January 2016's Business Tip of the Month for our Krav Maga Alliance affiliates is written by KMA President and Founder, John Whitman...Gym owners, sales people, and instructors...enjoy!

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In sales, money is often cited as one of the main objections the salesperson must overcome.  This isn’t true. Money is not an objection.

If a member truly cannot afford your membership, that is an unfortunate circumstance, and that person is not a viable prospect. But that person probably never walked into your gym in the first place.

I already know that I want to own my own private island, I just can’t afford one (yet).  That’s a circumstance. And it’s the reason that I don’t visit the “Private Island For Sale” shop around the corner.

But the odds are that every single person who tours your gym or tries your class has enough money to pay for a membership. They are just trying to decide whether or not to spend their money on you, or on something else.

So stop thinking of money as an objection.  Instead, approach the presentation of price with a few simple, straightforward tactics:

• Build Value First — this should already be part of your strategy. People ask for price, but what they need to understand is value.  Don’t disclose pricing until you’ve built value through a tour, introductory class, and explanation of benefits.  If your prospective member insists on pricing, give a range and use that statement to lead right into the value.  For example:  “Our memberships run from $99 a month up to $200 a month, depending on your interest.  For instance, a lot of our members choose Option A because you get all the benefits of…”
• Explain Savings.  Assuming you have a discount to offer upfront (either a special you are running or a standard discount if the prospect signs up now or pays in full), explain it immediately after you’ve stated the price.  The flow of information should be                   Value——>Price——>Savings
• Have Confidence (But Don’t Be A Jerk).  Many sales people, especially newer sales people, are nervous to state prices because it sounds expensive to them personally.  Put that aside. The membership is worth the price, so state your pricing clearly and confidently. Look the prospective member in the eye.  In a bar, pick up lines don’t work. Confidence works. State your case with confidence. At the same, don’t be too challenging or arrogant. In that singles bar scenario, the confident guy gets the girl. The douche bag doesn’t.
• Create Urgency. You need to establish some reason why the member should sign up now. The urgency can be monetary, such as a special rate or a discount on the enrollment fee. Or the urgency can be their own internal drive, especially right after taking class: “I’m glad you liked the class; let’s get started so you can get back in there…”

Remember, money is a circumstance, not an objection.  The prospective member talking to you can afford your membership, so money isn’t the issue.  The real “selling” is done when you build value through your tour and introductory presentations.

Keep at it. Build value. Close deals. I will keep working on it, too. Then we can both buy our own private islands.

January 2016's "Technique of the Month" is the Level 3 (Green Belt) technique Ground Headlock from the Side - Weight Forward. Watch the video for a full demonstration and explanation of this month's technique!

Congratulations to Daniel Hines from Krav Maga DFW in Dallas, TX. Daniel is a 2nd Degree Black Belt Krav Maga Instructor, KMA Force Certified, and also a Next Generation Krav Maga Instructor just to name some of his many achievements. Head on over to Krav Maga DFW's website to learn more about Daniel and the entire team over there: http://www.kravmagadfw.com/

 

Congratulations to Nashville Krav Maga & Brazilian Jiu Jitsu, for being Krav Maga Alliance's January 2016 Affiliate of the Month! They team over at NKM sent us over a little spotlight video of the gym and to accept the accolade. Visit their website to learn more about them, and if you're ever in the Nashville area, stop in to say Hi and train with them! http://nashville-krav-maga.com/

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BEGINNER CLASS (A1)

Basic Takedown Defense

Straight Punches – Use focus mitts

Elbow #1

Combo: Left/Right/Right Elbow

Drill: Left/Right/pad holder moves forward/defender makes Basic Takedown Defense/Elbow #1 to focus mitt

Choke Front

Choke Behind

Drill: eyes closed, either choke

 

INTERMEDIATE CLASS (A1)

Focus Mitt/Disturbing Drill — left/right combo on command, partner striking with mitts to disturb; defender must cover

Uppercut Punch

Combination: Right uppercut/Left Uppercut/Right uppercut/Left Hook/Right Cross.

Bearhug Front, Arms Caught

Drill: Focus Mitts: combinations on focus mitts, any level bearhug front, arms caught- incorporate uppercuts in your counter attacks.

 

ADVANCED CLASS (A1)

Warm up punches and kicks

Super Tabata drill: 2 rounds 50 seconds on, 10 seconds rest of punches; 2 rounds of kicks; then 2 rounds of Knees.

Gun Behind

Gun Behind Walking

Gun Behind Distance

BEGINNER (A1)

Left/Right Combination

Front Kick to a Vertical Target

Knees (regular and round)

Drill: Combo- Front Kick Vertical Target, L/R combination followed by non stop knees. On instructors signal, 3 Burpees, 3 Push ups and repeat combination.

Wrist Releases

Choke from Behind

Drill: Defender Eyes Closed, Attacker; make choke from behind Or bump defender with pad and hold for strikes.

 

INTERMEDIATE (A1)

Hook punch

Headbutt forward

Focus Mitt Combination: Left, Right, Left Hook, Headbutt forward

Kick off from guard

Choke from the Side on the Ground – show kicking first, similar to kick off from guard

Choke from the Side on the Ground – arm bar

Drill: Choke from the Side — if the attacker stays close, use arm bar; if you can make space,kick him away; get up and work focus mitts (use today’s combo) then drop down and restart.

 

ADVANCED CLASS (A1)

Focus Mitts – Right Cross/Liver Shot

Focus Mitts – Right Cross/Live Shot/Left Hook

Body Absorption – light work

Toe The Line! – stand across from partner, two lines, both attack with body shots; then move on to next person.

Gun Side Front of Arm – work both sides

BEGINNER (A1)
DRILL - W/U:
-Shadowboxing + Sprawls
-Shoulder Tap Drill

360 Defense
Knees w/ Clinch
DRILL:
Grps 2, Atkr, Def. Attacker sends 360. Defend and burst into clinch. Send several knees, finish and reset.

Front Choke 2-Hand Pluck

DRILL - FINAL: Roaming Attacker
Grps of Atkrs, Defs. Defenders spread out neutral, eyes closed. Attackers roam applying Front Choke. Attacker can choose to pull back from defense and send 360 for defend/clinch/finish from above.

__________

INTERMEDIATE (A1)
Headbutt (All Directions)
COMBOS:
Grps 2. Strkr, Pad. Padholder cues for any headbutt to start combo. Striker sends headbutt then transitions if necessary to continue striking as appropriate.
*NOTE: Goal is to identify target/send weapon so speed of combo should be as fast as possible while being fluid.

Headlock Side
Ground Side Headlock - Forward
Ground Side Headlock - Backward

DRILL - FINAL: Role Flow
Grps of 4 (A, B, C, D) in a line, spread out. A starts of as attacker, B neutral eyes closed, C and D lying on ground/side. A attacks B with Side Headlock. B defends and moves to attack C with Ground Headlock Forward, while A stands neutral, eyes closed. After defending, C moves on to attack D with Ground Headlock Backward, B stays on ground. After defense, C stays on ground, D runs down to attack A, and flow resumes.
__________

ADVANCED (A1)
DRILL - W/U: Tabata Punches
Grps 2, Stkr, Pad. Striker sends all out punches for 20 seconds, then rests 10 seconds. Repeat for 4 rounds then switch. After other person goes, repeat again for a total of 8 rounds per person.

Gun from the Front (Review)
Gun from the Side of the Head
Gun from the Side, Front of Arm

DRILL - FINAL:
Grps 3, Pad, Stkr/Defr, Roaming Atkr. Padholder cues Striker for any forward combative and a number of strikes to be thrown. Attacker can apply any Side Attack (Gun, Choke, Headlock). Defend and back on pad.

BEGINNER (A1)
Warmup Drill:
Strikers eyes closed. PH cues with pad push, causing to step back. Gain balance, burst in with straight punches.
Front Kick Vertical Target
Wrist Releases

Drill: Roaming Attacker
Multiple padholders, some with FM on right hand, others right. Defenders eyes closed. PH cues by grabbing wrist, either grabbing lightly or HARD! If light, apply release, if HARD, send strikes to focus mitt.

Side Choke

Final Drill:
Groups of 2 alternate between applying/defending various wrist releases. Roaming attackers apply side choke to either person.

INTERMEDIATE (A1)
Forward/Backward Rolls
Drill:
Grps of 2. PH + Striker. Striker begins at one pad, all out combative based on instructor cue. Instructor cues for forward or back roll. Striker performs and PH follows. Striker gets up and sends next combative.

Thai Pad Round Kick Review
Defense vs. Low Round Kick (absorb)
Defense vs. Low Round Kick (shin block)

Drill:
Same as above but PH can cue for Thai Pad combo or send RHK for defenses. Roll on cue.

Side Headlock OR Light Sparring A/B. Instructor cues letter and forward/backward for roll. Partner chases, after roll, continue sparring.

ADVANCED (A1)
Thai Pad Combos:
PH cues “switch” causing striker to switch fighting stance. Alternate stances on cue.

Jumping Round House Kick
Cavaliers 1-4
Knife - Downward, Upward and Straight Stab (emphasize cavaliers, but build intensity)

Final Drill:
Padholder cues for either side Jumping RHK. Roaming attacker cues to attack with knife.

BEGINNER CLASS (A1)

Straight Punches

Groin Kick

Drill: A/B drill with straight punches or groin kicks

Choke from the Side

Drill: eyes closed, choke from either side

Drill: eyes closed, choke from the side or strikes from any angle (hammer fist, straight punches, groin kicks)

 

INTERMEDIATE CLASS (A1)

Hook Punch

Uppercut Punch

Combo #8 (Right Uppercut/Left Hook/Right Straight)

Combo #9 (Left Uppercut/Right Straight/Left Hook)

Defense v. Front Kick to the Groin (redirect)

Defense v. Low Round Kick (absorb)

Drill: pad holder moves around and calls out punch combinations OR makes a low kick

 

ADVANCED CLASS (A1)

Thai Pads: Combo #9 (Left uppercut/Right Cross/Left Hook) with Right Knee

Thai Pads: after the knee, pad holder shoots and striker must sprawl

Gun from the Front

Gun from Behind (Touching)

Drill: gun techniques hold packages, bags, etc. in hands; ALSO, gunman moving, pointing the gun in different directions so that the defender must wait for an opportunity.

Beginner (A1)

L/R Combination

Knee

Front Kick Groin

Round Kick

Drill: 3 Round Drill

Choke from Front (2 Hands)

Choke from Behind

Drill: Groups of 4-5; one defender- non stop attacks, 1st round slow and easy, 2nd round fast and aggressive

Intermediate (A1)
Belt Drill
Hook Punch
Headbutt forward
Focus Mitt Combination: Left, Right, Left Hook, Headbutt forward
Ground- Kick off from guard
Ground- Choke from the Side
Drill: Choke from the Side Ground- make space, kick attacker away; get up and work focus mitts (using today's combo) then drop down and restart.

ADVANCED CLASS (A1)

Round Kick

Jumping Round Kick

Scissor Round Kick

Knife Downward Stab

Knife Threat

Drill: eyes closed, open on command, recognize Downward Stab v. Knife Threat