Sales Success: What do people really mean when they say no!

What do people mean when they say no? This is a common answer when you ask someone for the sale. But as I have said before it can take up to 7 no's before the person will agree to buy. Usually when someone responds with a no, it means you have not overcome all of their objections. They can be very simple and small things like, they dont think they have enough time or money. Do not let this discourage you, just restart the sales process. Ask another question to pull the objection out. One of my favourites was "just so its clear in my mind why is it that you do not want to start a fitness program today?"  The reason I use this question most often is because it does two things for me. Firstly I say "today" at the end of the question because I want to pre frame the client into thinking in terms of whats happening now, which gives me a better chance to close today. Secondly its a non invasive question you are just asking for them to clarify their earlier answer.

In many cases you will hear their objection come out. Its too much money, I dont have enough time or many others. At this point you can use any one of the lines from our Book "Personal Training Sales System". My favourite is the line I use when people say "its too expensive", I respond by saying "would you like a new body today or would you like to come back when you have more money?" Its a call to action, and its gets people to think that they can actually make room in their budget to have what they really want, this happens to be a fit and healthy body.

In our book "Personal Training Sales System" I outline a step by step system that pulls out all the prospective clients before you start selling. This makes the sales process much easier and very smooth. Even a beginner can have success with our system and not feel as though they are selling people. For more sales tipes come check us out on Facebook!

http://www.facebook.com/PersonalTrainingSalesSystem

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Sales Success: Follow through and Follow up!

The biggest mistake that people make in sales is that they never follow through. Its hard enough to go out there and find potential clients, you cannot let the sales process break down. Sales is just like our own personal fitness success, its the little things that add up to huge changes. Each step that you put a client through in our sales system will produce the ultimate goal of you retaining another client and them reaching major goals in their lives. Many people will not be able to book in for a free session the first time you call them. This does not mean to stop calling, you must call again and again. Ive had clients that I have called for up to three months before they came in for a free session. Starting a fitness program with a personal trainer can be a big decision for some people and they may need to organize a few things in their life before they can commit themselves. Do not give up on them, they could end up being some of your best clients.

I will always call a client until they stop answering the phone. This may sound very aggressive but sometimes people need to be pushed into things that are good for them. How aggressive were your parents when they tried to make you eat your vegetables? Once they stop answering my calls I then will try calling at different times. Ill do a morning, afternoon, evening, and then a weekend call. On the fourth call ill leave a voice mail and follow that up with an email. If they do not want you to contact them they will tell you flat out. If I finally do get them on the phone ill ask a very simple question. Hey "Joe" I was just calling to see if your still interested in health and fitness? This question will come as a shock to them, of course they are interested in health and fitness. OK, Great lets get you booked in!

For more sales tips come visit us at
http://www.facebook.com/PersonalTrainingSalesSystem

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

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How To Sell Personal Training: People Buy Because Of Emotion But Justify With Facts

I recently sat down with a marketing representative of a retail clothing company in Australia. She was explaining to me a simple sales fact. People buy because of emotion, but justify the purchase with facts. How can you apply this to personal training? Last week I wrote about hot buttons and how you can use them to build the emotional link between your clients and your product. While this is an extremely important step you cannot forget to give your clients the information or "Facts" they need to justify the decision. These can be statements like "all of my clients have lost more than 5 Kilograms in their first 12 weeks". These lines are something that people will remember and will repeat to themselves while "justifying" the purchase.

Try this with all of your prospective clients, after you have identified their hot buttons and you have built the emotional connection its time for the facts. Once they are agreeing with you about their need to purchase the personal training you can come in with a few well stated facts. "People who exercise more than xx Minutes per week live xx times longer". After you have delivered these facts its time to ask a closing question.

Do you have a closing question? If not come visit us on facebook our book "Personal Training Sales System" is about to launch as a smart phone app that you can purchase for 99 Cents. This way you will have access to all our great sales tips when you are at the gym selling.
http://www.facebook.com/PersonalTrainingSalesSystem

 In health
Jared Roy

Sales success: Ask the client how to sell them!

If you want to present products and services that are of value to the prospect and that meet their needs, you have to ASK questions. Ask the right questions and the prospect will tell you what they want and how they need to be sold. There is an old rule in sales, the customer will tell you exactly what they want. Get them talking ask questions about their goals. When they are answering the questions you want to listen for emotional "hot Buttons". A hot button can sound like this "I want to lose weight because.....". Once you hear something like this take a mental note, they are giving you the exact line that you can use to close them. After they have finished telling your their hot buttons and their goals, you can simply repeat them back. So you want to lose weight because you are fearful of the health concerns? Once again repeating these back to them will cause them to give you more information and become more emotionally involved in the sale. At this point you will present your product, show them exactly how your service is the answer to their hot button.

At this point you will be able to continue following the steps outlined in our book "Personal Training Sales System". Remember the key to sales is practice so keep at it!

http://www.facebook.com/PersonalTrainingSalesSystem

The number one factor in sales success!

The Number One Factor In Sales Success!

What is the best thing you can do to ensure success in your sales career? The answer is routine. I sat down with a successful real estate developer in Canada and asked him what the key to success was and what I should be doing in my own career. His answer was very simple, he said "you already have the tools, you exercise everyday and eat a healthy balanced diet and you have great dedication and discipline". This advice changed everything I did in sales, I started to apply the skills that made me successful in bodybuilding competitions to my sales career. I created a routine that I could follow daily, weekly, and monthly to ensure I would reach my targets. I also developed a system to track my progress and identify places where I could improve.



By creating this routine I was able to create goals for my self and build the routine around achieving them. I wanted to bill out above $7000 per month, and while this seemed like a large goal to attain it became easy. I worked backwards from the goal, in order for me to bill out above $7000 monthly that meant I needed to sell more than 100 personal training sessions each month. My average sale was for 24 personal training sessions so it was easy I created a goal to sell 5 packages each month.


How can you sell 5 packages each month? Its all in tracking you're progress and then using the mathematics. The industry standard in fitness sales will tell you that for every 5-7 sales you make you will need to speak with 100 people. This works out to 3-5 people each day, depending if you work on weekends. I made it a goal to collect three leads each day, this means collecting their name and contact number. From there it was easy I would call them and book them in for a free session and follow the sales process outlined in my book Personal Training Sales System. 

You can read samples from each chapter on our face book page, let us know how the book changes your career: http://www.facebook.com/PersonalTrainingSalesSystem

The time has come!

Hey everyone after releasing short clips from " Personal training sales system" we have taken your comments and questions into consideration. We are back with the final version and the iPhone app!

On the iPhone app you will have access to the book. This includes all the graphs and scripts needed to boost your sales. You will also be able to directly email your sales related questions to the author. So check back as we will announce the release date towards the end of October.

Don't forget to share our blog with your friends.

Why the little things make big sales

Have you ever looked at the difference between a successful sales person and one that is struggling to make their sales quota? I bet I can pin point the difference. Cold calling! How many cold calls do you do per day or per month?

If your answer was less than 500 a month the number is too low to be successful in the fitness industry.

When I was starting out in my career as a personal trainer I used to do 50 cold calls per shift. Yes most people said no. But eventually I had more clients then I knew what to do with.

Try it, double the amount of cold calls you do and you will immediately become more successful.