How to pre close a personal fitness training sale

How to pre close a sale

Pre closing a sale is one of the best ways to over come objections before the client brings them up during the sales process. How is this done? There are a series of leading questions similar to those that we ask during the free personal training session, that help to weed out objections. These questions are also used to qualify your buyers so you don't waste time with clients who are not in the position to buy. So what are these question?

1. Have you worked with a personal trainer before?
The answer to this question will tell you if they have a trainer currently, and how they feel about personal training. Knowing this allows you to change their mind before you try to sell them.

2. Ask why they have, or have not worked with a trainer. This again will tell you things like, price objections, results objections and many others we have discussed earlier. Take this chance to reason with them, and get them thinking your way.

3. Do you live or work near the gym? People will be less likely to buy if the gym is not convenient for them. So make sure it fits into their schedule.

4. What time during the day do you want to workout, morning, afternoon, evening? Does your schedule work with theirs? Maybe you will need to refer them to another trainer or add them to a group session.

5. Would their spouse be interested in a free session? This will let you know how involved their spouse, girl/boy friend is involved in the decision to make a purchase.

6. Where do you get your fitness information from now? Do they get it online or a magazine? You can show them why a personal trainer is the best way to get fitness information.

7. Do you keep a workout journal or track your results? This will let you know how they are doing on their own, and if they are getting results. From the answers you get you will be able to talk about the most valuable part of your service. Tracking results, and explain why that has made everyone successful.

The answers to these questions will give you an insight into the types of objections you will need to overcome. So now you will have the time to prepare for these objections. Also because you are engaging them in open dialogue you are able to overcome these objections without the client feeling the pressure to buy. You are also learning more about the client which gives you more knowledge when it comes time to over come objections and close the sale.

When should you ask these questions? I always try to ask them randomly throughout the first two free sessions. This is when the client will be most relaxed and you will get the best answers. You want to ask them in a friendly manor, not like you are trying to interview them. Asking questions like your interviewing them only makes your client feel uncomfortable and reduces your chances of making a sale.

Like all the other skills you will improve with repetition. So practice until you feel comfortable and it will help improve your closing percentage.

Check back as I keep releasing skills and techniques for you to try. By now you should be starting to see I have a sales process I use to increase my sales. It can work for you also. Check back when my book "The step by step guide to selling personal fitness training" releases, to learn my advanced techniques and really grow your pay cheque.