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.

For more tips on how to increase your own sales come check out our Facebook page!

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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!

http://www.facebook.com/PersonalTrainingSalesSystem

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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!

For more sales tips come visit us at
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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