Sales Success: Use small commitments to sell personal training

How can you increase the effectiveness of your closing question? Do you simply just ask the question, wait for a response, then tackle any objection that comes? There is a way to increase the prospects compliance and decrease the amount of objections. How do you do this? You can accomplish these two things by getting them to make a small commitment to you before you ask the closing question.

How does this work. Well imagine if I asked you a simple question "would you like an orange"? You might like oranges and say "No I don't want one right now. Or you could change the way that you ask the question, for example: "Do you like oranges?" To which the response will be yes. Now because they have agreed that they like oranges there is a shift in the way the person thinks and this change will be reflected in future interactions, causing them to be consistent with previous commitments. So now that they have committed to "liking" oranges you will ask them if they want an orange. This will increase the chance of them accepting the orange and at the same time will decrease the chance of making an objection like, I don't want it right now.

How can this be used in personal training. Well before you show them the available packages you would ask them a simple question like "you're committed to doing what it takes to reach your goals arn't you?" Now the way this question is phrased it accomplishes two things, first it makes them answer yes, and secondly it forces them to make a commitment. Next you will show them the packages and ask the closing question. If you do it right, the commitment they just made will cause them to be consistent with their new thinking and do whatever it takes to reach their goals, in this case that is buying a personal training package with you. 

If you are ready to commit to increasing your personal training sales, then come check us out on facebook and get your free copy of our book "Personal Training Sales System" This is a limited time offer!

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Sales Success: Small tips to help you sell Personal Training

When you pitch a sale what package do you show your prospective client first? Is there any science behind it, or can we just show them any package? There is detailed science behind this question that proves what works best, but ill skip ahead and just tell you what you need to know. When you are with your prospective client always pitch your most expensive product first. For example if you really want to sell them 36 personal training sessions, then why not first show them the 52 or 72 session package. If you show them the high dollar amount of a larger package like 72 sessions, when it comes time to show them the 36 session package they will think its a great deal. Now lets think about it in reverse, if you show them the price of a 12 session package and then the 36. How will that change their view of the price? The 36 session package will seem much more expensive.

This is a technique that is used across all different industries in order to increase sales. For example when you go to buy a suit they will not show you the add ons, like belts and shoes until after you agree to purchase the suit. The reason for this is that they know you will think $100 is expensive for shoes. But once you have spent $500-1000 on a new suit another $100 seems like peanuts. Give it a shot next time you are with a client, it just might make things easier for you. 

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Sales Success: What are the 5 easy steps to sell personal training to anyone.

I have attended many sales conferences and training seminars across all different industries. In this time I have noticed a few distinct similarities in sales, these similarities have made these businesses very successful. When you know the steps you can almost hypnotize your audience into buying whatever it is that you want to sell them. So what are the steps?

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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Sales Success: The 8 steps to approaching anyone in the gym to sell personal training

If all you did was approach a new person in the gym each day you would increase your monthly wages by 30-40%. Everyone wants to make a lot of money, but many people are not willing to do the work necessary to make it. Approaching people in the gym is actually very simple, however there is a process that will ensure quality prospects. Here are my 8 steps:

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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Sales Success: Overcome objections when selling personal training!

There is a saying in sales that every no gets you closer to a yes. But how can you turn those no's into an easy yes? The fitness industry has come along way in the last few years, we have gone away from the "old school" gyms and rusty weights that the public feared, to state of the art fitness facilities. During this time we have advanced our sales techniques tremendously as well. We now know that there are a specific series of steps necessary to guide people in their decision to buy our products. So what are these steps? How can you use them to build your business?

I call it leading the conversation, imagine now that you have already completed your free personal training session with the prospective client and have finished pitching your product to them.  If you are like me you will see that at this point you will generally run into an objection such as "I want to think about it" or "I don't have enough money". Since these are the two most common objections I will demonstrate how to easily over come them by leading the conversation. The way this begins is that you will need to ask them leading questions in such a way that they are forced to say yes. These questions are more of a statement than they are a question. Here are a some examples of leading questions:

1. You are interested in health and fitness right?
2. You already thought about it before you came in today, didn't you?
3. You can afford a few dollars each day to reach your health and fitness goals, cant you?

By structuring your questions with words at the beginning or end of the sentence like, right, didn't you, isn't it, etc, you cause the client to immediately agree with you and answer yes. If you just simply say are you interested in health and fitness, they have the option of saying no. The reason this is so important is that they are more likely to say yes to future questions later in the sales process, like your closing question. This process works even better if you are able to get them to say yes three times or more before you pitch or Re pitch you product.  Now that you are leading their thinking and you have them trained to say yes, you will switch gears to directly attack their objections. Here is how it works:

1. Repeat the objection back as a question
A. Just so its clear in my mind what is it that you need to think about?

2. Repeat there answer back to them
B. You think the product is too expensive.

3. Now you will directly challenge their thinking
C. The price of personal training is about the same cost as buying a cup of coffee each day, that's easily affordable isn't it?

4. At this point I will either ask a closing question, or I will offer a solution. This will depend on how they respond when you challenge their objection. A solution can come in the form of a discount, a smaller package or payment options. The next step is to ask the closing question.
D. Great lets get you started, or we do offer weekly payment plans here at the gym.

At this stage of the sales process information is the key to overcoming the objection. That is why we state the objections as a question and repeat it back to them. It forces them to give us extra information. Their first objection is usually a smoke screen covering up the real objection, and by getting more information we get the real objection and the information needed to effectively challenge it and close the sale. On average you will hear three objections before you close the sale, so don't ask the closing question to quickly go through each step repeating their objection back to them as many times as it takes until you feel that you have gotten the real objection. Once you are sure that you have the real objection attack it head on, I like to think of it as a negotiation process instead of trying to sell them. You have a product that they want, you are just trying to settle the terms of the deal. The final step is to ask a closing question, failing to ask for the sale is the number one reason people fail in sales. Come up with a couple lines that you are comfortable with, deploy them at the right time and you will amaze yourself with how easy the sales process will become.


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Sales Success: Track the numbers to sell personal training

Henry Ford once said "If everything is moving together, success will take care of itself". Sales is a lot like this. If everything you do gets you closer to your goal of making a sale, you will be successful. Each day you should have a few goals in mind, try to generate 10 new leads each day. From those ten leads you will be able to book 1-3 appointments. Then you should be able to close 70% of these appointments. This means that you should be making a sale 2 out of every 3 working days. If you follow this strategy you will be wildly successful as a personal trainer and eventually you wont need to work as hard at sales because the leads will just flow to you naturally.

So how can you finds these ten leads each day? There are a few methods; offering free sessions to people at the gym, ask current clients for a referral, renewals, advertisements, and your personal network of friends and people you meet each day. Its a very simple process you must introduce yourself as a personal trainer, ask them about their goals, and then offer them a free personal training session. Every time I speak to someone they either know I am a personal trainer or I tell them I am. The next thing they say is what can I do about, weight loss, my diet, ETC. This gives you an opening to offer them a free session. Its actually so easy to create a lead that we normally do not realize we are doing it. This is where we make a mistake, we give them a card and tell them to call. This will not work, instead what you need to do is get their contact details and book them in for a free session. If they cannot book in then, you can call them later that same day to book them in. This method will work without fail, so give it a shot.

At this point, you have their contact info and they are coming in for a free session. Now you will just run them through the normal sale process that you have learned in our book "Personal Training Sales System" and you will close the sale. For more tips and trick visit us on facebook.

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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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