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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