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Fitness Centers Contact Us Today For a FREE Personal Training Diagnostic at Info@ThePTsource.com |
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More Sales from Better Understanding of Your Personal Training Business Posted on Dec 19, 2007 - 8:25AM More Sales from Better Understanding of Your Personal Training Business By Brett Johnston It is important to understand that if every ten prospects you took through your sales presentation for personal training that two are going to buy from you no matter what you say or do. And two are not going to buy no matter what you say or do as well. That leaves six prospects in which your salesmanship will dictate if they buy personal training from you. Of those six, most believe that whatever they are currently doing is as good as what you could give to them. They are basically telling you that what they are currently doing on their own is the best they've been able to find to achieve their fitness goals. You may have a great way to train them in the most dynamic, effective and efficient way possible as well as great motivational skills to keep them coming in. The prospect (member) is only telling you that they don't really know about you and your services yet or they have witnessed from their unique perspective what personal training is all about and from watching training sessions of other personal trainers and their was not enough value built to consider changing what they are currently doing. So how can you change their perspective? Simple, start by showing a difference. Spend five to 10 minutes with them giving them a "test drive" of what it would be like to train with you and your next step would be to book a complimentary workout session to have them give it a try. Issue a challenge of better workout, etc. At the end of the complimentary workout offer a follow-up session (first paid session) for them to experience another full hour and for them to purchase a package of sessions. Remember, salesmanship is key... so you better have a great sales presentation and build a friendship. A presentation that delivers value and relates to the emotional side of the prospective buyer while cultivating a relationship. |
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