You may love health and fitness but if you don’t know how to sell your potential clients the program they truly want, then you will not be near as successful as you could be.
Many trainers enjoy the training side of fitness but they are not as versed or really even interested in the business or sales side of it. As many of us know, that makes it very difficult to succeed in this industry.
This country is desperate for help to get healthy and fit and I believe that Personal Trainers can be the answer to this problem. The key to finding out what program the prospect is going to actually invest in is getting down to the real reasons why they are there.
Not just the simple idea of losing weight, but my focus is helping them get into touch with the emotional reasons of why they are there. What was that “breaking moment” that they realized they just couldn’t take it anymore.
The success of your personal training business, whether it’s a private studio like mine or a gym, is directly related to the ability of the person presenting the programs to the prospects. Period.
If you or your staff does not learn how to present the program to the potential customer, then you will have many more people walk out from your consultations and tell you “they need to think about it” or “they will get back with you.”
We all know, most of those people are never coming back and they will stay stuck in their frustration so if you want to help people, you are going to need to get good at assisting them in making the decision that is the best for them, when they are in front of you, not later.
The other critical aspect of getting more clients and changing more lives, is knowing how to deal with objections (which are really just unanswered questions – a need for more information). The main "objections" that Personal Trainers get in a consultation are:
- 1) I need to think about it
- 2) I need talk to my spouse
- 3) I can’t afford it
If you don’t know how to handle these objections and help the person in front of you answer these questions, then you will not help near as many people, nor make as many sales for your business.
One of the major missing keys to most personal training businesses that are failing is learning how to sell personal training programs. If you really want to succeed in this industry, then you are going to need to know how to help the potential client stop making excuses for why they aren't going to take action and move towards a decision. That is what they are missing to get the results they want.
If you would like to find out how to have Samantha teach your or your sales staff learn how to be a better closer, then --- click here.