Personal Training Sales Success: Planting Seeds

Personal Training Sales Success: Planting Seeds



Planting seeds is a term I use to describe strategic statements used to get the customer thinking about certain benefits from the sale. For example if I want to sell a client a 36 session package of personal training, I will talk about what great results other people received after about 36 sessions. Even before the sale process has begun, ill be "planting seeds" trying to get them to think about or imagine what they could achieve if they also went through the 36 session package.

The reason this technique is so effective, is because you are passively convincing them to purchase before you openly begin to sell them. I like this technique because it also tends to bring up their objections before you ask for the sale.

Other examples can be:
Cant you see yourself using this equipment?
It would be so easy for you to come after work twice a week.
So you really need to get started today if you want to see these results by summer(etc).


With every technique you learn you should be slowly trying to improve your sales pitch. Try out different techniques and see how comfortable you feel. Not every technique will work every time, this is why it is beneficially to have many different ones to fall back on.

As always practice practice practice.  Consistency is the key to success in sales.

Come visit our Facebook page at www.facebook.com/personaltrainingsalessystem

Please see our kickstarter Campaign, we've launched a new unique Posture Corrector

Posture Corrector Kick starter Campaign

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.

Follow us on facebook for more tips and tricks.
www.facebook.com/personaltrainingsalessystem

Please see our kickstarter Campaign, we've launched a new unique Posture Corrector

Posture Corrector Kick starter Campaign

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

www.facebook.com/personaltrainingsalessystem

Please see our kickstarter Campaign, we've launched a new unique Posture Corrector

Posture Corrector Kick starter Campaign

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.

For more tips on selling Personal Training come visit us on Facebook.

www.facebook.com/personaltrainingsalessystem

Please see our kickstarter Campaign, we've launched a new unique Posture Corrector

Posture Corrector Kick starter Campaign

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.



For more sales tips visit us on facebook.
www.facebook.com/personaltrainingsalessystem

Please see our kickstarter Campaign, we've launched a new unique Posture Corrector

Posture Corrector Kick starter Campaign

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.

For more tips and tricks visit us on Facebook.

www.facebook.com/personaltrainingsalessystem

Please see our kickstarter Campaign, we've launched a new unique Posture Corrector

Posture Corrector Kick starter Campaign

Personal Training Sales Success: I want to think about it!

How many times have you run across this objection? "I just want to think about it." When you realize that this is just a smoke screen for their real objection you will understand how easy it is to overcome. The process to overcome all objections is basically the same. You always start by repeating the objection back to them. So in this case you would say "I completely understand you want to think about it". This will force them to give you more information. No matter what they say you will follow it up by repeating the objection as a question. "Just so I can make sure I've given you all the information you need, can I ask what is it you want to think about?" This will draw out that objection they have been hiding behind. At this point whatever the real objection is you will attack this head on.

For an example lets say that the real objection is money. "Its too expensive". This is when I will start to reason with the client. You know its only about the cost of a cup of coffee each day. A statement like this forces them to realize its actually a small cost. From here I will reattach their emotions to the sale. You said you wanted to lose 15 pounds, do you think looking and feeling better is worth $xx? A statement such as this forces them to say yes. Now that they have agreed once I'll ask another "yes" question. You can find $xx in your budget to make the weekly payments can't you? Once again they answer yes. Now that they are agreeing with you its time to ask for the sale. Great lets get you started.


Its as easy as that, just make sure to be confident and attack the real objection.

For more tips and tricks visit our facebook page
www.facebook.com/personaltrainingsalessystem

Please see our kickstarter Campaign, we've launched a new unique Posture Corrector

Posture Corrector Kick starter Campaign