Personal Training Sales Success: Communicate correctly to emotionally engage prospective clients

Have you ever had a sale that felt so easy almost like the prospective client was asking to buy? Imagine if you could get everyone so excited about your product that instead of asking a closing question they simply asked to buy. The truth is that you can have this happen simply by emotionally engaging your prospective client.

Find out their goals

The first step is to ask them what their goals are. This will give you all the information needed to sell them your product. They will tell you things like; I am getting ready for a holiday/wedding, I want to lose 10 pounds, I just got divorced, my doctor told me to start exercising. This is very valuable information. Once they give you their reason for beginning an exercise program ask them questions about it. This will eventually let you know how you can get them emotionally involved with the sale.


Ask them how quickly they would like to see these results

Getting them to put a date on reaching their goals will make it real to them. Before you have even started to sell them you have set a goal and a time frame. This is very powerful because it creates excitement to get started.


Ask them how they will feel if they do not reach their goal

Once you find out their goal, ask "How will you feel in (xx amount of time) if you  have not reached (xx goal)". Find out what emotions they have attached to their success. This will become your Hot Button. A hot button is something you can push during their objections to nudge them towards buying.
Example:
"John you told me earlier you would not feel great about yourself if you did not lose 15 pounds, is this how you want to continue to feel?"


Get them to agree that your product will help them

Once you pitch your product have them agree with you that your product will get them to their goal. "This really is the best option to help you reach your goals, isn't it?" Phrasing the question this way forces them to answer yes, but also changes how they think of your product. Now they see it as the way not to feel sad in 12 weeks.

Ask for the sale

Next step ask for the sale. You have their hot buttons you have them emotionally involved, they know the product will work for them. So now its time to close the deal. Once they agree that the product is the best option for them, you will give them a simple closing line. "Great lets get you started".


That is it, follow these simples steps and soon you will be closing deals like magic.

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Personal Training Sales Success: Do you want a better sales pitch

Recently I have started to write for some fitness industry magazine. This has given me a chance to do more research when writing articles, and talk to other industry professionals about techniques that work for them.

From time to time I will post them on the blog so that you will have the benefit of reading them also. This article was written for an Australian online fitness magazine. I have explained a few techniques that I use when overcoming objections.

If you have any questions please comment below or on facebook.

Head over to Fitnessnetwork.com for great tips and tricks

http://www.fitnessnetwork.com.au/resources-library/overcoming-objections

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Personal Training Sales Success: Personal Training Sales Script

It is important to follow a sales script when you pitch personal training to your clients. If you have not built one before, or you are looking to improve yours you can use this as a guide. However I will first explain to you the simple steps needed to build a personal training sales script correctly.

You will start by gathering their personal information. For example you will want to get their Full name, Address, Phone number, Age, Marital status, as well as their fitness goal and how serious they are about getting started. The best way to do this is hand them a sheet of paper with your business logo on it, and have them fill it out. When they filling out your guest card have them sign the fitness waiver as well. Then sit down with them and introduce yourself. Start to examine the card and find some common ground that you have with them to begin a conversation. You want to do this to begin building rapport. While you are building rapport with them, also make sure they have filled out the card correctly, and if they have not ask them the questions and finish it with them.

Hi Joe, I see you live just around the corner here.
Joe: Yes I do
Great and Will your wife be coming down to exercise with you
Joe: Yes eventually she will I just want to check it out first.
Yes I do the same thing with my wife, I'm kinda like her guinea pig.
Joe: hahah.........

Why is this step so important? Well its called qualifying the buyer. You will know if they live close, if they are serious about buying and other important info. You are able to figure out what their objections will be and overcome them before you present the prices.

Next I will begin by discussing their goals. I do this in order to find out what their hot buttons will be, what will make them buy. Do they want to lose ten pounds? How do they feel about their weight now? How much better will they feel without those ten pounds? Get them emotionally involved. We buy based on emotion, even if something is too expensive if we really want it we will find a way.

So Joe what are your goals?
Joe: Well I want to lose ten pounds
Okay great, I can help you with that. How quickly would you like to see this result?
Joe: Well I have a holiday coming up in about 3 months
Not a problem we can develop a plan to meet that deadline, let me ask you how will you feel on your holiday if you have not lost the ten pounds?
Joe: I wont feel good, I am meeting up with all my old friends and I want to look and feel good.
Ok so that will be your motivation to get started then
Joe: Yes I guess so

From here I transition into what their options are, I like to give them at least two options. Giving them two or more options forces them to choose one. Giving them one option allows them to say no.

Okay I have two programs that will fit you best. The first is the 24 session package, I would see you twice a week up until your holiday. The cost of this is xx

Or we have the 36 session package where I would see you 3 times per week, The benefit of this plan is that we will exceed your goal.

Which package did you want to go for today?

I always phrase the last question this way, which package do you want "today"(and point to the one I want to sell them). Saying "today" and pointing to the package helps guide them to buy your recommended package today.

Once they choose a package I say to them, great ill get what I need to get you started. I never like to mention paperwork or sales. Its a negative thing. So keep it simple.

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