Personal Training Sales Success: Analyze yourself!

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.

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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