Sales Success: How to pitch a Personal Training Sale

Like any other part of the sales process, the pitch can make or break a sale. As the saying goes " A chain is only as strong as its weakest link"  the same applies to your sales presentation. You must know exactly what package you want to present, what the price is, what the payment options will be and be able to ask qualifying questions that will disarm the buyers objections.

Now in most cases you will be pitching a client right after a free personal training session so I like to start by asking them if they had any questions about the training. The reason I do this is because it will ultimately lead to us talking about their goals. Now the reason this is so important is because it will create that emotional link between their goals and your personal training. 

Once we have finished talking about their goals I will make a statement to make them affirm their commitment. "It sounds like you've dedicated yourself to reaching this goal". This will do two things, one it will get them to give you more information causing them to become more emotionally involved. The second is that they have now verbally stated their commitment to training, and once they make a commitment their brain will shift to cause future actions to be in line with their commitments. 

From here I'll make them feel the pain. I will ask them how they would feel if they did not reach their goal. This will bring up the negative feelings associated with not achieving their goal, feelings they do not want to feel. This is done to create a sense of urgency. 

Now I will actually offer the solution, which is the Personal Training package that you have selected to pitch to them. "Well I think that my 36 session package is best for you, because it will help you reach your goal the quickest." Because you have pre programmed them to buy, they will automatically see this as the best solution for them. 

From here you may see an objection, and as we have talked about before objections are easy to over come:

1: Repeat the objection back to them

2: Ask the objection as a question

3: Attack the objection with a statement that discounts the objection

Once they have finished objection or asking questions about the package I will jump straight in with my closing question. " Great lets get you started." I like to keep my closing line simple and positive, without using the words, money, or paper work. Once you deliver your closing line you must stay quiet and WAIT FOR THEIR RESPONSE, which should be a yes at this point. 

Its that easy! The pitch should take between 5-10 minutes. But the trick is to practice and practice until you feel extremely confident. 

For more tips, tricks, and answers to your sales related questions, come visit our Facebook page. 

www.facebook.com/personaltrainingsalessystem

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