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Are you making the #1 mistake that cost trainers the most money? Posted on Aug 18, 2008 - 7:32PM Are you making the #1 mistake that cost trainers the most money? Evan Chacker, Founder - American Fitness Institute ~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~~ Lets start with the 2nd biggest mistake a trainer make which is accepting the 1st no when asking for the sale. why accept the 1st no when presenting training. Don't accept it, expect it and be prepared to over come it. You should be prepared to ask for the sale at least 5-7 times in 5-7 different ways. If you were at the door of a night club walking in behind 5 of your closest friends and the bouncer said that only you could not come in because you were wearing black sneakers instead of black shoes, would you just walk away? Probably not, you would probably sell him on why he should let you in. Be prepared to determine the true objection, overcome the objection and ask for the sale again. Always remember that after you ask for the sale, you stop speaking. The reason is that if you add anything else, the prospect can object to that. Equally important is that when you present the sale it is a yes based question. Example: You: "Based on what you told me, this is exactly what you want and need to get ready for X,Y,Z, right?" Prospect: "Yes" You: "So lets get started on your goal of X,Y,Z today, fair enough? You" " (say nothing for as long as it takes) Prospect:"Ok, do you accept cash?" You: "I will make an exception in your case" The last few times you ask for the sale, should be a little different, it is when you have nothing to lose, I call it "Getting real", and it is a little more aggressive than some of the other hand holding techniques, but it is for their own good. You are only asking them to buy what they are telling you they need and want. It is also after they have told you they are wasting money on things that pushes them further from their goals. Remember that it is ok to be passionate, it is not ok to be abusive or mean. Example of getting real: You may say,"Look if I was one of your buddies and I called you up and said C'mon, lets go drinking you wouldn't give it a second thought, am I right?... So lets put that money towards your health and guarantee you reach your goal, doesn't that make more sense?" Example of getting real: Look, you said your an accountant right? So do you change the oil in your car and rotate the tires, no. Because that doesn't make much sense either. Trying to do what you want to do here in a gym, you need professional guidance. I'll tell you what, you focus on what you do best and let me focus on what I do best, transforming your body into exactly what you want it to be. Lets get started right now, ok? Example of getting real: Look, you said you have been doing this on your own for 20 years and you still have not gotten the results you want. Doesn't it make sense to stop throwing away money and time? Stop banging your head against the same wall, instead doesn't it make sense to invest in a yourself a guarantee that this time with professional help, you can make a difference? Some people have to object, it is just a part of their buying process. People will object, so be ready to overcome the objections, make the sale and get more clients. The #1 mistake is not asking for the sale after a workout. Most times a trainer does not ask for the sale because the trainer has already sold themselves on the idea that the prospect is not buying. No matter what happens, as a trainer, after every workout you must always ask for the sale. |
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