Personal Training Sales Success: Personal Attention

Personal Training Sales Success: Personal Attention

Now that I am back in Canada I am reconnecting with old clients, and I had an interesting conversation with one of them today. I was asking them how things were going with their fitness goals and their new trainer. I wasn't expect their response. They felt they were not getting enough personal attention like they were just being pushed through the workout program. This reminds me of exactly how important it is to give our clients that extra bit of personal attention. Not only does it benefit them, but it effects our referral and renewal rates. Each day when they arrive you should be asking them how they feel and then if it is necessary to alter the workout for the day. At the end of each month you will want to sit down with them and take their measurements, compare them to the last month and talk about their new goals.

Each month I sit my clients down and do a series of measurements. I will measure body fat, waist, hip, stomach, legs, and arm. I will also do a series of lifts to determine their strength improvement. I have found that my clients look forward to this day. Not only because it is a bit of a rest for them but they get to see what their money has bought them. It also signifies the start of a new program or an alteration of the old one. People get excited for new things so do not forget how valuable this is.

We do not just sell a workout to our clients we sell them an experience. The experience is that they will be taken care of. We will design the proper workout without causing injury, and we will track their results and motivate them to reach their goals. With this added benefit we will stand out from the crowd and other people in the gym will notice, which will translate into us having a better business.

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Personal Training Sales Success: Follow a plan

I read a quote a few days ago that I felt really applied to sales, and how we get off track sometimes and lose focus. "When you don't follow your own plan, you will fall into following someone else's and they don't have much planned for you." One of the main reasons people succeed is that they have a plan and they stick to it. Each day, week, and month you need to have an action plan with detailed milestones set to help you reach your goal. How can you do this?

I like to take my monthly goal and break it into weekly milestones. At the end of each week you will be able to gauge your progress towards your monthly goals. I also like to set a daily goal so that your starting each day off thinking about reaching your monthly goal. You need to set a goal for sales as well as appointments. If you only focus on one you will not succeed with the other. So how does it look on paper?

Monthly goal

Total dollars $10,000 or 8 PT packages
Appointments 20

Weekly goal

Total Dollars $2,500 or 2 PT packages
Appointments 5

Daily goal

Total Dollars  $400
Appointments 1

Each day you will update your monthly chart which will remind you of your goal and how you are progressing towards it. Being aware of where you are in relation to your goals will allow you to make adjustments which will ensure you reach your goal each month.

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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. 

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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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