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!
http://www.facebook.com/PersonalTrainingSalesSystem
Friday, October 26, 2012
Saturday, October 20, 2012
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.
You can read samples from each chapter on our face book page, let us know how the book changes your career: http://www.facebook.com/PersonalTrainingSalesSystem
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.
You can read samples from each chapter on our face book page, let us know how the book changes your career: http://www.facebook.com/PersonalTrainingSalesSystem
Thursday, October 18, 2012
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.
Don't forget to share our blog with your friends.
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.
Don't forget to share our blog with your friends.
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