Sales Success: The art of story telling to sell personal training

How can you link someones emotions to a sale? A great way is to tell a story! Stories get people involved and get them to connect to what your selling. The way I like to do this is to talk about a previous clients experience and talk about their transformation and how it changed them and how they felt.

For example:
I used to train a client named Jane, when she started she was getting ready for a wedding and wanted to lose weight and look toned for her wedding day. We started out pretty slowly changing her diet and slowly introduced her to cardio and weight training. She started to love it and become more and more addicted, she felt empowered and started to take charge of her training. She came in on her days off of our training sessions to do cardio, and the results just got better and better. She had more energy and actually found that she was less tired during the day and was getting more accomplished. Not only did we achieve her goal, but we surpassed it. Everyone said on her wedding day that it was the best she had ever looked. But the best part was that she changed her lifestyle and has kept the weight off and still looks great today.

A short story like that will envoke the emotions of the person you talking to, so when you finally ask them about their goals their emotions will take over them and will make it easy for you to sell them. From here you are just putting them through the natural sales process:

1. Ask about their goals
2. Repeat them back
3. Offer the solution
4. Ask a closing question
5. Overcome any objections
6. Complete the sale

Learning to sell is a process, so remember to practice and keep trying new things. For more tips come and check out our facebook page.

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Sales Success: The steps to selling personal training

Sales is just like fitness you need to follow certain steps and stay consistent with it in order to see results. There is a saying "Small tweaks create massive change", so what tweaks do you need as a sales person? I am going to outline a simple step by step pattern that you can use to sell anything to anyone.

1. Link their emotions to the product or service

2. Offer a solution

3. Get the client to agree with you

4. Help them justify the purchase

5. Close the sale

Now how can you accomplish these steps? Emotions are easy, you can simple ask them about their goals and continue to ask questions probing deeper which will make them feel more emotional about the goals and ultimately the product. Once you have achieved this you will offer the solutions such as " I've designed many programs to help people lose 10 pounds. Now this is the point where you will begin to phase your questions in a way them makes them respond yes to everything you say. For example, those are the kinds of results your looking for right? Get them agreeing with you so that later when you ask for the sale they are already programmed to say YES. At this point I help them justify the purchase in their own mind. I will do this by saying anything that they may already be saying in their own head in order to convince themselves to buy. " You deserve to look and feel better, this will be a great purchase for you". You may hear them say yeah I do deserve it. This is where you ask the closing question. "great lets get you started".

This process is so simple yet it will work over and over again. For more tips come and visit our facebook page. 

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Sales Success: Main Objection I don't have enough money for personal training

What do you say to people when they say they just don't have enough money for a trainer? In my experience most people will not say anything to this they will accept that as a final answer. However this is just the start of the negotiation process. You want to get a decent sized commitment or sale from this client and they want to get a great deal.  So what are the steps to meet the client in the middle and get the sale?

Its actually quite an easy process, in my last post I went through the steps to working through an objection and to close the sale. So today I want to explain to you how to find the real objection, and when to start the process to overcome the objection.

First you need to make sure that you have gotten ride of all possible objections before you present the product. This is done by asking leading questions before the sale, this will be things like, do you live close to the gym? How often will you be exercising? When you ask these questions among many others, you eliminate simple objections like, I do not have enough time.

Second you want to ask what their needs are, and then present a solution. So ask them what their goals are and then when you go to present them your product you can talk about all the reasons why your product will help them reach their goal.

Now the last part this is where the big objection will come out and by now you have shown them your product. It's time for you to ask the closing question and close the sale.

Trainer: "I recommend this package for you, it will help you lose 10 pounds in 6 weeks, now that's exactly what you wanted isn't it?
Client: Yes it is
T: Great lets get you started

If you do not follow these steps you risk being pushy when it comes time to overcome the objection. Walking your client slowly through the steps makes it feel easy and natural and like they are getting exactly what they need.


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Sales success: What do you say, when they say "I want to think about it"

If you are like me you will have had many people say to you "I just want to think about it". So what can you say to these people? Let's back up a bit, first I will explain to you that this is just a smoke screen covering up their real objection. They may not even know what their objection is yet. So its your job to pull the objection out of them by breaking through this barrier.

Here is an exact script that you can follow to get past this objection   

Client  "I just want to think about it

Trainer  "Just so its clear in my mind what is it that you want to think about

Client  "I don't have enough money

At this point the client will come back with the real objection it could be anything, I have chosen to put in the most common which generally involves money. When the objection comes out the first thing you want to do is repeat it to them, they will give you more information.

Trainer  "so you think its too expensive?"

Client  "Yes, I don't have $2,450 to spend right now on the package you have suggested for me

Trainer  "oh that's easy we have starter packages available for $699, lets get you started."

Client "Yeah I can do that"

The problem in most sales is that we give up too early, this may just be a simple example yet from experience I will tell you that most objections can be overcome this simply. Usually its our fear getting in the way preventing us from asking a couple more questions and ultimately getting the sale. Always remember these simple rules.

1. Ask a question about their objection

2. Repeat there answer back to them in the form of a question

3. Listen to what they say and find a solution

4. Offer this solution

5. Ask a closing question again

Remember that they do want your services otherwise they would not be sitting down talking with you.So just be patient with them and allow the sale to unfold naturally. If you use this method correctly your closing percentage will increase dramatically. 

Follow the link below to purchase our book and become a master at selling personal training

Book: Personal Training Sales System  

Kindle Ebook

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Sales Success: Something for nothing

One of the best strategies in selling personal training is giving away a free session. In our book "Personal Training Sales System" we outline the process to use a free session to close a sale. You can actually use it to overcome the clients objections without them knowing. I have created a five step plan for ensuring that your free session will yield you sales.

1. Make the potential client admit the workout is hard
2. Make the client sweat 
3. Make the client give up or fail on an exercise
4. Make sure they leave tired
5. The shock effect - Body analysis


Why do these five steps work so well? It breaks down the clients beliefs about personal trainers and pt sessions. You need to prove to them that you will work them harder and more efficiently then they can themselves.This is the reason they will buy. Also what I call the "shock effect" will increase your chances of closing the sale. Once they see their body analysis and find out exactly how out of shape they are it is a reality check and they realize they need to do something about it now. Use these five steps in your free sessions and you will imdeiatly see an improvement in your closing percentage.

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Sasles Success: Our clients need us more than we need them

How many clients do you have that after a few months of training or maybe a few weeks have achieved a great result and now have great improvements in their life? During my career as a personal trainer I had many clients that held me personally responsible for the improvements in their life. While it can be a rewarding experience and it does feel great, imagine how great these new changes feel for your clients. This leads me to my next point our clients need us more than we need them. I stress how important the sales process is but it does not matter if you do not believe in your own product. Knowing that you will improve the lives of your clients will give you the confidence necessary to sell them. In our book "Personal Training Sales System" we outline exactly how you can use these success stories to sell, and to promote your personal training business.

The client is the one with the questions and the problems, you are the one with the solutions and the answers. Take the time to get to know them and what their needs are and then offer a solution. The more time you spend building rapport with the client the easier it is to close a sale. Although many people need a nudge in the direction of buying, its much easier to do this once you have built rapport with them.

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Sales Success: The confirmation call

Time and time again I have been in the office and asked my fellow sales staff "how many prospects do you have coming in today?" When I asked this questions I would get a definite number of people they expected to arrive for appointments. But when I asked my next question "How many have you confirmed?" The answers were very uncertain. This is one of the most important aspects of the sales process, many people actually just forget about the appointment especially if a few days have passed since you last spoke with them. Usually around 9 or 10 AM I will call all my prospects to confirm that they will be coming in. "Hey Joe, I just wanted to call and confirm your appointment with me for 12:00 today are you still available?" This should be an easy call but I find that many people are afraid to actually do it, however its the only chance you have to increase the likelihood that they will show up.

Remember to always do everything with your best quality. You do not just want to go out and generate leads and then only give a small amount off effort for the rest of the sales process. Make sure to do each step in our book "Personal Training Sales System"with diligence. Your clients will see the extra effort that you put in and your professionalism will lead to more sales through renewals and referrals which are two sales gold mines.

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