How to pre close a sale
Pre closing a sale is one of the best ways to over come objections before the client brings them up during the sales process. How is this done? There are a series of leading questions similar to those that we ask during the free personal training session, that help to weed out objections. These questions are also used to qualify your buyers so you don't waste time with clients who are not in the position to buy. So what are these question?
1. Have you worked with a personal trainer before?
The answer to this question will tell you if they have a trainer currently, and how they feel about personal training. Knowing this allows you to change their mind before you try to sell them.
2. Ask why they have, or have not worked with a trainer. This again will tell you things like, price objections, results objections and many others we have discussed earlier. Take this chance to reason with them, and get them thinking your way.
3. Do you live or work near the gym? People will be less likely to buy if the gym is not convenient for them. So make sure it fits into their schedule.
4. What time during the day do you want to workout, morning, afternoon, evening? Does your schedule work with theirs? Maybe you will need to refer them to another trainer or add them to a group session.
5. Would their spouse be interested in a free session? This will let you know how involved their spouse, girl/boy friend is involved in the decision to make a purchase.
6. Where do you get your fitness information from now? Do they get it online or a magazine? You can show them why a personal trainer is the best way to get fitness information.
7. Do you keep a workout journal or track your results? This will let you know how they are doing on their own, and if they are getting results. From the answers you get you will be able to talk about the most valuable part of your service. Tracking results, and explain why that has made everyone successful.
The answers to these questions will give you an insight into the types of objections you will need to overcome. So now you will have the time to prepare for these objections. Also because you are engaging them in open dialogue you are able to overcome these objections without the client feeling the pressure to buy. You are also learning more about the client which gives you more knowledge when it comes time to over come objections and close the sale.
When should you ask these questions? I always try to ask them randomly throughout the first two free sessions. This is when the client will be most relaxed and you will get the best answers. You want to ask them in a friendly manor, not like you are trying to interview them. Asking questions like your interviewing them only makes your client feel uncomfortable and reduces your chances of making a sale.
Like all the other skills you will improve with repetition. So practice until you feel comfortable and it will help improve your closing percentage.
Check back as I keep releasing skills and techniques for you to try. By now you should be starting to see I have a sales process I use to increase my sales. It can work for you also. Check back when my book "The step by step guide to selling personal fitness training" releases, to learn my advanced techniques and really grow your pay cheque.
Friday, October 28, 2011
Tuesday, October 25, 2011
10 ways to ask your personal training clients to buy
How to ask for the sale
This is another spot where people let their fear get in the way. I have seen many trainers in my day fail to ask for the sale and sit there and wait for the client to ask to buy. It is so rare that the client will ask to buy. Our society has taught us to wait for someone to ask us to buy. Consider this, when you are in a corner store the clerk will ask "do you need help finding anything" or did you find everything ok. That is there version of a closing question. When we go to a clothing store, the clerk will ask "can I start a change room for you?" Everywhere we go we are asked simple closing questions and we have come to expect them. But what is even more of a phenomenon is that many buyers will wait for the question before they decide to buy. Buyers need closing questions to help make their decision to buy.
Closing questions can be very simple, and sometimes they are not questions at all. They can just be a simple statement. below are some main closing "lines" I have seen used effectively:
1. Would you like to start today
2. Ok, let's get you started then
3. Does that work for you.... Great let's start the paper work
4. Ok let's do the paper work and get you booked in for your next section
5. Did you have any other questions, or do you just want to get started
6. Which package will work for you
7. Would you like "x" package or "y" package
8. It sounds like "x" package will work for you, so let's get you started
9. It looks like we have everything figured out, I'll get the paper work
10. I'm really excited for you, let's finish the paper work so I can book you in
You will see all of these lines are very similar. None mention a purchase. They are just simple, none aggressive nudges towards buying. What you need to remember is at this point when you ask your sales question you need to have overcome all objections. If you have not, once you ask for the sale another objection will pop up. If it does, the process is very simple. Attack the objection with the knowledge you have of the client, reason with them to show them why there objection is invalid. Then ask a different closing question. The key is to keep asking for the sale, assume they want to buy. This should feel more like a negotiating process than a sale.
After you ask the closing question, you need to stay completely silent. There is an old saying in sales "He who talks first loses". So after you ask for the sale shut up, until the client talks or asks a question. Usually after I ask the closing question, I grab the personal training contract and a pen and push it across the desk. Always assume the sale, and always stay silent!
Now from here you want to remember not to talk yourself out of the sale. Only answer questions that are asked. You should have given the client all the info they need during the sales presentation, so don't keep talking and confuse them. After they sign the contract grab the page and read the contract to them highlight all the important points. You do not want to be left with an angry client because they were not educated about the terms of purchase. Also remember to give them a photocopy of any paper work associated with the sale and your business card, shake their hand and congratulate them on their decision.
Once the paper work Is done book them in for the next session, they have just made a big purchase and are leaving the gym with nothing but a receipt. So you want to make them feel as if they have something tangible, like an appointment. The day before the session call to confirm the appointment and tell them your excited to get started. Follow up is so important after a sale, they are going to tell all their friends about their new purchase so you want the story of the purchase to be a good one. Later on I will write about how to ask your clients for referrals. So having a positive image of you in their friends minds is a great first step in the eventual referral process.
So to recap the steps in asking for a sale are listed below:
1. Make sure you have overcome all objections
2. Assume the sale, assume they want to buy
3. Ask a simple sales question
4. Stay silent after the sales question, waiting for them to speak first
5. Hand them a pen and the paper work after the closing question
6. Explain the contract to them
7. Give them a copy of the contract, and congratulate them on their decision
8. Book them in for the next session
9. Call to confirm the next appointment.
It's very easy, practice this with coworkers or friends until it feels natural. Then watch your sales grow.
If these posts are helping you increase your sales. Then check back, my book " the step by step guide to selling personal fitness training" is about to release and it will have all the tools, scripts, and charts needed to make you a master sales person.
Train Hard
Jared Roy
This is another spot where people let their fear get in the way. I have seen many trainers in my day fail to ask for the sale and sit there and wait for the client to ask to buy. It is so rare that the client will ask to buy. Our society has taught us to wait for someone to ask us to buy. Consider this, when you are in a corner store the clerk will ask "do you need help finding anything" or did you find everything ok. That is there version of a closing question. When we go to a clothing store, the clerk will ask "can I start a change room for you?" Everywhere we go we are asked simple closing questions and we have come to expect them. But what is even more of a phenomenon is that many buyers will wait for the question before they decide to buy. Buyers need closing questions to help make their decision to buy.
Closing questions can be very simple, and sometimes they are not questions at all. They can just be a simple statement. below are some main closing "lines" I have seen used effectively:
1. Would you like to start today
2. Ok, let's get you started then
3. Does that work for you.... Great let's start the paper work
4. Ok let's do the paper work and get you booked in for your next section
5. Did you have any other questions, or do you just want to get started
6. Which package will work for you
7. Would you like "x" package or "y" package
8. It sounds like "x" package will work for you, so let's get you started
9. It looks like we have everything figured out, I'll get the paper work
10. I'm really excited for you, let's finish the paper work so I can book you in
You will see all of these lines are very similar. None mention a purchase. They are just simple, none aggressive nudges towards buying. What you need to remember is at this point when you ask your sales question you need to have overcome all objections. If you have not, once you ask for the sale another objection will pop up. If it does, the process is very simple. Attack the objection with the knowledge you have of the client, reason with them to show them why there objection is invalid. Then ask a different closing question. The key is to keep asking for the sale, assume they want to buy. This should feel more like a negotiating process than a sale.
After you ask the closing question, you need to stay completely silent. There is an old saying in sales "He who talks first loses". So after you ask for the sale shut up, until the client talks or asks a question. Usually after I ask the closing question, I grab the personal training contract and a pen and push it across the desk. Always assume the sale, and always stay silent!
Now from here you want to remember not to talk yourself out of the sale. Only answer questions that are asked. You should have given the client all the info they need during the sales presentation, so don't keep talking and confuse them. After they sign the contract grab the page and read the contract to them highlight all the important points. You do not want to be left with an angry client because they were not educated about the terms of purchase. Also remember to give them a photocopy of any paper work associated with the sale and your business card, shake their hand and congratulate them on their decision.
Once the paper work Is done book them in for the next session, they have just made a big purchase and are leaving the gym with nothing but a receipt. So you want to make them feel as if they have something tangible, like an appointment. The day before the session call to confirm the appointment and tell them your excited to get started. Follow up is so important after a sale, they are going to tell all their friends about their new purchase so you want the story of the purchase to be a good one. Later on I will write about how to ask your clients for referrals. So having a positive image of you in their friends minds is a great first step in the eventual referral process.
So to recap the steps in asking for a sale are listed below:
1. Make sure you have overcome all objections
2. Assume the sale, assume they want to buy
3. Ask a simple sales question
4. Stay silent after the sales question, waiting for them to speak first
5. Hand them a pen and the paper work after the closing question
6. Explain the contract to them
7. Give them a copy of the contract, and congratulate them on their decision
8. Book them in for the next session
9. Call to confirm the next appointment.
It's very easy, practice this with coworkers or friends until it feels natural. Then watch your sales grow.
If these posts are helping you increase your sales. Then check back, my book " the step by step guide to selling personal fitness training" is about to release and it will have all the tools, scripts, and charts needed to make you a master sales person.
Train Hard
Jared Roy
Saturday, October 22, 2011
7 main objections and ways to overcome them when selling personal training
Main objections and how to overcome them.
In this post I will discuss the main objections you hear when you are trying to sell personal training. But I will tell you right now everything comes down to money. All other objections are just a disguise for the consumer not wanting to spend their hard earned cash. This is why we need to spend the time getting to know our clients during the free sessions. It allows us to extract information from those sessions, that we can later use to break through their objections.
So what are the main objections and how can you break through them? I will list the most common below and tell you ways to overcome them. But remember the real key to overcoming objections is practice, and having the confidence to attack the objection. If you always just allow the client to walk away after the first objection you will always fail in sales. In my experience the client will usually object 3 times before your able to close the sale. This is why you want to get all of the objections out of the way during your presentation before you ask your closing question.
Now in the last post I told you the client would object when you first present price. Now you need to remember they may not always give you a price related objection at this junction. It may be something like "I am not sure I have the time". This is where you will use your knowledge you gained during the personal training session to overcome these simple objections. For example. "Well you said that your work or home is close to the gym and you have already made it here twice. So I am sure you can schedule time for yourself to come again". This of course is only one example but it should show you what I mean when I say use your knowledge of them against them to break the objections. They cannot argue with something they have already said or done, so you will always win the battle with these little objections. Remember it's not about whether they have time it's about them not wanting to spend money.
So what are the objections:
I don't have enough time!
1. Well you have already made it here I am sure you can come again. If you did not think you could come, you would have not made the time to come today.
2. I am sure that your health is important to you, so you see the benefits of making time for yourself and your wellness needs.
3. How much time do you watch tv, I'm sure you can spend some of that time at the gym.
4. You were working out when I saw you, exercise is already is already in your schedule. Having a trainer does not increase your time commitment.
I think I am doing ok on my own!
1. Really let's look at your body analysis again, what's your plan to change that.
2. The best athletes in the world have coaches and personal trainers. Even the top athletes In the world need help.
3. Ok so what's your plan to reach your goals. (when they have no answer, or answer wrong) you say see thats not gonna get you to your goal.
4. You told me earlier you have been overweight for years. Is that doing ok on your own? Or can we change that today?
Can't I just get the same info online, or in a magazine!
1. Yes! But haven't you already done that? How did it work?
2. The difference between a magazine and personal training is the personal part. I have a goal to meet, that does not involve selling magazines.
3. Do you remember back to our session when I showed you the exercises you were doing incorrectly, where did you learn those?
4. Do you know how many north Americans are overweight? 67%, do you know how many magazine subscriptions are sold?
What if I don't get results?
1. Are you already thinking about not following the plan i make for you?
2. Are you asking because plans have failed for you before?
3. I'll be honest, some people have failed. But those were the people that were not dedicated to their goals and their health. Let me ask you, how dedicated are you to your wellness goals?
4. Are you already giving up? This is why I am here to make sure you get results.
I need to talk to my spouse!
1. If your spouse is like mine, they already know your here, and you've already discussed your wellness goals. Why wait when we can start today?
2. Are you able to make small purchases without discussing it with your partner? Well this is only a few dollars a day.
3. I wouldn't, don't tell them at all. Surprise them with a great body, it will encourage them to do the same.
4. Is this something you want to do for yourself? Great has your spouse ever stood in your way before? Let's get started!
I need to think about it!
1. What do you need to think about, let me get you all the info you need to think!
2. How long have you been thinking about reaching this "goal", let's not delay anymore. Let's start today!
3. Let's think about it now, what don't you like. The gym, me, the training, or the price.
4. If it was free, would you take it? So the problem is the price?
So as I mentioned before all of these objections boil down to price, so I have saved that objection for last it is the hardest yet simplest to overcome. Essentially you are just reasoning with the client here. Bargaining to find a package and price plan that will work for them.
It's too expensive!
1. When you think about it, it's the price of coffee each day. Can you come up with that much each day?
2. Is there an unhealthy habit you can remove from your life to make room for your wellness goals?
3. How much do you spend going to the bar each week? Can you stay home one night a week, so you can afford your wellness goals.
4. You know what, you deserve this. I am sure you work hard everyday and it would be nice to treat yourself. Do it!
5. How much can you afford, I can make a package to suit your finical needs.
6. What's $xx off of your pay check?
7. There is always a reason not to spend money, there is no reason good enough that should prevent you from reaching your goals and being healthy. Let's get started!
8. Do you want to come back in a year when you have more money. Or do you want a better body now?
9. How much is your health worth to you?
10. Do you always let money stop you from getting what you want? Let's change that today!
I've given you ten statements to help over come price because it's such a huge objection. But it's very easy to overcome. Always have two or three of these statements in your pocket so your ready to strike one they lay out the objection.
The steps to overcoming an objection are also very simple. They object, you will give them a pre written statement from above. They either object again and you repeat the process, or they eventually stop objecting. Remember most people will object 3 times so be ready. Once you have overcome all objections it's now time to ask for the sale. We will handle this in the next chapter when I discuss how to create your own way to ask for the sale.
If you find these post valuable. Keep checking back. I have many more tips and tricks to come. My book the step by step guide to selling personal fitness training is coming soon. It will contain scripts and charts to help you become successful.
Train hard
Jared Roy
In this post I will discuss the main objections you hear when you are trying to sell personal training. But I will tell you right now everything comes down to money. All other objections are just a disguise for the consumer not wanting to spend their hard earned cash. This is why we need to spend the time getting to know our clients during the free sessions. It allows us to extract information from those sessions, that we can later use to break through their objections.
So what are the main objections and how can you break through them? I will list the most common below and tell you ways to overcome them. But remember the real key to overcoming objections is practice, and having the confidence to attack the objection. If you always just allow the client to walk away after the first objection you will always fail in sales. In my experience the client will usually object 3 times before your able to close the sale. This is why you want to get all of the objections out of the way during your presentation before you ask your closing question.
Now in the last post I told you the client would object when you first present price. Now you need to remember they may not always give you a price related objection at this junction. It may be something like "I am not sure I have the time". This is where you will use your knowledge you gained during the personal training session to overcome these simple objections. For example. "Well you said that your work or home is close to the gym and you have already made it here twice. So I am sure you can schedule time for yourself to come again". This of course is only one example but it should show you what I mean when I say use your knowledge of them against them to break the objections. They cannot argue with something they have already said or done, so you will always win the battle with these little objections. Remember it's not about whether they have time it's about them not wanting to spend money.
So what are the objections:
I don't have enough time!
1. Well you have already made it here I am sure you can come again. If you did not think you could come, you would have not made the time to come today.
2. I am sure that your health is important to you, so you see the benefits of making time for yourself and your wellness needs.
3. How much time do you watch tv, I'm sure you can spend some of that time at the gym.
4. You were working out when I saw you, exercise is already is already in your schedule. Having a trainer does not increase your time commitment.
I think I am doing ok on my own!
1. Really let's look at your body analysis again, what's your plan to change that.
2. The best athletes in the world have coaches and personal trainers. Even the top athletes In the world need help.
3. Ok so what's your plan to reach your goals. (when they have no answer, or answer wrong) you say see thats not gonna get you to your goal.
4. You told me earlier you have been overweight for years. Is that doing ok on your own? Or can we change that today?
Can't I just get the same info online, or in a magazine!
1. Yes! But haven't you already done that? How did it work?
2. The difference between a magazine and personal training is the personal part. I have a goal to meet, that does not involve selling magazines.
3. Do you remember back to our session when I showed you the exercises you were doing incorrectly, where did you learn those?
4. Do you know how many north Americans are overweight? 67%, do you know how many magazine subscriptions are sold?
What if I don't get results?
1. Are you already thinking about not following the plan i make for you?
2. Are you asking because plans have failed for you before?
3. I'll be honest, some people have failed. But those were the people that were not dedicated to their goals and their health. Let me ask you, how dedicated are you to your wellness goals?
4. Are you already giving up? This is why I am here to make sure you get results.
I need to talk to my spouse!
1. If your spouse is like mine, they already know your here, and you've already discussed your wellness goals. Why wait when we can start today?
2. Are you able to make small purchases without discussing it with your partner? Well this is only a few dollars a day.
3. I wouldn't, don't tell them at all. Surprise them with a great body, it will encourage them to do the same.
4. Is this something you want to do for yourself? Great has your spouse ever stood in your way before? Let's get started!
I need to think about it!
1. What do you need to think about, let me get you all the info you need to think!
2. How long have you been thinking about reaching this "goal", let's not delay anymore. Let's start today!
3. Let's think about it now, what don't you like. The gym, me, the training, or the price.
4. If it was free, would you take it? So the problem is the price?
So as I mentioned before all of these objections boil down to price, so I have saved that objection for last it is the hardest yet simplest to overcome. Essentially you are just reasoning with the client here. Bargaining to find a package and price plan that will work for them.
It's too expensive!
1. When you think about it, it's the price of coffee each day. Can you come up with that much each day?
2. Is there an unhealthy habit you can remove from your life to make room for your wellness goals?
3. How much do you spend going to the bar each week? Can you stay home one night a week, so you can afford your wellness goals.
4. You know what, you deserve this. I am sure you work hard everyday and it would be nice to treat yourself. Do it!
5. How much can you afford, I can make a package to suit your finical needs.
6. What's $xx off of your pay check?
7. There is always a reason not to spend money, there is no reason good enough that should prevent you from reaching your goals and being healthy. Let's get started!
8. Do you want to come back in a year when you have more money. Or do you want a better body now?
9. How much is your health worth to you?
10. Do you always let money stop you from getting what you want? Let's change that today!
I've given you ten statements to help over come price because it's such a huge objection. But it's very easy to overcome. Always have two or three of these statements in your pocket so your ready to strike one they lay out the objection.
The steps to overcoming an objection are also very simple. They object, you will give them a pre written statement from above. They either object again and you repeat the process, or they eventually stop objecting. Remember most people will object 3 times so be ready. Once you have overcome all objections it's now time to ask for the sale. We will handle this in the next chapter when I discuss how to create your own way to ask for the sale.
If you find these post valuable. Keep checking back. I have many more tips and tricks to come. My book the step by step guide to selling personal fitness training is coming soon. It will contain scripts and charts to help you become successful.
Train hard
Jared Roy
Wednesday, October 19, 2011
How to make a personal training sales pitch
How to pitch your product
There are three methods I like to use to pitch my product. 1. Visual representation in the form of a before and after picture book. 2. Statistics gathered from all other clients to show prospective clients what they can expect to achieve with you. 3. Price presentation this is the least effective but if your new you have no other option.
Pitch 1: visual representation
First of all you need to build up your portfolio. This is done by taking a picture of your client each month. Then eventually you will have a good and a bad picture of all of your clients. You can add this to your portfolio. Make sure to write down the weight, body fat percentage, and date on each picture. This will work even better if you have your client write out a short paragraph about their changes. These paragraphs can be very heart warming and will usually do the selling for you. Remember to always ask permission to use the pictures and not to use your clients full name in any of the pictures.
Pitch 2: statistics
This is actually my favorite because it gives a more accurate description of what your client will receive because the results will be averaged between all your good and bad clients. I use this as a selling feature. " these are the average results, if you work hard you can beat them". In a later chapter I will explain. How I collect my statistics and provide charts to use to collect the data. The basic idea is that you will use your clients monthly data and average it across all your clients. This will then give you average fat loss, muscle gain, and body fat percentage.
Pitch 3: price
You will simply show the, the available packages. (10,20,30- 12,24,36) however you choose to bundle your packages. Show the price of each and if you offer financing you can show them these options as well.
Now remember back to the data you collected and the questions you asked during the sessions. This is where you will get the information to pitch a package to them. You will use this information to choose what plan to recommend, you will also use the information to overcome all objections. Once you start this process you need to assume they are going to buy act like they have already bought. Act like a professional you know what they need, they know they need it now your just entering negotiations. They don't want to spend alot, and you want them to buy big and you need to meet in the middle. Here is how I start.
T: you told me you wanted to lose 10 pounds and your body analysis says you need to lose about 20. Would you like a program for 10 or 20 pounds of weight loss?
C: for 20 pounds.
T: ok well according to the results I showed you from my other clients it will take 36 sessions to reach the goal. (show them the calculation using the statistics)
Or
It will take about 36 sessions to reach that goal
T: the price for this is $xxxx or $xx per month. If your gym offers financing I always opt out to show the financing price only.
This is where the client will make the first objection, we will go over these in another chapter. but you can see how easy it is to pitch your product. The more you do it and the more data you have to show them like statistics and before and after books the better your closing percentage will be.
For more scripts and ideas on how to pitch personal training sales. Check back for the release of my book. "The step by step guide to personal fitness training sales".
Jared Roy!
There are three methods I like to use to pitch my product. 1. Visual representation in the form of a before and after picture book. 2. Statistics gathered from all other clients to show prospective clients what they can expect to achieve with you. 3. Price presentation this is the least effective but if your new you have no other option.
Pitch 1: visual representation
First of all you need to build up your portfolio. This is done by taking a picture of your client each month. Then eventually you will have a good and a bad picture of all of your clients. You can add this to your portfolio. Make sure to write down the weight, body fat percentage, and date on each picture. This will work even better if you have your client write out a short paragraph about their changes. These paragraphs can be very heart warming and will usually do the selling for you. Remember to always ask permission to use the pictures and not to use your clients full name in any of the pictures.
Pitch 2: statistics
This is actually my favorite because it gives a more accurate description of what your client will receive because the results will be averaged between all your good and bad clients. I use this as a selling feature. " these are the average results, if you work hard you can beat them". In a later chapter I will explain. How I collect my statistics and provide charts to use to collect the data. The basic idea is that you will use your clients monthly data and average it across all your clients. This will then give you average fat loss, muscle gain, and body fat percentage.
Pitch 3: price
You will simply show the, the available packages. (10,20,30- 12,24,36) however you choose to bundle your packages. Show the price of each and if you offer financing you can show them these options as well.
Now remember back to the data you collected and the questions you asked during the sessions. This is where you will get the information to pitch a package to them. You will use this information to choose what plan to recommend, you will also use the information to overcome all objections. Once you start this process you need to assume they are going to buy act like they have already bought. Act like a professional you know what they need, they know they need it now your just entering negotiations. They don't want to spend alot, and you want them to buy big and you need to meet in the middle. Here is how I start.
T: you told me you wanted to lose 10 pounds and your body analysis says you need to lose about 20. Would you like a program for 10 or 20 pounds of weight loss?
C: for 20 pounds.
T: ok well according to the results I showed you from my other clients it will take 36 sessions to reach the goal. (show them the calculation using the statistics)
Or
It will take about 36 sessions to reach that goal
T: the price for this is $xxxx or $xx per month. If your gym offers financing I always opt out to show the financing price only.
This is where the client will make the first objection, we will go over these in another chapter. but you can see how easy it is to pitch your product. The more you do it and the more data you have to show them like statistics and before and after books the better your closing percentage will be.
For more scripts and ideas on how to pitch personal training sales. Check back for the release of my book. "The step by step guide to personal fitness training sales".
Jared Roy!
Tuesday, October 11, 2011
How to transition from a free personal training session to the sales pitch
This is a extremely valuable skill this is where the sales process normally breaks down. Because now the free session is over and they have no reason to stay and listen to you. But if you never ask for a minute of their time, you never have the chance to make a sale. You have already done so much work. So don't let your fear stop you here. What you need to do is create a transition question that sounds simple, easy, and feels natural for you.
Sometimes the client has made it easier for you, they have already asked for your prices and you have told them to wait until later. Now is the time to bring the subject up again. In this case I normally say " let's take two minutes and I'll show you what packages I recommend for you". Phrasing the question in this manor accomplishes 2 things. First it let's them know it will be short, they are tired and most likely busy so they will want to leave quickly. Secondly it let's them know you actually have a recommendation, which people love because it makes them feel special and like there is already a product that suits there needs.
Now if the client has not asked about your pricing I formulate my question just a bit differently. You need to remember this person has shown up twice in their busy schedule to have a personal training session with you. Which means they already value your service. If they were not interested in buying they would not show up for the second session. So I change the transition question slightly to this. Lets take 2 minutes and I'll show you what packages the gym has available for you. Once again the question let's them know it will be quick and easy. Even better I feel comfortable saying it which makes me appear confident, and as I have mentioned before confidence helps close sales.
Now on the walk to the office you need to continue the conversation. Don't talk about the packages or start trying to sell them. Talk about anything else, like what your doing after work or on the weekend it does not matter just keep them talking. If your silent the entire time it makes the client uncomfortable and begins to reduce your rapport. Also never try to sell on the gym floor always have an office you can use. It makes things seems more professional and also sets the buying atmosphere. When you try to sell on the gym floor it's such an informal set up it actually decreases your chances of selling. Being in an office will also give you access to a calculator, paper and any other tools you may need to close the deal.
That's it! It's very simple and very quick I will outline the steps below. Remember practice, practice, practice.
1. After free session as the transition question. "let's take two minutes and I'll show you the packages available for you"
2. Keep talking on the way to the office. Talk about anything other than the sale.
3. Never try to sell on the gym floor, people are less likely to buy on the gym floor.
4. Go to an office that is well equipped with paper, pens, and anything else you may need to close the deal.
If these tips are helping you remember to check back, as I post new tips every few days from my book "the step by step guide to selling personal fitness training".
Train hard
Jared Roy
Sunday, October 9, 2011
How to structure your free personal training session to increase sales
It's not enough to just give a prospective client a free session. You need to use it as a sales tool. It is an advertisement of your skills, in the same way a giant billboard is for McDonalds. It is also your chance to extract useful information to then use in the sales process later. Every question you ask will give you information about the client that can then be used to close the sale later on. There is also a formula that I use for the free session which I will describe below.
1: You need to make sure they sweat, most people do not sweat during their workouts. Yet everyone sees sweating as a sign that they worked hard.
2: You need to make sure they leave tired. If they are tired when they leave they will also think they have worked harder than they normally do. Which if you have done your job will be the truth.
3: You need to make sure they fail or give up during the workout. Either they have to try to quit an exercise or you need to push them until they cannot lift the weight anymore. There are many ways to give up or fail, but it needs to happen. Most people do not work this hard in their own workouts, so this shows to them that you can motivate them better then they can themselves.
4: They have to say, with out prompting that the workout is hard. Usually about halfway through is a good time to make this happen. Usually I will use some type of timed exercise or interval to make this happen. Having them admit it's hard reinforces in their brain that you can and will make them work hard everyday.
5: This is what I call the shock effect. At the beginning of the session I take their measurements and body fat percentage. Which I then show them after the workout, and compare it with where they should be. I show them how out of shape they are. It's a wake up call. Most people think they only need to lose 5-10 pounds, when the reality is it's more like 15-25. This shock let's them realize they need a plan and they need help, and they need to act fast. Which is great because you have just demonstrated that you can help them.
I also ask a series of questions that help me pre close the client before the sales presentation. I call them the no's and yeses. I ask a series of questions they will answer "no" to. These questions show them they are on the wrong route to achieve their goal. Then I ask the yes questions this gets them used to agreeing with me and saying yes.
These questions are also designed to lead their own reasoning to realize they need help from a personal trainer.
The next step is to show them their results. Leave them with something to think about when they go home. I never sell after the first session unless they are a motivated buyer. After you show them the results of the body analysis book them in for one more free session. You will make the sale at the end of the second session.
At this point they go home and think about what just happened, they contemplate the "shock effect" and usually end up selling themselves on the personal training. The next session it is very common that they will ask you questions about the cost of training. I always say "let's talk about that later and let's focus on you now". I also use the second session as an education session. I tell them what I am doing. Why it works, and why it will work for them. I also explain how the body works. I call this "information overload". I give them so much information that they cannot process all of it. This reinforces what they already decided after the first session, they NEED a trainer!
Now that the second free session is over you have done a few things that fall Into the sales process these items also make it easier to close sales.
1. You have built rapport
2. You have broken down their guard
3. You have gotten to know them and show you care
4. you have collected knowledge about them that you can use when their objections come up.
5. You have also gotten to know them and feel comfortable enough to challenge their objections.
6. You have asked the yes and no questions and have started to lead their reasoning process and started to pre close the sale.
All of these things are important when it comes to attacking objections. Even if they know they need a trainer they will still object. So be prepared. In my next post I will explain some main objections and what I say to overcome them.
For more tips and to learn the entire sales process and have access to charts and scripts. Check back as my book " The step by step guide to selling personal fitness training" is about to be released.
Train hard!
Jared Roy
1: You need to make sure they sweat, most people do not sweat during their workouts. Yet everyone sees sweating as a sign that they worked hard.
2: You need to make sure they leave tired. If they are tired when they leave they will also think they have worked harder than they normally do. Which if you have done your job will be the truth.
3: You need to make sure they fail or give up during the workout. Either they have to try to quit an exercise or you need to push them until they cannot lift the weight anymore. There are many ways to give up or fail, but it needs to happen. Most people do not work this hard in their own workouts, so this shows to them that you can motivate them better then they can themselves.
4: They have to say, with out prompting that the workout is hard. Usually about halfway through is a good time to make this happen. Usually I will use some type of timed exercise or interval to make this happen. Having them admit it's hard reinforces in their brain that you can and will make them work hard everyday.
5: This is what I call the shock effect. At the beginning of the session I take their measurements and body fat percentage. Which I then show them after the workout, and compare it with where they should be. I show them how out of shape they are. It's a wake up call. Most people think they only need to lose 5-10 pounds, when the reality is it's more like 15-25. This shock let's them realize they need a plan and they need help, and they need to act fast. Which is great because you have just demonstrated that you can help them.
I also ask a series of questions that help me pre close the client before the sales presentation. I call them the no's and yeses. I ask a series of questions they will answer "no" to. These questions show them they are on the wrong route to achieve their goal. Then I ask the yes questions this gets them used to agreeing with me and saying yes.
These questions are also designed to lead their own reasoning to realize they need help from a personal trainer.
The next step is to show them their results. Leave them with something to think about when they go home. I never sell after the first session unless they are a motivated buyer. After you show them the results of the body analysis book them in for one more free session. You will make the sale at the end of the second session.
At this point they go home and think about what just happened, they contemplate the "shock effect" and usually end up selling themselves on the personal training. The next session it is very common that they will ask you questions about the cost of training. I always say "let's talk about that later and let's focus on you now". I also use the second session as an education session. I tell them what I am doing. Why it works, and why it will work for them. I also explain how the body works. I call this "information overload". I give them so much information that they cannot process all of it. This reinforces what they already decided after the first session, they NEED a trainer!
Now that the second free session is over you have done a few things that fall Into the sales process these items also make it easier to close sales.
1. You have built rapport
2. You have broken down their guard
3. You have gotten to know them and show you care
4. you have collected knowledge about them that you can use when their objections come up.
5. You have also gotten to know them and feel comfortable enough to challenge their objections.
6. You have asked the yes and no questions and have started to lead their reasoning process and started to pre close the sale.
All of these things are important when it comes to attacking objections. Even if they know they need a trainer they will still object. So be prepared. In my next post I will explain some main objections and what I say to overcome them.
For more tips and to learn the entire sales process and have access to charts and scripts. Check back as my book " The step by step guide to selling personal fitness training" is about to be released.
Train hard!
Jared Roy
Thursday, October 6, 2011
How to approach prospective personal training clients
This is the part of the job where most people fail. They don't even approach people, even though they admit they want or need new clients. Your goal when you approach a prospective client should be, to identify yourself as a trainer, hear their goals, and offer a free personal training session. It's very simple the goal is to just go out there and do it. Most trainers will say, I don't want to interfere with their workout, I don't know what to say, it feels awkward, I'm shy, what if they don't want one. Well there are good ways and bad ways to approach people. Some give better results but the key is practice. Here are some steps that I use and teach to others.
1. Be in uniform or have a name tag on. (this makes you look professional, also people are used to being spoken to by employees of businesses they patron)
2. Introduce yourself, your name, position and company you work for.
3. Ask them how their workout is going. (if it's not going well, that's your key to jump in and show them a few things)
4. After hearing how their workout is going ask them if they are trying to work towards any specific goals.
5. Give them one piece of free advice. ( they want to lose weight great you could say something like - have you tried interval training?
6. From here now you offer the free session. Don't use any catch phrases like no obligation. It's just a free session.
7. When they say yes offer them a choice of times to come in. Don't ask when they want to come in. How does Monday or Wednesday work? How about 3 or 4 pm. Giving a choice is proven to work better then asking when they can come in. Get their name and number and book them in.
8. Call the day before or morning of to confirm the appointment.
That's it, it's very easy but they key is practice. When I teach this skill I start off making new trainers approach 2 people each shift. That's 14 people each week. Even if your a bad salesperson you should still be able to make one sale. So go out there and practice this skill. Once you've done it 10-20 times you will see how easy it is and your bank account will reflect the change. Remember your here to help people, and they want or need your help. It's your job to offer your help!
Good luck
Jared Roy
If you find these tools helpful, then check back every few days. I will be posting examples of successful strategies from my book "the step by step guide to selling personal fitness training.
1. Be in uniform or have a name tag on. (this makes you look professional, also people are used to being spoken to by employees of businesses they patron)
2. Introduce yourself, your name, position and company you work for.
3. Ask them how their workout is going. (if it's not going well, that's your key to jump in and show them a few things)
4. After hearing how their workout is going ask them if they are trying to work towards any specific goals.
5. Give them one piece of free advice. ( they want to lose weight great you could say something like - have you tried interval training?
6. From here now you offer the free session. Don't use any catch phrases like no obligation. It's just a free session.
7. When they say yes offer them a choice of times to come in. Don't ask when they want to come in. How does Monday or Wednesday work? How about 3 or 4 pm. Giving a choice is proven to work better then asking when they can come in. Get their name and number and book them in.
8. Call the day before or morning of to confirm the appointment.
That's it, it's very easy but they key is practice. When I teach this skill I start off making new trainers approach 2 people each shift. That's 14 people each week. Even if your a bad salesperson you should still be able to make one sale. So go out there and practice this skill. Once you've done it 10-20 times you will see how easy it is and your bank account will reflect the change. Remember your here to help people, and they want or need your help. It's your job to offer your help!
Good luck
Jared Roy
If you find these tools helpful, then check back every few days. I will be posting examples of successful strategies from my book "the step by step guide to selling personal fitness training.
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