1: Be in uniform and have a name tag on. This makes you look professional, and respectable. Also you will be better dressed than them in their gym attire which puts you into a position of authority which is perfect for sales.
2: Introduce yourself, your position, and the company you work for. This again makes you look credible and confident.
3: Ask them how their workout is going. The answer will give you an opening to show them a few things that they do not know about fitness.
4: Ask them about their goals, and ask them how their progress is going. This is so you can make sure they are on track or you can tell them how you can get them on track.
5: At this point I like to leave them with a piece of information. Teach them something they do not know about fitness. This will show them that you do have knowledge that can help them reach their goals.
6: At this point you will offer to show them the practical application of the information you have just given them. "Do you want me to show you how this works?, Great lets get you booked in for a free personal training session"
7: When they say yes offer them a choice of times. "Great would you like to come in on Monday or Tuesday? Giving a choice increases the chance that they will agree to book in. Then write the appointment on your card and give it to them as a reminder, and explain how the session will work and where to meet up.
8: Call the day before to confirm the appointment, this will increase the chances of them showing up.
That's it, very simple and it should only take about 5-10 minutes to get through the entire process. Try to approach 2 people each day until your client roster is full, then reduce to 1 person per day.
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