1: Link the client emotionally to your product. So in our case we are selling personal training, how can we link them to our product emotionally? We do this by talking about their goals.
Trainer: What is your main goal or focus in fitness?
Client: Well I want to lose 10 kilograms
T: Is there a time in the past that you were 10 Kilograms lighter?
C: Yes about 3 years ago
T: OK, how did you feel then?
C: I felt great I had more energy and was happier
T: OK, that's great I can help you with that, but how do you think you would feel if you did not reach your goal
C: Well I would fell the same way I do now, which is not good
2: Offer them some relief by telling them that its possible.
Trainer: OK, don't feel too bad I can help you by creating an easy to follow program that will ensure results let me show you
From here you will just explain to them how training and having a consistent diet will help them rapidly reach their goals. Since this is the service that you provide they will naturally link you up with the solution which is diet and exercise.
3. Show them the proof
Tell them about a few clients that have had the same experience and came out with great results. Tell them how they felt, looked, and how it changed their life. If you have pictures this is a great place to show them. Or if you have collected the training data outlined in our book "Personal Training Sales System" you can present it here.
4. Give them the solutions and options
This is where you actually show them the dollars and cents of what training packages are available. Offer them a few options, this allows them to feel as if they are in control of their destiny. Now they will link your solution or service with their need for relief from their own emotions. They will see your product as the best way to reach their goal and not have to feel "bad" because they did not lose the 10 Kilograms.
5. After you close the sale ask for referrals. Give them a chance to share this new product with their friends. This will also ensure that you have new prospects each week.
That's it, this is the exact sales plan that has helped millions of businesses and performers make buckets of money. Practice it often and it will become natural and it will not even feel like you are selling anymore.
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