫琳凯的说明会，你会看到他们在用 你要是和保险从业者打过交道，你会发现他们在用。 你要是去汽车4s店，你会发现他们在用。 你要是去美容院，你会发现他们在用。 公司销售的正规性，在销售手册上就可以区分出来。 或许很多人还是觉得没有必要。 但是如果你自己真的用过谈单本的话，你一定会认为谈单本非常必要。 销售行业有句话，就是，没有产生销售是因为给的有效的有价值的信息不够。 你有没有发现一个现象: 我们做私人教练的觉得，我们的私人教练课程真的是非常好。每个人都需要他。买不了多的课程。少买点也会对他有巨大的帮助。 但是为什么我们这么强烈的觉得，而顾客却不这么想。 其中本质问题就是。我们所掌握的信息不对等。如果顾客要是了解私人教练课程的价值， 像你自己了解这个课程的价值一样多。 那么销售就是一个很简单的事情了。 你说是吗 通常我们私人教练的销售流程是，体能测试一节课。销售一节课。 我们的销售要在这两节课的时间内完成。 任何老私人教练都会认同这一点，客户如果在一开始不能成交那么以后基本不可能让他买你的课程了。 我的观点是，你一定要把这两个小时的时间利用好。 怎样有效利用这两个小时才能节省我们宝贵的销售时间呢, 把话语和讲解，转换成文字，把文字转换成表格，把表格转换成图片。这样就节省一切不必要的过程。 下面是两个例子: 在体能测试中。我们主要得到顾客的一些基本情况。并且得到顾客的一些身体数据。 这些身体数据的具体含义，和对照表就要事先准备好。做成图表的形式。 在销售中，以(减肥为例)我们会计算顾客的体脂含量，并计算出他的脂肪含量。和需要减掉的数量。并按照频率计算所需课时。 我看到过很多教练在用笔在一张白纸上画。为了给顾客讲解清楚。他们很努力，分析也很到位。 但是这些都应该在你的谈单本中才对。做一个事先准备好的表格。到时候抽出来一张。 把通用文字预先处理好。在讲解的时候。直接拿出来给顾客看。。由于是事先编排。你的讲解会更流畅。并且最关键的一点是这个步骤会让顾客理解你所讲的意思。(我们私人教练在讲解专业知识或解答顾客疑虑的时候。通常都按照我们自己的理解来讲述，让顾客跟着你的思路走。这会有一个巨大的问题。他们跟不上你的思路。——-不信，你试试，问一下你的下个客户，看你的讲解有多少他能理解。) 如果没有谈单本，只是语言表述，他们不根本就不能能理解你所说的。如果加上你在一张纸上乱画，他们更无所适从了。 试问一下，如果人家卖给你一件东西，你不能理解销售人员对产品的 价值陈述或问题解答。你会买吗。 同样，做为私人教练你卖你的课程，如果不能把你理解的课程价值表述清楚，就别指望顾客 会掏钱。 现在你理解今天我将的内容了吗, 如果你还没有一个自己的体侧讲解本，销售谈单本。 那么你快去做一个吧。 中国私人教练联盟 特别报告7私人教练成功必备——销售手册必要性与制作 私教必备谈单工具二 销售手册必要性与制作 很多人给我发信，还是怀疑这个谈单本存在的重要性。 今天给大家详细说明一下。 为什么这个谈单本是必需的。 他的科学性在哪里。 在服务产品的销售上和实物产品不同。 其中服务产品有很多特性。 比如无形性 比如不能储存性 比如。。。。。 我们做服务营销讲究的第一点 就是服务产品的 有形化。 人们始终会觉得有形的东西比无形的东西更可靠。 我们私人教练在做的工作是销售。 销售本身即是一种服务。 再说我们私人教练所销售的产品也是无形的服务，价值完全是无形的。 我们的产品不同于实物产品。产品的价值也是不可见的。 这和卖手机不一样，手机可以给人直观的产品印象。 为什么私人教练销售服务要有形化。 原因在于 所有消费者，在做消费的时候都有一个有“罪”假定的。 就是当你是在销售东西的时候。消费者都预先假定你是骗子。 他们知道你的任务就是把他们兜里的钱掏出来。并尽可能的让他多掏。 他们更知道自己的任务是把钱包里的钱尽可能的保住不花，或尽可能的少花。 所以在销售的第一步。消费者的心理考虑的是，你是谁。你是不是骗子。你说的是骗人的谎话吗,,, 这些当然不会是每个顾客都这么想，但是我可以告诉你。每个顾客 的潜意识都是这样想的。 你提供文字表格图片客户见证，解决的不是他们理性层面的抗拒，而是潜意识层面的抗拒。 人们相比你的说的话来讲，更相信他们所见到的。 比如你有aasfp 亚体的高级私人教练证书。你只是说出来，这是没什么意义的。你需要证明你说的是真的。你在说你的专业资格的时候如果让顾客看到他们这样不是更好吗。 比如，你说顾客的脂肪超标了。你一定要拿出脂肪比例标准的表格。让他自己看。 比如，你说他的bmi已经很高了。你说这个很危险。你一定要拿出一份比较正式的文件来证明。 比如说你告诉他，健美有32个法则。 你说这个对你的训练很有用。这样训练才更专业。你一定要拿出来给他看看。 比如，你说我已经成功减肥几百人了。 你一定要拿出来你的客户见证。这样人家才会相信你。或者更加相信你。认可你。 你觉得我说的有道理吗。 中国的文化就是这样。 我们相信 口说无凭 。 再举个例子。 你们就更可以更直观的理解 把销售过程有形化的给出证明有多么重要。 我过几天我要推出的私人教练在职教育培训。 你们第一个想法绝对是 这个人是谁。 他凭什么可以培训我们。 他自己本身是个优秀的私教吗，他有什么成绩没 他要教我们私人教练的营销。他懂什么是营销吗。有这个本事吗。 他要教我们营养学的知识。他有这个水平吗。 他说通过培训就可以赚到钱。真的假的。 这个家伙以前做过培训没有，就敢这么说。有没有成功的先例。 我没说错吧。 你是不是在怀疑呢。 人们面对销售时的第一件事就是怀疑并且是越接近掏钱时越怀疑。做有罪假定。做骗子假定。 Ok 现在我知道了，谈单本很重要， 那么这个体侧本和谈单本中要放置那些内容呢。要怎么组织自己的销售手册呢。 中国私人教练联盟 特别报告8私人教练成功必备——序列信 本帖最后由 cptu 于 2009-7-16 11:26 编辑 用序列信增加你的销售成功率 如果你做了自己的谈单本 你现在已经有了质的飞跃了。 但是有了谈单本就够了吗。 不 不是。 销售行业总结出，通常订单的产生要经过7次的拜访。 我们现在的私人教练通常只做一两次的努力。让后就放弃了。 对不。 你在用销售谈单本完成谈单后，你要不断地向他阐述你课程的价值。 为什么我们要持续的和顾客接触。 主要还是解决 我们和顾客对课程价值理解的不对称的问题。 你真的觉得，你可以在一两个小时之内，把私人教练的价值完全的让顾客相信和搞懂。 反正我做了这么久教练，我承认。在这一两个小时中，除了要做体侧 和 分析体侧，发掘需求，解决方案制定。我们还要上体验课。 我是没办法把我的私人教练课的价值完全阐述清楚并让顾客认同的。 其实我前面说过了。 顾客要是和你一样认同私教课的价值。他们多数会购买的。 不买的原因主要集中在这里。 如果你还对上面两句话不认同请看下面的例子 你一定遇到过安利的推销员吧。比方他推销牙膏吧，你要么不要听他说。只要你听他说，那么你终究会认同他的产品。 为什么。因为他给你的信息最大。他给了你相比电视上高露洁15秒的广告更多的信息。他给你讲解他们产品的研发有多先进，产品的故事。并且还加上了示范(效果的直接有形化)和大量的使用者证言(效果的间接有形化)。 说实话。你觉得牙膏领域的世界前五名的高露洁他们产品的研发怎样，高露洁的牙膏就没有科技含量,当然不是的。 你信不信，如果安利的东西放在柜台上卖，不走人人直接的直接推销，就是打天价的广告也不一定能销售 这么好。 再说说电视购物。 就那些脑残式的销售，为什么能把东西卖的火爆。 几百上千亿的销售额 你觉得真的能有那么多的“脑残”来买吗。 你还别不信，真的是。 他们的销售好到你无法想象。 为什么，不是傻子太多，而是他们知道销售的实质就是信息不对称。 他们通常用15 –20分钟来销售一件产品。他们有这么长的时间来组织销售流程。 你信不信 同样的东西要是只做15-30秒的广告，一定没人买。 我们做私人教练也要对这个销售实质有个更清晰的认识。该在这个方面努努力了。 Ok 怎么做 就是要把你的销售流程分解到一封一封的信件当中去。 你要给顾客更多你的信息，你课程安排的信息。你课程价值的信息。一切有利于你课程销售的信息。 通过我今天的讲解。 现在你是否 想要做自己的系列信了呢, 中国私人教练联盟 特别报告9私人教练成功必备——序列信制作 序列信的制作。 要想制作出高质量的序列信 第一 你需要基本的高价值信息。 比如说你要做减肥的序列信。 你要对减肥有自己的专业认识。 如果你给会员顾客的都是网上可以找到的东西，那就不算高价值。 比如说你要制作 高血压人群的序列信。 你要对运动对高血压改善的机理有深刻的了解。 并且你要对高血压运动处方有足够专业的知识。 否则你不会让顾客感到你的价值，也就不会使顾客掏出钱来。 比如你要做增肌人群的序列信。 你要对增肌有自己的独到见解。 并且要准备发送给他的序列信文章。 第二 序列信的组织 除了这些基本的有关专业的信息外。 序列信的组织也要有独特的安排。 这就需要你对用序列信来促销有一定的认识。 你的序列信促销要遵循一些必要的规律。 先写什么再写什么，最后写什么。 怎么最后促销 都有其内在规律。 现在给你个作业。 你现在思考下 蛋白质销售的序列信 看看把你脑袋中的东西落实到文案上有多难。 先别往下看，自己思考下。锻炼下自己。 如果你实在没有思路 这里有一个简单样本，你可以参考下。 蛋白质销售。 1你为什么需要蛋白质。 2蛋白质在健身中的重要意义。 3你每天平均会摄入多少蛋白质。—自己来计算一下吧 4你的训练情况要求你每天摄入多少 —–看看自己差多少吧 5为什么不选择红肉——– 6乳清蛋白的价值 ——绝对要补充 7为什么你一定要有乳清蛋白——-乳清蛋白在增肌中的角色。 8 乳清蛋白在训练后的特殊意义 ，没有其他可以取代。 9 乳清蛋白对减脂的意义。 生物ca作用 10 饱腹感作用 11 营养替换作用。 12怎样选择乳清蛋白—–不同品牌比较 13从我这里购买你可以得到。。。。。。。。。。 看到了吗。你需要多少专业知识。 信不信。我做出来的模板一定比你好。 我的资料积累，我的理论积累 我的经验，我的证书，我是营养师。 我思考比你多，我真实的做过，并且做过测试。 中国私人教练联盟 特别报告10 私人教练成功必备——私教销售自动化的实现 系列信发送器。 自动化你的私人教练销售。你甚至不需要和顾客说一句话～～～ 私人教练的销售非常辛苦。特别是在你手中资源有限的情况下。 就那么几个会员。 怎么提高销售成功率, 答案是:尽可能的从他们身上出单。 这个问题很现实。也很严峻。 我在前十天中提到了。对于销售工作，你要提供给顾客更多的信息。 如果潜在顾客和你对请私教的意义理解一样多。 你的谈单成功率会大幅增加。 那么怎么组织这些信息呢。 请看我下面的例子 按照这样顺序来组织信息。 比如，第一天，我是谁。 我的故事和证书。 第二天没有教练你要怎么训练呢。说出来我可以指导你。 第三天描述他的问题，并扩大。比如顾客肥胖。你发给他，肥胖与各种疾病的关系。 第四天 肥胖的饮食控制误区 第五天 你这样不可能减肥———–为什么你要做力量训练。 第六天 什么是有氧运动。 第七天。减肥与心率的关系 ——怎样控制心率跑步可以减肥吗 第八天不正确的训练带不来正确的结果———我看了你的训练，你有以下几点都不对。 第九天，你应该做个正确 的决定，— 就像他们当初相信我一样。(客户见证) 第十天，你如果今天就做决定，我会给你。。。。。 第15天 你已经参加训练两周了。 第30天，你已经参加训练1个月了。现在训练如何了。 第90天， 你还记得你的目标吗,你已经来运动3个月了。 第180天 一半过去了。你的健身大计完成一半了吗。 。。。。。。。。。。。。。。。。。。。。。。。。 问题来了。如果你每天有2个客人加入到你的序列信的名单中。那么你会很难组织他们发送的序列不是嘛。 如果20号 你有两个会员顾客一个减肥，一个增肌。 21号你有三个减肥会员顾客 24号 你有一个特殊人群比如说高血压会员顾客 一个增肌会员顾客 你想给他们发送有价值的信息。你每天会很忙。因为你要每天检查，对于每个顾客 今天是他加入列表的第几天。 当你一个月后这个工作将无法做了。 我们在来一个更复杂的案例。 如果你想建立四个信息系统，分别为 减肥序列信 增肌序列信 营养品销售序列信 高血压序列信。 那么你想自己手工完成就更加复杂了，当你的人数众多时。这就是不可能完成的任务。 现在我有一套系统，是序列信发送器。可以自动化这套流程。你可以建立起 你想要的 序列信。比方说营养品销售的序列信。你觉得这些人可能会买你的营养品。所以你建立了一个12封信的序列信。比方说你建立了一个类似上面我减肥例子的序列信。。 在这以后。 你只要在有会员顾客的时候就把他们加入到我的系统。然后系统会自己判断加入时间。系统会按照你设计的时间间隔来自动把你设定好的邮件发出去。。 这就实现了 私人教练后续销售的自动化。 这个序列信发送的 方法 快递客服问题件处理详细方法山木方法pdf计算方法pdf华与华方法下载八字理论方法下载 。同样适用于俱乐部的健身卡销售。 俱乐部老板和管理者们 你们看出了他是怎样帮助你的吗 想了解这个序列信发送器的请在接下来的几天中关注我的博客的最新消息。 (英文版 ) Two regulations promulgated for implementation is in the party in power for a long time and the rule of law conditions, the implementation of comprehensive strictly strategic plan, implementation in accordance with the rules and discipline to manage the party, strengthen inner-party supervision of major initiatives. The two regulations supporting each other, the < code > adhere to a positive advocate, focusing on morality is of Party members and Party leading cadres can see, enough to get a high standard; < rule > around the party discipline, disciplinary ruler requirements, listed as "negative list, focusing on vertical gauge, draw the party organizations and Party members do not touch the" bottom line ". Here, the main from four square face two party rules of interpretation: the first part introduces two party Revised regulations the necessity and the revision process; the second part is the interpretation of the two fundamental principles of the revision of laws and regulations in the party; the third part introduces two party regulations modified the main changes and needs to grasp several key problems; the fourth part on how to grasp the implementation of the two regulations of the party. < code > and < Regulations > revised the necessity and revised history of the CPC Central Committee the amendment to the Chinese Communist Party members and leading cadres honest politics several guidelines > and < Chinese Communist Party discipline and Punishment Regulations > column 1 by 2015 to strengthen party laws and regulations focus. Two party regulations revision work lasted a Years, pooling the wisdom of the whole party, ideological consensus, draw historical experience, respect for the wisdom of our predecessors, which reflects the unity of inheritance and innovation; follow the correct direction, grasp the limited goals, adhere to the party's leadership, to solve the masses of the people reflect a focus on the problem. The new revision of the < code > and < rule >, reflects the party's 18 and the eighth session of the third, the spirit of the fourth plenary session, reflecting the experience of studying and implementing the General Secretary Xi Jinping series of important speech, reflects the party's eighteen years comprehensive strictly practice. (a) revised two regulations of the party need of < the ICAC guidelines > in < in 1997 Leaders as members of the Communist Party of China clean politics certain criteria (Trial) > based on revised, the promulgation and implementation of January 2010, to strengthen the construction of the contingent of leading cadres play an important role. But with the party to manage the party strictly administering the deepening, has not been able to fully meet the actual needs. Content is too complicated, "eight prohibition, 52 are not allowed to" hard to remember, and also difficult to put into practice; the second is concisely positive advocated by the lack of prohibited provisions excessive, no autonomy requirements; the third is banned terms and discipline law, both with the party discipline, disciplinary regulations repeat and Criminal law and other laws and regulations repeat; the fourth is to "clean" the theme is not prominent, not for the existing problems, and is narrow, only needle of county-level leading cadres above. < rule > is in 1997 < Chinese Communist Party disciplinary cases (Trial) > based on revision, in December 2003 the promulgation and implementation, to strengthen the construction of the party play very important role. Along with the development of the situation, which many provisions have been unable to fully meet the comprehensive strictly administering the practice needs. One is Ji law, more than half of the provisions and criminal law and other countries laws and regulations Repetition; two is the political discipline regulations is not prominent, not specific, for violation of the party constitution, damage the authority of Party Constitution of misconduct lack necessary and serious responsibility to pursue; third is the main discipline for the leading cadres, does not cover all Party members. Based on the above situation, need to < the criterion of a clean and honest administration > and < rule > the two is likely to be more relevant regulations first amendment. By revising, really put the authority of Party discipline, the seriousness in the party tree and call up the majority of Party members and cadres of the party constitution of party compasses party consciousness. (II) two party regulations revision process the Central Committee of the Communist Party of China attaches great importance to two regulations revision . Xi Jinping, general books recorded in the Fifth Plenary Session of the eighth session of the Central Commission for Discipline Inspection, on the revised regulations < > made clear instructions. According to the central deployment, the Central Commission for Discipline Inspection from 2014 under six months begin study two regulations revision. The Standing Committee of the Central Commission for Discipline Inspection 4 review revised. Comrade Wang Qishan 14 times held a special meeting to study two regulations revision, amendment clarifies the direction, major issues of principle, path and target, respectively held a forum will listen to part of the province (area) secretary of the Party committee, Secretary of the Discipline Inspection Commission, part of the central ministries and state organs Department The first party committee is mainly responsible for people, views of experts and scholars and grassroots party organizations and Party members. Approved by the Central Committee of the Communist Party of China, on 7 September 2015, the general office of the Central Committee of the Party issued a notice to solicit the provinces (autonomous regions, municipalities) Party, the central ministries and commissions, state ministries and commissions of the Party (party), the General Political Department of the military, every 3 people organization of Party of two regulations revision opinion. Central Commission for Discipline Inspection of extensive solicitation of opinions, careful study, attracting, formed a revised sent reviewers. In October 8 and October 12, Central Committee Political Bureau Standing Committee and the Political Bureau of the Central Committee After consideration of the two regulations revised draft. On October 18, the Central Committee of the Communist Party of China formally issued two regulations. Can say, two laws amendment concentrated the wisdom of the whole party, embodies the party. Second, < code > and < Regulations > revision of the basic principles of two party regulations revision work and implement the party's eighteen, ten eight plenary, the spirit of the Fourth Plenary Session of the Eleventh Central Committee and General Secretary Xi Jinping important instructions on the revised < low political criterion > and < Regulations >, highlighting the ruling party characteristics, serious discipline, the discipline quite in front of the law, based on the current, a long-term, advance as a whole, with Bu Xiuding independent < rule > and < rule >. Main principle is: first, adhere to the party constitution to follow. The constitution about discipline and self-discipline required specific, awaken the party constitution of party compasses party consciousness, maintaining the authority of the constitution. General Secretary Xi Jinping pointed out that "no rules, no side round. Party constitution is the fundamental law, the party must follow the general rules. In early 2015 held the eighth session of the Central Commission for Discipline Inspection Fifth Plenary Session of the 16th Central Committee, Xi Jinping again pointed out that constitution is the party must follow the general rules, but also the general rules." the revision of the < code > and < rule > is Method in adhere to the regulations established for the purpose of combining rule of virtue is to adhere to the party constitution as a fundamental to follow, the constitution authority set up, wake up the party constitution and party rules the sense of discipline, the party constitution about discipline and self-discipline specific requirements. 4 second is to adhere to in accordance with the regulations governing the party and the party. The Party of rule of virtue "de", mainly refers to the party's ideals and beliefs, excellent traditional style. The revised the < code > closely linked to the "self-discipline", insisting on the positive initiative, for all members, highlight the "vital few", emphasized self-discipline, focusing on the morality, and the majority of Party members and the ideological and moral standards. The revised < > Ji method separately, Ji, Ji Yan to Method, as a "negative list", emphasizing the heteronomy, focusing on vertical gauge. Is this one high and one low, a positive reaction, the strict party discipline and practice results transformation for the integration of the whole party to observe moral and discipline requirements, for the majority of Party members and cadres provides benchmarking and ruler. Third, insist on to. In view of the problems existing in the party at the present stage, the main problems of Party members and cadres in the aspect of self-discipline and abide by the discipline to make clearly defined, especially the party's eighteen years strict political discipline and political rules, organization and discipline and to implement the central eight provisions of the spirit against the four winds and other requirements into Disciplinary provisions. Not one pace reachs the designated position, focusing on in line with reality, pragmatic and effective. After the revision of major changes, major changes in the < code > and < rule > modified and needs to grasp several key problems (a) < code > < code > adhere to according to regulations governing the party and party with morals in combination, for at the present stage, the leadership of the party members and cadres and Party members in existing main problems of self-discipline, put forward principles, requirements and specifications, showing Communists noble moral pursuit, reflected at all times and in all over the world ethics from high from low 5 common requirements. One is closely linked to the "self-discipline", removal and no direct relation to the provisions of . the second is adhere to a positive advocate, "eight prohibition" 52 are not allowed to "about the content of the" negative list moved into synchronization amendment < cases >. Three is for all the party members, will apply object from the leadership of the party members and cadres to expand to all Party members, fully embodies the comprehensive strictly required. The fourth is prominent key minority, seize the leadership of the party members and cadres is the key, and put forward higher requirements than the ordinary Party members. Five is to simplify, and strive to achieve concise, easy to understand, easy to remember. The revised < code > is the ruling Party since the first insists on a positive advocate forAll Party members and the self-discipline norms, moral declaration issued to all members of the party and the National People's solemn commitment. > < criterion of a clean and honest administration consists of 4 parts, 18, more than 3600 words. After the revision of the < code >, a total of eight, 281 words, including lead, specification and Party member cadre clean fingered self-discipline norms, etc. Part 3 members low-cost clean and self-discipline, the main contents can be summarized as "four must" "eight code". Lead part, reiterated on ideal and faith, fundamental purpose, the fine traditions and work style, noble sentiments, such as "four must" the principle of requirements, strong tone of self-discipline, The higher request for 6 and supervised tenet, the foothold in permanent Bao the party's advanced nature and purity, to reflect the revised standards requirements. Members of self-discipline norms around the party members how to correctly treat and deal with the "public and private", "cheap and rot" thrifty and extravagance "bitter music", put forward the "four norms". Party leader cadre clean fingered self-discipline norms for the leadership of the party members and cadres of the "vital few", around the "clean politics", from civil servant of the color, the exercise of power, moral integrity, a good family tradition and other aspects of the leadership of the party members and cadres of the "four norms" < > < norm norm. "The Party member's self-discipline norms" and "party members and leading cadre clean fingered self-discipline norms," a total of eight, collectively referred to as the "eight". "Four must" and "eight" of the content from the party constitution and Party's several generation of leaders, especially Xi Jinping, general secretary of the important discussion, refer to the "three discipline and eight points for attention" statements, and reference some embody the Chinese nation excellent traditional culture essence of epigrams. (2) the revised regulations, the main changes in the revised Regulations > to fully adapt to the strictly requirements, reflects the according to the regulations governing the law of recognition of deepening, the realization of the discipline construction and Jin Ju. < rule > is party a ruler, members of the basic line and follow. And the majority of Party members and cadres of Party organizations at all levels should adhere to the bottom line of thinking, fear discipline, hold the bottom line, as a preventive measure, to keep the party's advanced nature and purity. 1, respect for the constitution, refinement and discipline. Revised < rule > from comprehensive comb physical constitution began, the party constitution and other regulations of the Party of Party organizations and Party discipline requirements refinement, clearly defined in violation of the party constitution will be in accordance with regulations to give the corresponding disciplinary action. The original 10 categories of misconduct, integration specification for political discipline, discipline, honesty and discipline masses Ji Law and discipline and discipline and other six categories, the content of < rule > real return to Party discipline, for the majority of Party members and listed a "negative list. 7 2, highlighting the political discipline and political rules. > < Regulations according to the stage of the discipline of outstanding performance, emphasizing political discipline and political rules, organization and discipline, in opposition to the party's leadership and the party's basic theory, basic line, basic program and basic experience, the basic requirement of behavior made prescribed punishment, increase the cliques, against the organization such as violation of the provisions, to ensure that the central government decrees and the Party of centralized and unified. 3, adhere to strict discipline in the law and discipline In front, Ji separated. Revised < Regulations > adhere to the problem oriented, do Ji separated. Any national law existing content, will not repeat the provisions, the total removal of 79 and criminal law, repeat the content of the public security management punishment law, and other laws and regulations. In the general reiterated that party organizations and Party members must conscientiously accept the party's discipline, die van comply with national laws and regulations; at the same time, to investigate violations of Party members and even criminal behavior of Party discipline and responsibility, > < Regulations distinguish five different conditions, with special provisions were made provisions, so as to realize the connection of Party discipline and state law. 4, reflect Wind building and anti-corruption struggle of the latest achievements. < rule > the party's eighteen years implement the spirit of the central provisions of the eight, against the requirements of the "four winds" and transformation for disciplinary provisions, reflecting the style construction is always on the road, not a gust of wind. In the fight against corruption out of new problems, increase the trading rights, the use of authority relatives profit and other disciplinary terms. Prominent discipline of the masses, the new against the interests of the masses and ignore the demands of the masses and other disciplinary terms and make provisions of the disposition and the destruction of the party's close ties with the masses. Discipline to protect the party's purpose. 8 of these regulations, a total of three series, Chapter 15, 178, more than 24000 words, after the revision of the regulations a total of 3 series, Chapter 11, 133, 17000 words, divided into "general" and "special provisions" and "Supplementary Provisions" Part 3. Among them, add, delete, modify the provisions of the proportion of up to nearly 90%. 1, the general general is divided into five chapters. The first chapter to the regulations of the guiding ideology, principles and scope of application of the provisions, highlight the strengthening of the party constitution consciousness, maintenance the authority of Party Constitution, increase the party organizations and Party members must abide by the party constitution, Yan Centralized centralized, would examine at all levels of the amended provisions implementing and maintaining Party discipline, and consciously accept the party discipline, exemplary compliance with national laws and regulations. The second chapter of discipline concept, disciplinary action types and effects of the regulations, will be a serious warning from the original a year for a year and a half; increase the Party Congress representative, by leaving the party above (including leave probation) punishment, the party organization should be terminated its representative qualification provisions. The third chapter of the disciplinary rules of use prescribed in the discipline rectifying process, non convergence, not close hand classified as severely or heavier punishment. "Discipline straighten "At least eighteen years of five years, these five years is to pay close attention to the provisions of the central eight implementation and anti -" four winds ". The fourth chapter on suspicion of illegal party disciplinary distinguish five different conditions, with special provisions were made provisions, to achieve effective convergence of Party and country 9 method. < rule > the provisions of Article 27, Party organizations in the disciplinary review found that party members have committed embezzlement, bribery, dereliction of duty dereliction of duty and other criminal law act is suspected of committing a crime shall give cancel party posts, probation or expelled from the party. The second is < Regulations > Article 28 the provisions of Party organizations in the disciplinary review But found that party members are stipulated in the criminal law, although not involved in a crime shall be investigated for Party discipline and responsibility should be depending on the specific circumstances shall be given a warning until expelled punishment. This situation and a difference is that the former regulation behavior has been suspected of a crime, the feeling is quite strict, and the latter for the behavior not involving crime, only the objective performance of the provisions of the criminal code of behavior, but the plot is a crime to slightly. < Regulations > the 29 provisions, Party organizations in the discipline review found that party members and other illegal behavior, affect the party's image, the damage to the party, the state and the people's interests, we should depend on the situation Seriousness given disciplinary action. The loss of Party members, seriously damaging the party's image of behavior, should be given expelled from the party. At this article is party member is in violation of the criminal law outside the other illegal acts, such as violates the public security administration punishment law, customs law, financial laws and regulations behavior. The fourth is < cases > Article 32 stipulates, minor party members and the circumstances of the crime, the people's Procuratorate shall make a decision not to initiate a prosecution, or the people's court shall make a conviction and exempted from criminal punishment shall be given within the party is removed from his post, probation or expelled from the party. Party members and crime, sheets were fined in accordance with For acts; the principal Ordinance amended the provisions of the preceding paragraph. This is the new content, in order to achieve Ji method effective convergence. Five is < > the thirty third article 10 of the provisions, the Party member due to an intentional crime is sentenced to criminal law (including probation) sheets or additional deprivation of political rights; due to negligence crime and was sentenced to three years or more (excluding three years) a penalty, shall give expelled punishment. Due to negligence crime is convicted and sentenced to three years (including three years) in prison or be sentenced to public surveillance, detention, shall in general be expelled from the party. For the individual may not be expelled from the party, should control Approval. This is followed and retained the original > < Regulations the provisions of punishment party authorization rules and report to a level party organizations. For is "party members with criminal acts, and by the criminal punishment, generally should be expelled from the party". The fifth chapter of probationary Party member of the discipline and discipline after missing members of the treatment and punishment decisions, such as the implementation of the provisions, clear the related party discipline and punishment decision made after, for duties, wages and other relevant alteration formalities for the longest time. 2, sub sub section will the original regulations of 10 categories of acts of violation of discipline integration revised into 6 categories, respectively, in violation of the punishments for acts of political discipline "in violation of discipline behavior of punishment" in violation of integrity of disciplinary action points "of violation punishments for acts of mass discipline" "the violation of work discipline, punishment" in violation of discipline of life behavior punishment "6 chapters. 3, annex" Supplementary Provisions "clear authority making supplementary provisions of, cases of interpretative organ, as well as regulations implementation time and retroactivity etc.. 11 (3) learning understanding > < regulations needs to grasp several key problems The first problem -- about the violation of political discipline behavior > < new ordinance chapter 6 the political discipline column for the six disciplines, that is the main opposition to Party leadership and the opposition of the basic theory, basic line, basic program and basic experience, basic requirements of misconduct made provisions of the disposition, especially the eighteen since the CPC Central Committee put forward the Yan Mingzheng treatment of discipline and political rules requirements and practical achievements transformation for Discipline article, increase the false debate central policies, cliques, against the organization review, make no discipline of the principle of harmony terms. These are the party's eighteen years in comprehensive strictly Process combined with the practice of rich content. (1) false debate the central policies and undermine the Party of centralized and unified the problem is made in accordance with the provisions of the party constitution. Constitution in general programme requirements adhere to democratic centralism is one of the requirements of the construction of the party must adhere to the four cardinal. Application of this principle is not only the party the basic organization principle and is also the mass line in party life, it requires that we must fully develop inner-party democracy, respect for the dominant position of Party members, safeguarding the Party member democratic rights, give full play to the enthusiasm and creativity of the party organizations at all levels and Party members, at the same time, also must implement the right concentration, ensure the party's mission < the chaos in unity and concerted action to ensure that the party's decision to get quickly and effectively implementing. The Party Central Committee formulated the major principles and policies, through different channels and ways, fully listen to the party organizations and Party members of the opinions and suggestions, but 12 is some people face to face not to say back blather "" will not say, after the meeting said, "" Taiwan does not say, and nonsense ", in fact, not only disrupt the people thought, some causing serious consequences, the damage to the Party of the centralized and unified, hinder the central policy implementation, but also a serious violation of the democratic system of principles. There is no doubt that shall, in accordance with the Regulations > 4 Specified in Article 6 to give the appropriate punishment. For did not cause serious consequences, to give criticism and education or the corresponding tissue processing. (2) about the destruction of the party's unity < New Regulations > the forty eighth to fifty second article, to damage Party's unity unified and violation of political discipline, punishment situation made explicit provisions. Article 52 of the new "in the party get round group, gangs seek private gain, cliques, cultivate private forces or through the exchange of interests, for their own to create momentum and other activities to gain political capital, given a serious warning or withdraw from their party posts disposition; if the circumstances are serious, to give Leave a party to observation or expelled from the party. (3) on against the organization review of the provisions of the constitution, party loyalty honesty is party members must comply with the obligations. Members must obey the organization decision, shall not violate the organization decided encounters by asking questions to find organization, rely on the organization, shall not deceive the organization, against the organization. For example, after the investigation does not take the initiative to explain the situation, but to engage in offensive and defensive alliance, hiding the stolen money is against survey organization, is a violation of the behavior of political discipline. Article 24 of the original > < Regulations, although the provisions of the interference, hinder group review the behavior of the fabric can be severely or 13 Aggravated punishment, but did not put this kind of behavior alone as a discipline for qualitative amount of discipline. > < new regulations increase the Article 57, "anti organization review, one of the following acts, given a warning or serious warning; if the circumstances are relatively serious, giving removed from or placed on probation within the party post; if the circumstances are serious, give expelled from the party: (a) on supply or forged, destroyed, transfer, conceal evidence; (II) to prevent others expose, providing evidence Material; (III) harboring co personnel; (4) to the organization to provide false information, to hide the fact; (5) the him against the acts of the organization review. "< rule > add this clause to the Constitution requires more specific, the previous no punishment in accordance with the definite list and put forward clear punishment in accordance with. (4) about organizing or participating in superstitious activities as < Regulations > about engage in activities of feudal superstition obstruction of social management order" violations of Article 164 the provisions, but according to the original < rule > only in disrupting production, work, social life order The case to be disciplinary treatment, in other words, alone make the feudal superstition, organize or participate in the activities of feudal superstition of, does not constitute a violation. Which is not consistent with the requirements of our party's political party. > < new regulations in this change is, superstitious activities on the political discipline, increase the Article 58, is the organization of Party members, in superstitious activities included in violation of the negative list of political discipline deserves punishment, which and Party members should adhere to the correct political principle, political standpoint and viewpoint is consistent. 14 the second question about organization and discipline violation behavior of democratic centralism is our The party's fundamental organizational system. < New Regulations > Chapter 7 "in violation of the behavior of organizational discipline punishment" mainly for violation of democratic centralism, contrary to the "four obey the discipline behavior for source classification rules. Increased not in accordance with the relevant provisions or requirements to the organization for instructions to report on major issues; do not report truthfully report about personal matters; falsify personal archives; hide before joining the party serious mistakes; leading cadres in violation of the relevant provisions of the organization, will participate in the spontaneous formation of the old Xiang, Alumni Association, comrades in arms; to obtain illegal country residence abroad or foreign nationality, illegal for private frontier Documents such as discipline terms. (1) on the report truthfully report personal matters in 2010 the Central Committee of the Communist Party of China office, office of the State Council introduced < provisions on issues related to the leading cadres to report personal >, is clear about the request, deputy division level and above leading cadres should truthfully report changes in my marriage and spouse, children, moved to the country (territory), practitioners, income, real estate, investment and other matters, for failing to report, do not report, concealed and unreported, according to the seriousness of the case, giving criticism and education, and to make a correction within a time limit, shall be ordered to make a check, the commandment Jiemian conversation, informed criticism or jobs, free Post processing, constitute violations, in accordance with the relevant provisions shall be given a disciplinary sanction. But since the original < Regulations > and there is no corresponding specific terms, the violation of the regulations, do not report, as a false report about personal matters, there is no corresponding disciplinary action terms, in practice it is difficult to operate. In this regard, in order to solve is not reported, as a false report about personal matters 15 asked censure, the new < Regulations > add the Article 67 of violation of personal matters related to reporting requirements, report truthfully report the clear punishment basis, making this kind of violation behavior is no longer free drilling for Exhibition on matters of personal checks to verify and supervision of cadres, discipline review provides a powerful discipline guarantee. (2) about the illegal organization, to fellow, alumni, friends of the war will < regulations stipulated in Article 68 of >, leading cadres of the party in violation of relevant provisions of the organization, will participate in the spontaneous formation of fellow, Alumni Association, comrade in arms to give the punishment according to the seriousness of the case. Here special needs note is three points: this provision for only the leading cadres ", reflecting the high requirements of leading cadres; second violation in 2002, the Central Commission for Discipline Inspection, the central Organization Department and the The relevant provisions of the General Political Department jointly issued the < off in leading cadres not to participate in the initiative to set up "the villagers would be" alumni "" comrades in arms organization notice >. That is to say, to the spontaneous formation of fellow, Alumni Association, comrades in arms will constitute the premise of discipline is a violation of the provisions of this. The notification specified, leading cadres are not allowed to participate in the spontaneous incorporation of fellow, alumni, between comrades association would like the organization and shall not bear the sorority Human and the organizer shall not hold the corresponding position in the sorority; shall not borrow machine woven "network" and engage in kiss sparsely, round and round the gangs, but not "align" "Jieyi Gold Orchid" behavior. The third is to emphasize here that shall be organized to participate in the initiative to set up the villager, Alumni Association, comrades in arms. The so-called 16 spontaneous was established mainly means without registration. Therefore, Party members include leading cadres in the normal range of fellow, alumni, comrades in the party is not a violation of the rules of Party discipline. The three problem about integrity violations discipline Lian Jie discipline has been eighteen years clean government and anti The focus of the work of corruption. This Ordinance to amend, honesty and discipline this biggest adjustment, the new content, most of which prescribed by the original < criterion of a clean and honest administration > 8 ban and 52 are not allowed into the basic this part. (1) the central eight provisions of the spirit and requirements into < New > in the regulations of the party's eighteen years, central resolutely implement the provisions of the eight and pay close attention to the node and intensive briefing, on public funds, private bus, public funds tourism, gifts of public funds, the big parade and lavish weddings and festive, illegal payment allowances and subsidies, illegal construction of buildings such as the original masses reflects the relatively strong, "four winds" problem of the Resolute rectification. But original < Regulations > to eat and drink, super standard reception and no clear and specific expression, new < rule > will implement eight Central provisions of the spirit of the problem increased to "clean cheap self-discipline" chapter, clear to exceed the standard, beyond the scope of the reception or borrow machine eating and drinking etc. some in violation of the provisions of the spirit of the eight central relevant persons responsible for punishment, once the violation will be according to the < rule > severely punished, binding, enhanced significantly. One is to add Article 87, about to obtain illegal, hold, and the actual use of the sports card, golf ball cards and other consumer card. Illegal access to private clubs made the punishment provisions. The second is increase the Article 97, has made provisions of the disposition of illegal self pay or 17 spamming allowances, subsidies and bonuses. The third is added to the Article 99, on violation of super standard, beyond the scope of the reception or borrow machine eat and drink to make the provisions of punishment. The fourth is to increase the Article 101, on the management of conference activities in violation of the provisions made sanctions regulations. The fifth is the increased Article 102, for violation of office space management provisions made the punishment provisions. Six is to split the original < rule > Article 78, formed article 98, Article 100 of public Models of tourism, violate the provisions on the administration of the use of discipline of the bus through the list of made a more detailed provisions, apply more operational. Seven is increased the article 96, in violation of the relevant provisions of the, to participate in public funds to pay for dinner, high consumption of entertainment, fitness activities and public funds to buy gift, send gifts to make the provisions of the disposition. On the violation of the central provisions of the spirit of the eight, in addition to > < new regulations into "violation of honesty and self-discipline" misconduct outside, is different with the original < Regulations >, revised < rule > clearly defined not only to disposition of the directly responsible persons, but also dispose of collar Guide responsibilities. (2) increased trading rights, use of authority or position influence as relatives and close to profit violation of the terms of the < New Regulations > absorption < clean politics several guidelines > the relevant provisions spirit, increase the "negative list, including trading rights, the functions and powers or duties of influence as relatives and staff around profit. Increase Article 81" mutual use of office or authority ring for each other and their spouses, children and their spouses and other relatives, around 18 personnel and other specific relationship between the people to seek benefits engage in trading rights, given a warning or serious warning Sanctions; if the circumstances are relatively serious, giving removed from or placed on probation within the party post; if the circumstances are serious, shall be expelled from the party. Increase Article 82 "connivance, acquiescence to the spouse, children and spouse etc. relatives and staff around the effect of Party members and cadres personal authority or position for personal gain, if the circumstances are relatively minor, given a warning or a serious warning; if the circumstances are relatively serious, giving removed from or placed on probation within the party post; if the circumstances are serious, the given Expelled from the party. Party members and cadres of the spouses, children and their spouses does the actual work and get salary or although the actual work but to receive significantly beyond the same rank salary standard, Party members and cadres informed fails to correct, in accordance with the provisions of the preceding paragraph. "(3) about the gifts, gifts misconduct from handling practices in recent years, engaged in official cadres received gifts, gifts problems more prominent. This has seriously affected the image of Party members and cadres, damaged the relations between the party and the masses, and is a hotbed of corruption, is really necessary for this kind of behavior to be disciplined. < rule > no on accepting gifts, gifts, Card consumption behavior to engage in simple "one size fits all", but the difference between the different separately. One is in accordance with the provisions of Article 83, accepting may affect the impartial enforcement of the official gifts, gifts, consumer cards to depending on the seriousness of the case shall be given disciplinary sanctions. That is to say, for may affect the fair execution of business gifts, gifts, consumer cards are not allowed to accept. 19 is in accordance with the provisions of Article 83, accepting was significantly higher than normal ceremony is still exchanges of gifts, gifts, consumer card to disciplinary action. This is new regulations that daily life is purely reciprocity, accepting the same thing, boys , fellow friends gifts, gifts, shopping cards, although and fair execution of business has nothing to do, also want to as the case shall be dealt with, the situation is obviously beyond normal reciprocity ". The so-called" reciprocity ", one is emphasizes the reciprocal in protocol. In other words is you to me how, I to you how, not only does not go. The second is to significantly exceeded the normal local economy level, customs and habits, economic capacity of individual gifts, gift value. Specific sanctions to according to the processing of a variety of factors to consider, as appropriate. The third is the root according to the provisions of Article 84," to Engaged in public service personnel and their spouses and children, children's spouses and other relatives and other specific relationship presented Ming Xianchao normal reciprocity of gifts, gifts, consumer card, if the circumstances are relatively serious, given a warning until probation. "In accordance with the above provisions, gift giving significantly beyond the normal reciprocity, giver constitute the discipline. (4) on illegal trading of stocks or of other regulations of securities investment < > Article 88 is engaged in punishment regulation of camp and activity in violation of the relevant provisions on. Among them, 3 will" buying and selling stocks or in other securities investment "column as one of disciplinary cases Out. First need to be clear, > < regulations did not change the provisions of the Ordinance. The ordinance of the provisions of the second paragraph of Article 77 provisions "who, in violation of the provisions of the sale of stocks" is one of the violation, and at the beginning of the first paragraph of this article "violation of 20 against the relevant provisions of the" textual representation of the repeat revision. In, just from the legislative technique removed the "personal" in violation of the provisions, content and not to change the original provisions. Need to clear is, "buy or sell a stock or of other securities investment" refers to violation of the relevant provisions refers to in April 2001, the Party Central Committee, the State Council promulgated the On the work of the party and government organs staff's personal investment in securities if dry provisions >. According to the provisions of Article 3, use of work time, office facilities, the sale of stocks and securities investment fund belongs to illegal behavior. The fourth question, about the violation of the masses of the disciplinary actions < new regulations > would violate public discipline behavior of a single set of a class of restored "three rules of discipline and eight note" in the discipline of the masses of excellent traditional. < New Regulations > Chapter 9 "to violate the masses of disciplinary action", mainly the destruction of the party's close ties with the masses of misconduct made provisions on disciplinary; enrich and perfect the super standard, beyond the scope of Xiang Qun < All to raise fund and labor, in for involving the public affairs deliberately, chinakayao, in social security, policy support, disaster relief funds and materials and other matters assigned any kind and affectionate friends, obviously unfair acts against the interests of the masses of the disciplinary terms; increase the terms not in accordance with the provisions of the public party provided, government, factory and village (neighborhood) provided etc. violation of the people's right to know the behavior of the discipline. The fifth issue, on the violation of work discipline violation of work discipline added "negative list, including Party organizations carry out strictly Main responsibility for poor discipline terms. (1) the new party organization comprehensive strictly the main responsibility of the party does not fulfill the 21 or perform poor disciplinary terms < New Regulations > has a lead people to pay attention to the new terms, that is, in chapter ten "on the violation of work discipline behavior punishment" increase in the one hundred and fourteenth "party fail to perform comprehensive strictly the main responsibility of the party or to perform comprehensive strictly the main responsibility for administering the ineffective, resulting in serious damage or serious adverse effects, to the person directly responsible and the responsibility of leadership and give a warning or serious warning. The situation is serious, giving removed from their party posts or on probation Punishment. "Here the changes. For the first time, the main responsibility write < rule >. (2) new shall report does not report or false reporting discipline shall increase the 117 bar" in the higher level units to check to inspect the work or report to the parent unit, work report of shall report the matters do not report or do not report, cause serious damage or serious adverse effects of, to the person directly responsible and the responsibility of leadership, to give warning or a serious warning; if the circumstances are serious, giving removed from their party posts or placed on probation. "For example, during the tour visits to the region, the unit Members the obligation to the inspection teams to reflect the true situation, to conceal not reported or intentionally to the inspection teams to provide false information, causing serious damage or serious adverse effects of, the person directly responsible and the responsibility of leadership should be in accordance with the provisions of < rule > Article 117 to give the appropriate punishment. (3) the new not granted in accordance with the provisions of punishment, not according to the provisions of the implementation of disciplinary measures 22 violation of the provisions of Article 115 "Party organizations have one of the following circumstances, the direct leadership responsibility. Probation: members were sentenced punished, in accordance with the provisions give disciplinary action or in violation of state law Rules of behavior should be given disciplinary punishment and dispose of; disciplinary punishment by decision or complaint review the decision made, not in accordance with the provisions of the implementation decisions on punishment of the party, position, rank, and the treatment of the matters; Party members subject to disciplinary action, not in accordance with the cadre management authority and organizational relationships of by dispose of Party members to carry out education and supervision of daily management. "What needs to be pointed out is," cliff "demoted with cars, housing, secretary problem, implementation is not a discipline and party posts and ranks treatment by the organization department is responsible for the implementation, with cars, housing by the logistics department is responsible for the implementation of, Ji Commission responsible oversight responsibilities. The six questions, about the acts violating the discipline of life "in violation of discipline of life behavior punishment", mainly to "four winds" problems and a serious violation of social morality, family virtue acts of misconduct made provisions on disciplinary, an increase of extravagant life, contrary to the social public order and good customs disciplinary terms. Worth mentioning is, > < Regulations in Article 150 about "adultery" "mistress (Cardiff) formulation in the new < rule > is removed, to expand the scope of Article 127 provisions" and others hair improper sexual relations, let face disciplinary action Wider more strict. Four, and earnestly do a good job in the < code > and < rule > implement system of life lies in execution. < code > and < Regulations > is 23 Party organizations at all levels of a strong constraint and all Party members follow. Learning and implementing the < code > and < rule > is party committees (party), commission for discipline, discipline inspection group), the majority of Party members and cadres of the common responsibility, must party caught together, the party one execution. () Party committees (party) and play and implement comprehensive strictly the main responsibility, pays special attention to the two party regulations learning cross penetration. One is to Adhere to the party constitution is fundamental to follow, and resolutely safeguard the authority of the Party Chapter. The second is to adhere to the problem oriented, to strictly political discipline and political rule moments in the first place. The third is to adhere to the discipline and rules quite in front must not allow the bottom line to break the discipline. The fourth is to seriously organize the study of propaganda and education, in the city party members to create a disciplined, about the rules of the strong atmosphere. (II) Commission for Discipline Inspection at all levels (Discipline Inspection Group) to an important basis for the revised two party regulations as, adhere to easily blame, strengthen supervision and enforcement And early method in combining Ji, increase accountability efforts. One is to two regulations within the party important basis, adhere to the party constitution duties, with strict discipline to maintain the constitution authority. The second is to adhere to high standards and keep the bottom line, adhere to Ji Yan in law and discipline, the discipline and rules quite in front, grasping grasping small, easily blame, comprehensive use of supervision and discipline of "four kinds of form" in the discipline embodies the strict requirements and care for the discipline, tighten up, Yan. According to discipline in accordance with regulations to carry out disciplinary review. Increase the violations punishment, clues can initiate an investigation on the trial of cases According to the discipline on the provisions of the proportion of processing and control manager maintains discipline. To focus on investigating non convergence, don't accept hand serious disciplinary violations at the same time, pay more attention to the general review of discipline 24 behavior, and gradually increase the lighter punishment. Four is to illuminate two party regulations, combined with the local district of the Department of party conduct Lianzheng to relevant laws and regulations system clean, timely research proposes to establish, change, waste release opinion, avoid conflict, and the fasten system of cage, and gradually formed not rot, not rot, not want to rot system and working mechanism. (3) the leadership of the party members and cadres should play an exemplary role. The rate of higher consciousness of the front of the Ordinance to lead practice self-discipline norms, leading to maintain discipline of seriousness and authority. One is the above rate, demonstration and guidance, take the lead in learning and mastering the < code > and < > the requirements and regulations, do the deep understanding, learning to use. The second is to play an exemplary role in abiding by discipline rate, take the lead in practicing self-discipline norms, firmly establish before the discipline are equal, the system has no privilege, discipline is no exception, and consciously do standards, require more strict measures more practical. Third is to consciously accept supervision, conscientiously participate in the democratic life and debriefing honesty responsibility, such as Real to the party organization to report personal matters, and to accept the supervision of the work and life of the normal, habits under the supervision of the exercise of power, to carry out the work. The fourth is to set an example for the strict enforcement of discipline. Leading cadres should take the lead in the maintenance of discipline of seriousness and authority, to dare to seriously, dare to struggle, dare to offend people, for misconduct not laissez faire, but do not indulge, not tolerate to ensure the party constitution of party compasses party put in place. (4) the majority of Party members and cadres to set high standards and hold the bottom line, consciously abide by the < code > and < rule >. One is to control the < standard > and < 25 cases >, tight Close connection with their own thoughts, practical work and life, efforts to solve the problems, to enhance the study and implement of the effectiveness and pertinence. The second is to establish a high standard and hold the bottom line, consciously in the self-discipline pursuit of high standards, strictly in the party away from the red line discipline, discipline, about the rules and know fear, distrust, the formation of the honor system, comply with the system, safeguard system of good habits. Regulations and discipline regulations of < < New Revision of the Communist Party of China clean fingered self-discipline criterion > and < Chinese Communist Party Disciplinary Regulations > is the Party Central Committee in the new situation to promote the comprehensive strictly root of the lift, the regulations of the party construction of keeping pace with the times. We should study and implement the Standards > and < > as the primary political task, adhere to the party constitution duties, adhere to the discipline of, Ji Yan in law, the full implementation of supervision and discipline accountability responsibilities for coordination and promotion "four overall" strategic layout in XX District vivid practice to provide a strong guarantee. - Si Jian Wu, and effectively enhance the implementation of the implementation of the < code > < > The consciousness of General Secretary Xi pointed out that the party is in charge of the party, to manage the party; strictly, it can cure good party. Criterion > and < rule > keep pace with the times is our party to form a new potential strictly rules, to deepen understanding of the ruling law, is a comprehensive strictly, and strengthen the supervision within the party important grasper. Criterion > closely linked to the theme of self-discipline, self-discipline intensity-modulated, focusing on morality, for the majority of Party members and cadres set to see, feel the high standard, show the Communists noble moral sentiment; District Ordinance < < rule > the constitution of discipline integration into a political discipline, organization and discipline, honesty and discipline, discipline of the masses, work discipline, discipline, emphasize discipline, focusing on established rules, to draw the party organizations and Party members do not touch the bottom line. Party committees (party) to effectively strengthen the study and publicize the implementation of the < code > and < rule > the organization and leadership of criterion > and < > a full range, multi angle, deep publicity, the formation of study and publicize and implement the boom, in order to consolidate the development of good political environment to create a positive environment and atmosphere. The majority of Party members and cadres to strict requirements, the < rule > and < Ordinance cases > as a guide to action and behavior criterion, adhere to the moral standards and discipline of the bottom line, to maintain the discipline of worship and awe, learning, compliance, and maintain party discipline and rules of the model. The discipline inspection and supervision organs and cadres to the < code > and < > as the deepening of the "three", and strengthen supervision and discipline of accountability is important to follow correctly grasp the use of supervision and discipline of "four types", promote the comprehensive strictly in new roots. Strict discipline, adhere to the discipline and rules quite in front of the enterprise in the implementation of expensive to implement to execute. The discipline inspection and supervision organs to implement the < code > and < Efforts to investigate cases > as an opportunity, adhere to the party should manage the party strictly, serious performance of their duties to promote two regulations implementation. Change discipline concept. From the simple "investigation of illegal" to a comprehensive "stare at violate discipline"; from the business case to prosecute the big cases and timely solve the signs of tilt to. From the orientation to the normal supervision; from the tube "minority" to resist the "most". Guide Party members and cadres to seriously implement the < code > and < rule >, consciously abide by the political, organizational, honest people, work, life six discipline. Urge the leadership cadres sent to play an exemplary role, take the lead in strictly enforced. Relaxation and rest Strong wind is Su Ji, closely linked to the "four winds" prone to multiple, the masses reflect the strong important nodes and, glued to the four winds "new form, new trends, seriously investigate and deal with violations of the central eight provisions of the spirit, to increase the bulletin exposure intensity, the formation of Chajiu" four winds "loudly, continue to release and discipline must be strict signal. At the same time, extended supervision tentacles, through the development of the rural and fishery party conduct Lianzheng construction inspection, issued in a timely manner, Chajiu occurred in grassroots side of corruption and unhealthy, and earnestly safeguard the interests of the masses and social stability. The creativity and discipline. Grasp and make good use of the supervision and discipline of" four types ", to ensure the Promoting clues to lots of discipline and the law of the vacuum tube, strict together. Not only to the "less" and "very few" thorough investigation severely punished, but also the "most" to maintain zero tolerance trend through layers of conductive pressure, let the discipline about the rules for each party members and cadres consciously follow. At present, it is necessary to implement the "list" management, strictly follow the clues to the disposal of five standards, make the classification of disposal, dynamic cleanup. Zadok Party committees at all levels to implement the main responsibility, comprehensive use of disciplinary action and tissue processing and other means to effectively curb the commonplace, used to see do not blame the "small problem", not because of "practice" and "exception". Prominent Discipline characteristics, the problems of violation of discipline and rules into the focus of supervision and discipline and disciplinary review. At the same time, increase case double check the intensity, the serious problems of discipline violations or "four winds" ban but not absolutely, not only to be held directly responsible, but also held leadership responsibility; not only to pursue studies the main responsibility of the Party committee, and to pursue Commission for Discipline Inspection and supervision responsibilities and promote accountability to become the new norm. The implementation of supervisory responsibility. Maintain < code > and < rule > the seriousness and authority of the discipline and rules and truly become the party's ruler. Discipline as supervision within the party the specialized agency, we must strengthen the responsibility to act, adhere to the Impartial discipline accountability, earnestly will be strict discipline, discipline must be punished, and severely punish the acts in violation of rules and regulations.