Personal training sales system

Personal Training Sales Success: Planting Seeds

2014-04-20T10:36:00.002-07:00

Personal Training Sales Success: Planting Seeds

Planting seeds is a term I use to describe strategic statements used to get the customer thinking about certain benefits from the sale. For example if I want to sell a client a 36 session package of personal training, I will talk about what great results other people received after about 36 sessions. Even before the sale process has begun, ill be "planting seeds" trying to get them to think about or imagine what they could achieve if they also went through the 36 session package.

The reason this technique is so effective, is because you are passively convincing them to purchase before you openly begin to sell them. I like this technique because it also tends to bring up their objections before you ask for the sale.

Other examples can be:
Cant you see yourself using this equipment?
It would be so easy for you to come after work twice a week.
So you really need to get started today if you want to see these results by summer(etc).

With every technique you learn you should be slowly trying to improve your sales pitch. Try out different techniques and see how comfortable you feel. Not every technique will work every time, this is why it is beneficially to have many different ones to fall back on.

As always practice practice practice. Consistency is the key to success in sales.

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Personal Training Sales Success: Communicate correctly to emotionally engage prospective clients

2013-08-18T11:01:00.000-07:00

Have you ever had a sale that felt so easy almost like the prospective client was asking to buy? Imagine if you could get everyone so excited about your product that instead of asking a closing question they simply asked to buy. The truth is that you can have this happen simply by emotionally engaging your prospective client.

Find out their goals

The first step is to ask them what their goals are. This will give you all the information needed to sell them your product. They will tell you things like; I am getting ready for a holiday/wedding, I want to lose 10 pounds, I just got divorced, my doctor told me to start exercising. This is very valuable information. Once they give you their reason for beginning an exercise program ask them questions about it. This will eventually let you know how you can get them emotionally involved with the sale.

Ask them how quickly they would like to see these results

Getting them to put a date on reaching their goals will make it real to them. Before you have even started to sell them you have set a goal and a time frame. This is very powerful because it creates excitement to get started.

Ask them how they will feel if they do not reach their goal

Once you find out their goal, ask "How will you feel in (xx amount of time) if you have not reached (xx goal)". Find out what emotions they have attached to their success. This will become your Hot Button. A hot button is something you can push during their objections to nudge them towards buying.
Example:
"John you told me earlier you would not feel great about yourself if you did not lose 15 pounds, is this how you want to continue to feel?"

Get them to agree that your product will help them

Once you pitch your product have them agree with you that your product will get them to their goal. "This really is the best option to help you reach your goals, isn't it?" Phrasing the question this way forces them to answer yes, but also changes how they think of your product. Now they see it as the way not to feel sad in 12 weeks.

Ask for the sale

Next step ask for the sale. You have their hot buttons you have them emotionally involved, they know the product will work for them. So now its time to close the deal. Once they agree that the product is the best option for them, you will give them a simple closing line. "Great lets get you started".

That is it, follow these simples steps and soon you will be closing deals like magic.

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Personal Training Sales Success: Do you want a better sales pitch

2013-08-16T16:29:00.002-07:00

Recently I have started to write for some fitness industry magazine. This has given me a chance to do more research when writing articles, and talk to other industry professionals about techniques that work for them.

From time to time I will post them on the blog so that you will have the benefit of reading them also. This article was written for an Australian online fitness magazine. I have explained a few techniques that I use when overcoming objections.

If you have any questions please comment below or on facebook.

Head over to Fitnessnetwork.com for great tips and tricks

http://www.fitnessnetwork.com.au/resources-library/overcoming-objections

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Personal Training Sales Success: Personal Training Sales Script

2013-08-08T14:13:00.000-07:00

It is important to follow a sales script when you pitch personal training to your clients. If you have not built one before, or you are looking to improve yours you can use this as a guide. However I will first explain to you the simple steps needed to build a personal training sales script correctly.

You will start by gathering their personal information. For example you will want to get their Full name, Address, Phone number, Age, Marital status, as well as their fitness goal and how serious they are about getting started. The best way to do this is hand them a sheet of paper with your business logo on it, and have them fill it out. When they filling out your guest card have them sign the fitness waiver as well. Then sit down with them and introduce yourself. Start to examine the card and find some common ground that you have with them to begin a conversation. You want to do this to begin building rapport. While you are building rapport with them, also make sure they have filled out the card correctly, and if they have not ask them the questions and finish it with them.

Hi Joe, I see you live just around the corner here.
Joe: Yes I do
Great and Will your wife be coming down to exercise with you
Joe: Yes eventually she will I just want to check it out first.
Yes I do the same thing with my wife, I'm kinda like her guinea pig.
Joe: hahah.........

Why is this step so important? Well its called qualifying the buyer. You will know if they live close, if they are serious about buying and other important info. You are able to figure out what their objections will be and overcome them before you present the prices.

Next I will begin by discussing their goals. I do this in order to find out what their hot buttons will be, what will make them buy. Do they want to lose ten pounds? How do they feel about their weight now? How much better will they feel without those ten pounds? Get them emotionally involved. We buy based on emotion, even if something is too expensive if we really want it we will find a way.

So Joe what are your goals?
Joe: Well I want to lose ten pounds
Okay great, I can help you with that. How quickly would you like to see this result?
Joe: Well I have a holiday coming up in about 3 months
Not a problem we can develop a plan to meet that deadline, let me ask you how will you feel on your holiday if you have not lost the ten pounds?
Joe: I wont feel good, I am meeting up with all my old friends and I want to look and feel good.
Ok so that will be your motivation to get started then
Joe: Yes I guess so

From here I transition into what their options are, I like to give them at least two options. Giving them two or more options forces them to choose one. Giving them one option allows them to say no.

Okay I have two programs that will fit you best. The first is the 24 session package, I would see you twice a week up until your holiday. The cost of this is xx

Or we have the 36 session package where I would see you 3 times per week, The benefit of this plan is that we will exceed your goal.

Which package did you want to go for today?

I always phrase the last question this way, which package do you want "today"(and point to the one I want to sell them). Saying "today" and pointing to the package helps guide them to buy your recommended package today.

Once they choose a package I say to them, great ill get what I need to get you started. I never like to mention paperwork or sales. Its a negative thing. So keep it simple.

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Personal Training Sales Success: Analyze yourself!

2013-07-28T11:33:00.002-07:00

When you consistantly learn and grow you influence your sales success. Learn new sales skills, learn new closing lines and closing techniques. Pin point areas in your sales presentation that need work. Build these areas into a strength and evolve your sales process. There are certain times to sit down and analyze how you sell your personal training service. Each month I set aside time to critique my sales steps. I examine what I am having success with, and what isnt working. But I dont stop there, any time I'm in a slump I sit down and deterine areas for improvment.

I worked at gym that used the higher authority close as a part of its sales system. We work the buyer into a corner where they wanted to buy, but they would indicate the price was too expensive. A technique called "increasing the pain". The next step is to offer to talk with our boss and see if we could get them a discount. "Offering the relief". This technique works well, but the success may set you off course. What I noticed was I started to offer the discount without going through the steps of the higher authority close. My sales started to take a decline, the harder I tried to sell the harder it was to close new clients. That month when I analyzed my sales steps I found what I was doing wrong. I changed back to the proper steps neccessary to execute the higher authority close.

This is why it is so important to develop a plan and follow it, as with our exercise programs. We never give up when we have a bad workout, we analyze, change, and move forward. Sales works the same way. Develop a plan stick to it, consistantly try to learn and improve.

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Personal Training Sales Success: The Importance of building rapport.

2013-07-17T14:23:00.001-07:00

When you meet a potential client for the first time you must take the time to build rapport. The reason for this is that it will allow you to open the client up to reveal more information about themselves and make them feel more comfortable around you. This will allow you to dig deeper and find out what their true objections are. Once we know their real objection we can challenge it and overcome it on the way to making a sale. But it all starts with building rapport. So how can we do this? As with everything else in sales there are a few simple steps that I like to use to quickly build rapport.

1. Shake their hand and introduce yourself in a confident manner.
2. Remember their name and use it a few times in the conversation
3. Try to establish some common ground. Pick out something and start a conversation. Weather, dogs, music, current events, just get them talking.
4. Make them laugh, and or compliment them on something.
5. Once you establish some common interests and you make them laugh, you can transition over to the sale.

The steps are simple and easy however you really need to make sure they appear smooth, and normal. So you need to practice these steps and practice building rapport with people.

I practice this each time I meet someone new. Even if its a waitress in a restaurant. I will ask them their name and try to establish some common interests to speak about. Then during the conversation I will strive to make them laugh and even compliment them if the conversation is going really well. Make this your homework and try it each time you meet someone new. Soon you will be an expert salesperson.

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Personal Training Sales Success: I want to think about it!

2013-05-28T10:14:00.001-07:00

How many times have you run across this objection? "I just want to think about it." When you realize that this is just a smoke screen for their real objection you will understand how easy it is to overcome. The process to overcome all objections is basically the same. You always start by repeating the objection back to them. So in this case you would say "I completely understand you want to think about it". This will force them to give you more information. No matter what they say you will follow it up by repeating the objection as a question. "Just so I can make sure I've given you all the information you need, can I ask what is it you want to think about?" This will draw out that objection they have been hiding behind. At this point whatever the real objection is you will attack this head on.

For an example lets say that the real objection is money. "Its too expensive". This is when I will start to reason with the client. You know its only about the cost of a cup of coffee each day. A statement like this forces them to realize its actually a small cost. From here I will reattach their emotions to the sale. You said you wanted to lose 15 pounds, do you think looking and feeling better is worth $xx? A statement such as this forces them to say yes. Now that they have agreed once I'll ask another "yes" question. You can find $xx in your budget to make the weekly payments can't you? Once again they answer yes. Now that they are agreeing with you its time to ask for the sale. Great lets get you started.

Its as easy as that, just make sure to be confident and attack the real objection.

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Personal Training Sales Success: Personal Attention

2013-04-18T14:45:00.000-07:00

Personal Training Sales Success: Personal Attention

Now that I am back in Canada I am reconnecting with old clients, and I had an interesting conversation with one of them today. I was asking them how things were going with their fitness goals and their new trainer. I wasn't expect their response. They felt they were not getting enough personal attention like they were just being pushed through the workout program. This reminds me of exactly how important it is to give our clients that extra bit of personal attention. Not only does it benefit them, but it effects our referral and renewal rates. Each day when they arrive you should be asking them how they feel and then if it is necessary to alter the workout for the day. At the end of each month you will want to sit down with them and take their measurements, compare them to the last month and talk about their new goals.

Each month I sit my clients down and do a series of measurements. I will measure body fat, waist, hip, stomach, legs, and arm. I will also do a series of lifts to determine their strength improvement. I have found that my clients look forward to this day. Not only because it is a bit of a rest for them but they get to see what their money has bought them. It also signifies the start of a new program or an alteration of the old one. People get excited for new things so do not forget how valuable this is.

We do not just sell a workout to our clients we sell them an experience. The experience is that they will be taken care of. We will design the proper workout without causing injury, and we will track their results and motivate them to reach their goals. With this added benefit we will stand out from the crowd and other people in the gym will notice, which will translate into us having a better business.

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Personal Training Sales Success: Follow a plan

2013-04-09T09:06:00.000-07:00

I read a quote a few days ago that I felt really applied to sales, and how we get off track sometimes and lose focus. "When you don't follow your own plan, you will fall into following someone else's and they don't have much planned for you." One of the main reasons people succeed is that they have a plan and they stick to it. Each day, week, and month you need to have an action plan with detailed milestones set to help you reach your goal. How can you do this?

I like to take my monthly goal and break it into weekly milestones. At the end of each week you will be able to gauge your progress towards your monthly goals. I also like to set a daily goal so that your starting each day off thinking about reaching your monthly goal. You need to set a goal for sales as well as appointments. If you only focus on one you will not succeed with the other. So how does it look on paper?

Monthly goal

Total dollars $10,000 or 8 PT packages
Appointments 20

Weekly goal

Total Dollars $2,500 or 2 PT packages
Appointments 5

Daily goal

Total Dollars $400
Appointments 1

Each day you will update your monthly chart which will remind you of your goal and how you are progressing towards it. Being aware of where you are in relation to your goals will allow you to make adjustments which will ensure you reach your goal each month.

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Sales Success: How to pitch a Personal Training Sale

2013-03-09T23:12:00.003-08:00

Like any other part of the sales process, the pitch can make or break a sale. As the saying goes " A chain is only as strong as its weakest link" the same applies to your sales presentation. You must know exactly what package you want to present, what the price is, what the payment options will be and be able to ask qualifying questions that will disarm the buyers objections.

Now in most cases you will be pitching a client right after a free personal training session so I like to start by asking them if they had any questions about the training. The reason I do this is because it will ultimately lead to us talking about their goals. Now the reason this is so important is because it will create that emotional link between their goals and your personal training.

Once we have finished talking about their goals I will make a statement to make them affirm their commitment. "It sounds like you've dedicated yourself to reaching this goal". This will do two things, one it will get them to give you more information causing them to become more emotionally involved. The second is that they have now verbally stated their commitment to training, and once they make a commitment their brain will shift to cause future actions to be in line with their commitments.

From here I'll make them feel the pain. I will ask them how they would feel if they did not reach their goal. This will bring up the negative feelings associated with not achieving their goal, feelings they do not want to feel. This is done to create a sense of urgency.

Now I will actually offer the solution, which is the Personal Training package that you have selected to pitch to them. "Well I think that my 36 session package is best for you, because it will help you reach your goal the quickest." Because you have pre programmed them to buy, they will automatically see this as the best solution for them.

From here you may see an objection, and as we have talked about before objections are easy to over come:

1: Repeat the objection back to them

2: Ask the objection as a question

3: Attack the objection with a statement that discounts the objection

Once they have finished objection or asking questions about the package I will jump straight in with my closing question. " Great lets get you started." I like to keep my closing line simple and positive, without using the words, money, or paper work. Once you deliver your closing line you must stay quiet and WAIT FOR THEIR RESPONSE, which should be a yes at this point.

Its that easy! The pitch should take between 5-10 minutes. But the trick is to practice and practice until you feel extremely confident.

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Sales Success: Use small commitments to sell personal training

2013-02-27T18:27:00.000-08:00

How can you increase the effectiveness of your closing question? Do you simply just ask the question, wait for a response, then tackle any objection that comes? There is a way to increase the prospects compliance and decrease the amount of objections. How do you do this? You can accomplish these two things by getting them to make a small commitment to you before you ask the closing question.

How does this work. Well imagine if I asked you a simple question "would you like an orange"? You might like oranges and say "No I don't want one right now. Or you could change the way that you ask the question, for example: "Do you like oranges?" To which the response will be yes. Now because they have agreed that they like oranges there is a shift in the way the person thinks and this change will be reflected in future interactions, causing them to be consistent with previous commitments. So now that they have committed to "liking" oranges you will ask them if they want an orange. This will increase the chance of them accepting the orange and at the same time will decrease the chance of making an objection like, I don't want it right now.

How can this be used in personal training. Well before you show them the available packages you would ask them a simple question like "you're committed to doing what it takes to reach your goals arn't you?" Now the way this question is phrased it accomplishes two things, first it makes them answer yes, and secondly it forces them to make a commitment. Next you will show them the packages and ask the closing question. If you do it right, the commitment they just made will cause them to be consistent with their new thinking and do whatever it takes to reach their goals, in this case that is buying a personal training package with you.

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Sales Success: Small tips to help you sell Personal Training

2013-02-24T17:29:00.001-08:00

When you pitch a sale what package do you show your prospective client first? Is there any science behind it, or can we just show them any package? There is detailed science behind this question that proves what works best, but ill skip ahead and just tell you what you need to know. When you are with your prospective client always pitch your most expensive product first. For example if you really want to sell them 36 personal training sessions, then why not first show them the 52 or 72 session package. If you show them the high dollar amount of a larger package like 72 sessions, when it comes time to show them the 36 session package they will think its a great deal. Now lets think about it in reverse, if you show them the price of a 12 session package and then the 36. How will that change their view of the price? The 36 session package will seem much more expensive.

This is a technique that is used across all different industries in order to increase sales. For example when you go to buy a suit they will not show you the add ons, like belts and shoes until after you agree to purchase the suit. The reason for this is that they know you will think $100 is expensive for shoes. But once you have spent $500-1000 on a new suit another $100 seems like peanuts. Give it a shot next time you are with a client, it just might make things easier for you.

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Sales Success: What are the 5 easy steps to sell personal training to anyone.

2013-02-20T16:33:00.001-08:00

I have attended many sales conferences and training seminars across all different industries. In this time I have noticed a few distinct similarities in sales, these similarities have made these businesses very successful. When you know the steps you can almost hypnotize your audience into buying whatever it is that you want to sell them. So what are the steps?

1: Link the client emotionally to your product. So in our case we are selling personal training, how can we link them to our product emotionally? We do this by talking about their goals.

Trainer: What is your main goal or focus in fitness?
Client: Well I want to lose 10 kilograms
T: Is there a time in the past that you were 10 Kilograms lighter?
C: Yes about 3 years ago
T: OK, how did you feel then?
C: I felt great I had more energy and was happier
T: OK, that's great I can help you with that, but how do you think you would feel if you did not reach your goal
C: Well I would fell the same way I do now, which is not good

2: Offer them some relief by telling them that its possible.

Trainer: OK, don't feel too bad I can help you by creating an easy to follow program that will ensure results let me show you

From here you will just explain to them how training and having a consistent diet will help them rapidly reach their goals. Since this is the service that you provide they will naturally link you up with the solution which is diet and exercise.

3. Show them the proof

Tell them about a few clients that have had the same experience and came out with great results. Tell them how they felt, looked, and how it changed their life. If you have pictures this is a great place to show them. Or if you have collected the training data outlined in our book "Personal Training Sales System" you can present it here.

4. Give them the solutions and options

This is where you actually show them the dollars and cents of what training packages are available. Offer them a few options, this allows them to feel as if they are in control of their destiny. Now they will link your solution or service with their need for relief from their own emotions. They will see your product as the best way to reach their goal and not have to feel "bad" because they did not lose the 10 Kilograms.

5. After you close the sale ask for referrals. Give them a chance to share this new product with their friends. This will also ensure that you have new prospects each week.

That's it, this is the exact sales plan that has helped millions of businesses and performers make buckets of money. Practice it often and it will become natural and it will not even feel like you are selling anymore.

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Sales Success: The 8 steps to approaching anyone in the gym to sell personal training

2013-02-09T22:20:00.001-08:00

If all you did was approach a new person in the gym each day you would increase your monthly wages by 30-40%. Everyone wants to make a lot of money, but many people are not willing to do the work necessary to make it. Approaching people in the gym is actually very simple, however there is a process that will ensure quality prospects. Here are my 8 steps:

1: Be in uniform and have a name tag on. This makes you look professional, and respectable. Also you will be better dressed than them in their gym attire which puts you into a position of authority which is perfect for sales.

2: Introduce yourself, your position, and the company you work for. This again makes you look credible and confident.

3: Ask them how their workout is going. The answer will give you an opening to show them a few things that they do not know about fitness.

4: Ask them about their goals, and ask them how their progress is going. This is so you can make sure they are on track or you can tell them how you can get them on track.

5: At this point I like to leave them with a piece of information. Teach them something they do not know about fitness. This will show them that you do have knowledge that can help them reach their goals.

6: At this point you will offer to show them the practical application of the information you have just given them. "Do you want me to show you how this works?, Great lets get you booked in for a free personal training session"

7: When they say yes offer them a choice of times. "Great would you like to come in on Monday or Tuesday? Giving a choice increases the chance that they will agree to book in. Then write the appointment on your card and give it to them as a reminder, and explain how the session will work and where to meet up.

8: Call the day before to confirm the appointment, this will increase the chances of them showing up.

That's it, very simple and it should only take about 5-10 minutes to get through the entire process. Try to approach 2 people each day until your client roster is full, then reduce to 1 person per day.

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Sales Success: Overcome objections when selling personal training!

2013-01-28T07:09:00.003-08:00

There is a saying in sales that every no gets you closer to a yes. But how can you turn those no's into an easy yes? The fitness industry has come along way in the last few years, we have gone away from the "old school" gyms and rusty weights that the public feared, to state of the art fitness facilities. During this time we have advanced our sales techniques tremendously as well. We now know that there are a specific series of steps necessary to guide people in their decision to buy our products. So what are these steps? How can you use them to build your business?

I call it leading the conversation, imagine now that you have already completed your free personal training session with the prospective client and have finished pitching your product to them. If you are like me you will see that at this point you will generally run into an objection such as "I want to think about it" or "I don't have enough money". Since these are the two most common objections I will demonstrate how to easily over come them by leading the conversation. The way this begins is that you will need to ask them leading questions in such a way that they are forced to say yes. These questions are more of a statement than they are a question. Here are a some examples of leading questions:

1. You are interested in health and fitness right?
2. You already thought about it before you came in today, didn't you?
3. You can afford a few dollars each day to reach your health and fitness goals, cant you?

By structuring your questions with words at the beginning or end of the sentence like, right, didn't you, isn't it, etc, you cause the client to immediately agree with you and answer yes. If you just simply say are you interested in health and fitness, they have the option of saying no. The reason this is so important is that they are more likely to say yes to future questions later in the sales process, like your closing question. This process works even better if you are able to get them to say yes three times or more before you pitch or Re pitch you product. Now that you are leading their thinking and you have them trained to say yes, you will switch gears to directly attack their objections. Here is how it works:

1. Repeat the objection back as a question
A. Just so its clear in my mind what is it that you need to think about?

2. Repeat there answer back to them
B. You think the product is too expensive.

3. Now you will directly challenge their thinking
C. The price of personal training is about the same cost as buying a cup of coffee each day, that's easily affordable isn't it?

4. At this point I will either ask a closing question, or I will offer a solution. This will depend on how they respond when you challenge their objection. A solution can come in the form of a discount, a smaller package or payment options. The next step is to ask the closing question.
D. Great lets get you started, or we do offer weekly payment plans here at the gym.

At this stage of the sales process information is the key to overcoming the objection. That is why we state the objections as a question and repeat it back to them. It forces them to give us extra information. Their first objection is usually a smoke screen covering up the real objection, and by getting more information we get the real objection and the information needed to effectively challenge it and close the sale. On average you will hear three objections before you close the sale, so don't ask the closing question to quickly go through each step repeating their objection back to them as many times as it takes until you feel that you have gotten the real objection. Once you are sure that you have the real objection attack it head on, I like to think of it as a negotiation process instead of trying to sell them. You have a product that they want, you are just trying to settle the terms of the deal. The final step is to ask a closing question, failing to ask for the sale is the number one reason people fail in sales. Come up with a couple lines that you are comfortable with, deploy them at the right time and you will amaze yourself with how easy the sales process will become.

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Sales Success: Track the numbers to sell personal training

2013-01-20T23:01:00.000-08:00

Henry Ford once said "If everything is moving together, success will take care of itself". Sales is a lot like this. If everything you do gets you closer to your goal of making a sale, you will be successful. Each day you should have a few goals in mind, try to generate 10 new leads each day. From those ten leads you will be able to book 1-3 appointments. Then you should be able to close 70% of these appointments. This means that you should be making a sale 2 out of every 3 working days. If you follow this strategy you will be wildly successful as a personal trainer and eventually you wont need to work as hard at sales because the leads will just flow to you naturally.

So how can you finds these ten leads each day? There are a few methods; offering free sessions to people at the gym, ask current clients for a referral, renewals, advertisements, and your personal network of friends and people you meet each day. Its a very simple process you must introduce yourself as a personal trainer, ask them about their goals, and then offer them a free personal training session. Every time I speak to someone they either know I am a personal trainer or I tell them I am. The next thing they say is what can I do about, weight loss, my diet, ETC. This gives you an opening to offer them a free session. Its actually so easy to create a lead that we normally do not realize we are doing it. This is where we make a mistake, we give them a card and tell them to call. This will not work, instead what you need to do is get their contact details and book them in for a free session. If they cannot book in then, you can call them later that same day to book them in. This method will work without fail, so give it a shot.

At this point, you have their contact info and they are coming in for a free session. Now you will just run them through the normal sale process that you have learned in our book "Personal Training Sales System" and you will close the sale. For more tips and trick visit us on facebook.

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Sales Success: The art of story telling to sell personal training

2013-01-13T15:24:00.000-08:00

How can you link someones emotions to a sale? A great way is to tell a story! Stories get people involved and get them to connect to what your selling. The way I like to do this is to talk about a previous clients experience and talk about their transformation and how it changed them and how they felt.

For example:
I used to train a client named Jane, when she started she was getting ready for a wedding and wanted to lose weight and look toned for her wedding day. We started out pretty slowly changing her diet and slowly introduced her to cardio and weight training. She started to love it and become more and more addicted, she felt empowered and started to take charge of her training. She came in on her days off of our training sessions to do cardio, and the results just got better and better. She had more energy and actually found that she was less tired during the day and was getting more accomplished. Not only did we achieve her goal, but we surpassed it. Everyone said on her wedding day that it was the best she had ever looked. But the best part was that she changed her lifestyle and has kept the weight off and still looks great today.

A short story like that will envoke the emotions of the person you talking to, so when you finally ask them about their goals their emotions will take over them and will make it easy for you to sell them. From here you are just putting them through the natural sales process:

1. Ask about their goals
2. Repeat them back
3. Offer the solution
4. Ask a closing question
5. Overcome any objections
6. Complete the sale

Learning to sell is a process, so remember to practice and keep trying new things. For more tips come and check out our facebook page.

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Sales Success: The steps to selling personal training

2013-01-01T01:43:00.003-08:00

Sales is just like fitness you need to follow certain steps and stay consistent with it in order to see results. There is a saying "Small tweaks create massive change", so what tweaks do you need as a sales person? I am going to outline a simple step by step pattern that you can use to sell anything to anyone.

1. Link their emotions to the product or service

2. Offer a solution

3. Get the client to agree with you

4. Help them justify the purchase

5. Close the sale

Now how can you accomplish these steps? Emotions are easy, you can simple ask them about their goals and continue to ask questions probing deeper which will make them feel more emotional about the goals and ultimately the product. Once you have achieved this you will offer the solutions such as " I've designed many programs to help people lose 10 pounds. Now this is the point where you will begin to phase your questions in a way them makes them respond yes to everything you say. For example, those are the kinds of results your looking for right? Get them agreeing with you so that later when you ask for the sale they are already programmed to say YES. At this point I help them justify the purchase in their own mind. I will do this by saying anything that they may already be saying in their own head in order to convince themselves to buy. " You deserve to look and feel better, this will be a great purchase for you". You may hear them say yeah I do deserve it. This is where you ask the closing question. "great lets get you started".

This process is so simple yet it will work over and over again. For more tips come and visit our facebook page.

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Sales Success: Main Objection I don't have enough money for personal training

2012-12-23T07:18:00.002-08:00

What do you say to people when they say they just don't have enough money for a trainer? In my experience most people will not say anything to this they will accept that as a final answer. However this is just the start of the negotiation process. You want to get a decent sized commitment or sale from this client and they want to get a great deal. So what are the steps to meet the client in the middle and get the sale?

Its actually quite an easy process, in my last post I went through the steps to working through an objection and to close the sale. So today I want to explain to you how to find the real objection, and when to start the process to overcome the objection.

First you need to make sure that you have gotten ride of all possible objections before you present the product. This is done by asking leading questions before the sale, this will be things like, do you live close to the gym? How often will you be exercising? When you ask these questions among many others, you eliminate simple objections like, I do not have enough time.

Second you want to ask what their needs are, and then present a solution. So ask them what their goals are and then when you go to present them your product you can talk about all the reasons why your product will help them reach their goal.

Now the last part this is where the big objection will come out and by now you have shown them your product. It's time for you to ask the closing question and close the sale.

Trainer: "I recommend this package for you, it will help you lose 10 pounds in 6 weeks, now that's exactly what you wanted isn't it?
Client: Yes it is
T: Great lets get you started

If you do not follow these steps you risk being pushy when it comes time to overcome the objection. Walking your client slowly through the steps makes it feel easy and natural and like they are getting exactly what they need.

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Sales success: What do you say, when they say "I want to think about it"

2012-12-15T18:03:00.003-08:00

If you are like me you will have had many people say to you "I just want to think about it". So what can you say to these people? Let's back up a bit, first I will explain to you that this is just a smoke screen covering up their real objection. They may not even know what their objection is yet. So its your job to pull the objection out of them by breaking through this barrier.

Here is an exact script that you can follow to get past this objection

Client "I just want to think about it

Trainer "Just so its clear in my mind what is it that you want to think about

Client "I don't have enough money

At this point the client will come back with the real objection it could be anything, I have chosen to put in the most common which generally involves money. When the objection comes out the first thing you want to do is repeat it to them, they will give you more information.

Trainer "so you think its too expensive?"

Client "Yes, I don't have $2,450 to spend right now on the package you have suggested for me

Trainer "oh that's easy we have starter packages available for $699, lets get you started."

Client "Yeah I can do that"

The problem in most sales is that we give up too early, this may just be a simple example yet from experience I will tell you that most objections can be overcome this simply. Usually its our fear getting in the way preventing us from asking a couple more questions and ultimately getting the sale. Always remember these simple rules.

1. Ask a question about their objection

2. Repeat there answer back to them in the form of a question

3. Listen to what they say and find a solution

4. Offer this solution

5. Ask a closing question again

Remember that they do want your services otherwise they would not be sitting down talking with you.So just be patient with them and allow the sale to unfold naturally. If you use this method correctly your closing percentage will increase dramatically.

Follow the link below to purchase our book and become a master at selling personal training

Book: Personal Training Sales System

Kindle Ebook

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Sales Success: Something for nothing

2012-12-09T07:05:00.002-08:00

One of the best strategies in selling personal training is giving away a free session. In our book "Personal Training Sales System" we outline the process to use a free session to close a sale. You can actually use it to overcome the clients objections without them knowing. I have created a five step plan for ensuring that your free session will yield you sales.

1. Make the potential client admit the workout is hard
2. Make the client sweat
3. Make the client give up or fail on an exercise
4. Make sure they leave tired
5. The shock effect - Body analysis

Why do these five steps work so well? It breaks down the clients beliefs about personal trainers and pt sessions. You need to prove to them that you will work them harder and more efficiently then they can themselves.This is the reason they will buy. Also what I call the "shock effect" will increase your chances of closing the sale. Once they see their body analysis and find out exactly how out of shape they are it is a reality check and they realize they need to do something about it now. Use these five steps in your free sessions and you will imdeiatly see an improvement in your closing percentage.

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Sasles Success: Our clients need us more than we need them

2012-12-01T05:11:00.001-08:00

How many clients do you have that after a few months of training or maybe a few weeks have achieved a great result and now have great improvements in their life? During my career as a personal trainer I had many clients that held me personally responsible for the improvements in their life. While it can be a rewarding experience and it does feel great, imagine how great these new changes feel for your clients. This leads me to my next point our clients need us more than we need them. I stress how important the sales process is but it does not matter if you do not believe in your own product. Knowing that you will improve the lives of your clients will give you the confidence necessary to sell them. In our book "Personal Training Sales System" we outline exactly how you can use these success stories to sell, and to promote your personal training business.

The client is the one with the questions and the problems, you are the one with the solutions and the answers. Take the time to get to know them and what their needs are and then offer a solution. The more time you spend building rapport with the client the easier it is to close a sale. Although many people need a nudge in the direction of buying, its much easier to do this once you have built rapport with them.

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Sales Success: The confirmation call

2012-11-25T03:15:00.001-08:00

Time and time again I have been in the office and asked my fellow sales staff "how many prospects do you have coming in today?" When I asked this questions I would get a definite number of people they expected to arrive for appointments. But when I asked my next question "How many have you confirmed?" The answers were very uncertain. This is one of the most important aspects of the sales process, many people actually just forget about the appointment especially if a few days have passed since you last spoke with them. Usually around 9 or 10 AM I will call all my prospects to confirm that they will be coming in. "Hey Joe, I just wanted to call and confirm your appointment with me for 12:00 today are you still available?" This should be an easy call but I find that many people are afraid to actually do it, however its the only chance you have to increase the likelihood that they will show up.

Remember to always do everything with your best quality. You do not just want to go out and generate leads and then only give a small amount off effort for the rest of the sales process. Make sure to do each step in our book "Personal Training Sales System"with diligence. Your clients will see the extra effort that you put in and your professionalism will lead to more sales through renewals and referrals which are two sales gold mines.

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Sales Success: What do people really mean when they say no!

2012-11-16T22:39:00.000-08:00

What do people mean when they say no? This is a common answer when you ask someone for the sale. But as I have said before it can take up to 7 no's before the person will agree to buy. Usually when someone responds with a no, it means you have not overcome all of their objections. They can be very simple and small things like, they dont think they have enough time or money. Do not let this discourage you, just restart the sales process. Ask another question to pull the objection out. One of my favourites was "just so its clear in my mind why is it that you do not want to start a fitness program today?" The reason I use this question most often is because it does two things for me. Firstly I say "today" at the end of the question because I want to pre frame the client into thinking in terms of whats happening now, which gives me a better chance to close today. Secondly its a non invasive question you are just asking for them to clarify their earlier answer.

In many cases you will hear their objection come out. Its too much money, I dont have enough time or many others. At this point you can use any one of the lines from our Book "Personal Training Sales System". My favourite is the line I use when people say "its too expensive", I respond by saying "would you like a new body today or would you like to come back when you have more money?" Its a call to action, and its gets people to think that they can actually make room in their budget to have what they really want, this happens to be a fit and healthy body.

In our book "Personal Training Sales System" I outline a step by step system that pulls out all the prospective clients before you start selling. This makes the sales process much easier and very smooth. Even a beginner can have success with our system and not feel as though they are selling people. For more sales tipes come check us out on Facebook!

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Sales Success: Follow through and Follow up!

2012-11-10T23:09:00.005-08:00

The biggest mistake that people make in sales is that they never follow through. Its hard enough to go out there and find potential clients, you cannot let the sales process break down. Sales is just like our own personal fitness success, its the little things that add up to huge changes. Each step that you put a client through in our sales system will produce the ultimate goal of you retaining another client and them reaching major goals in their lives. Many people will not be able to book in for a free session the first time you call them. This does not mean to stop calling, you must call again and again. Ive had clients that I have called for up to three months before they came in for a free session. Starting a fitness program with a personal trainer can be a big decision for some people and they may need to organize a few things in their life before they can commit themselves. Do not give up on them, they could end up being some of your best clients.

I will always call a client until they stop answering the phone. This may sound very aggressive but sometimes people need to be pushed into things that are good for them. How aggressive were your parents when they tried to make you eat your vegetables? Once they stop answering my calls I then will try calling at different times. Ill do a morning, afternoon, evening, and then a weekend call. On the fourth call ill leave a voice mail and follow that up with an email. If they do not want you to contact them they will tell you flat out. If I finally do get them on the phone ill ask a very simple question. Hey "Joe" I was just calling to see if your still interested in health and fitness? This question will come as a shock to them, of course they are interested in health and fitness. OK, Great lets get you booked in!

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