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

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"

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. 

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Book: Personal Training Sales System  

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Sales Success: Something for nothing

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

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

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!

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!

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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How To Sell Personal Training: People Buy Because Of Emotion But Justify With Facts

I recently sat down with a marketing representative of a retail clothing company in Australia. She was explaining to me a simple sales fact. People buy because of emotion, but justify the purchase with facts. How can you apply this to personal training? Last week I wrote about hot buttons and how you can use them to build the emotional link between your clients and your product. While this is an extremely important step you cannot forget to give your clients the information or "Facts" they need to justify the decision. These can be statements like "all of my clients have lost more than 5 Kilograms in their first 12 weeks". These lines are something that people will remember and will repeat to themselves while "justifying" the purchase.

Try this with all of your prospective clients, after you have identified their hot buttons and you have built the emotional connection its time for the facts. Once they are agreeing with you about their need to purchase the personal training you can come in with a few well stated facts. "People who exercise more than xx Minutes per week live xx times longer". After you have delivered these facts its time to ask a closing question.

Do you have a closing question? If not come visit us on facebook our book "Personal Training Sales System" is about to launch as a smart phone app that you can purchase for 99 Cents. This way you will have access to all our great sales tips when you are at the gym selling.
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 In health
Jared Roy

Sales success: Ask the client how to sell them!

If you want to present products and services that are of value to the prospect and that meet their needs, you have to ASK questions. Ask the right questions and the prospect will tell you what they want and how they need to be sold. There is an old rule in sales, the customer will tell you exactly what they want. Get them talking ask questions about their goals. When they are answering the questions you want to listen for emotional "hot Buttons". A hot button can sound like this "I want to lose weight because.....". Once you hear something like this take a mental note, they are giving you the exact line that you can use to close them. After they have finished telling your their hot buttons and their goals, you can simply repeat them back. So you want to lose weight because you are fearful of the health concerns? Once again repeating these back to them will cause them to give you more information and become more emotionally involved in the sale. At this point you will present your product, show them exactly how your service is the answer to their hot button.

At this point you will be able to continue following the steps outlined in our book "Personal Training Sales System". Remember the key to sales is practice so keep at it!

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The number one factor in sales success!

The Number One Factor In Sales Success!

What is the best thing you can do to ensure success in your sales career? The answer is routine. I sat down with a successful real estate developer in Canada and asked him what the key to success was and what I should be doing in my own career. His answer was very simple, he said "you already have the tools, you exercise everyday and eat a healthy balanced diet and you have great dedication and discipline". This advice changed everything I did in sales, I started to apply the skills that made me successful in bodybuilding competitions to my sales career. I created a routine that I could follow daily, weekly, and monthly to ensure I would reach my targets. I also developed a system to track my progress and identify places where I could improve.



By creating this routine I was able to create goals for my self and build the routine around achieving them. I wanted to bill out above $7000 per month, and while this seemed like a large goal to attain it became easy. I worked backwards from the goal, in order for me to bill out above $7000 monthly that meant I needed to sell more than 100 personal training sessions each month. My average sale was for 24 personal training sessions so it was easy I created a goal to sell 5 packages each month.


How can you sell 5 packages each month? Its all in tracking you're progress and then using the mathematics. The industry standard in fitness sales will tell you that for every 5-7 sales you make you will need to speak with 100 people. This works out to 3-5 people each day, depending if you work on weekends. I made it a goal to collect three leads each day, this means collecting their name and contact number. From there it was easy I would call them and book them in for a free session and follow the sales process outlined in my book Personal Training Sales System. 

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The time has come!

Hey everyone after releasing short clips from " Personal training sales system" we have taken your comments and questions into consideration. We are back with the final version and the iPhone app!

On the iPhone app you will have access to the book. This includes all the graphs and scripts needed to boost your sales. You will also be able to directly email your sales related questions to the author. So check back as we will announce the release date towards the end of October.

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