News   Shop Online   Articles   Healthy Recipes   Definitions   About Us   Healthy Tips   Buyers Guide 
FitCommerce
Health Club Sales & Marketing

 
Articles Home\Health Club Sales & Marketing\How to Close the Personal Training Sale
 How to Close the Personal Training Sale    
email to friend   print friendly
What's your opinion? : Tell us what you think by writing a review. (1) Log in first and then (2) click on the "Write a Review" link at the very bottom of this page.
Jim LaBadie

How to Close the Personal Training Sale

Why People Hire Fitness Professionals

By: Jim Labadie

Many fitness professionals have a heck of a hard time even saying the word "sales". A great deal, myself included, are not sales people by nature. It's our instinct to help people, not sell people. But closing sales isn't nearly as difficult as we often make it out to be. Using the following the tips will make the process as simple, and painless, as possible.
Walking billboards…Successful clients are your best form of advertising.
1. Ask your prospect if they are committed to obtaining the results they seek. If they are, then ask them about the consequences of their failure to follow through on that commitment. There's no better way to get your prospect emotional than this.

2. Talk about money only after you have established what those consequences are. It will be much easier to close your sale and deal with any possible objections they may have.

3. Create a list of what your prospect wants help with by asking them. Only add things to the list your prospect thinks they need help with. People buy for their reasons not yours, so you will sell them what they want and give them what they need after they have hired you.

4. Reassure your prospect you can help them with everything on their list just before you talk about money. Then remind them of what they told you would be the consequences of their failure to take action. It will make them even more emotional and help you close your sale very easily.
Emphasizing to your prospect you won't accept their money, if you don't believe they are capable of doing so, will make them more than eager to prove they can and will.
no excuses 5. Ask your prospect if they are 100% certain they are willing to do the work to become a "walking billboard" for you and your services. Successful clients are your best form of advertising. Emphasizing to your prospect you won't accept their money if you don't believe they are capable of doing so will make them more than eager to prove they can and will.

6. Emphasize everything your prospect has stated they want when telling them how much they will need to invest. If a prospect feels they are paying extra for things, such as "value-added" features, they do not want they may start haggling over the price. At the moment they only need to think they are paying for what they asked for when they made their list.

7. Remind yourself that selling your services is easy when you remember people buy for emotional reasons, not logical ones. Because your prospect is now thinking emotionally it will be much easier to close your sale.

8. Advise your prospect how much time and money they will need to invest in your solution to their problem. Presenting a variety of packages for your prospect to choose from abdicates your expertise and makes it seem as if you have no idea what is best for them. You are the fitness expert so you need to decide for them.

9. Explain the solution as an "investment" as opposed to a "cost." The word investment helps validate the purchase in your prospect's mind as being a wise decision which will yield a positive return.



Add to your sales skills…

Jim has created a whole CD pack that is full of information on how you can no pressure sell and increase your revenues. CD Pack: This is the "must have item if you are a studio owner, personal training director, club personal trainer, independent trainer, phone fitness coach, or group training expert. It is packed with secrets of how to "no pressure" sell for your enjoyment and your clients' enjoyment. But best of all, watch your sales soar.    Go to Full Description


10. Discuss less expensive options only if your prospect simply cannot afford the solution you are recommending. Remember you are not proposing the most expensive option because it will benefit you the most. Only do so if it will benefit the prospect the most.
Remember, people buy for emotional reasons, not logical ones.
11. Handle any objections your prospect might have by repeating their own words back to them. Remind them of the emotional reasons they want to achieve their stated goals and the consequences of their failure to take action.

Money in hand 12. Reassure your prospect you can help them with everything on their list. So long as there is nothing else they want to add to it, now is the time to talk about money.

13. Accept their payment before going any further with your sales appointment. Remember, it is only a sale until you have the money in your hand.





Free Download

You can download a free copy of his new e-book "63 Must-Have Sales Tips for Personal Trainers" at: www.ptsalestips.com

More Columns by Jim Labadie

Go to Jim's Page


Related Articles:

The Psychology of Selling: Why People Hire Fitness Professionals By: Jim Labadie

How To Be The Top Producing Personal Trainer In Your Club by Eric Ruth

The Six Keys to Recession-Proofing Your Personal Training Business by Susan Block

People Don't Want a Trainer! Know That and Lead The Field! by Phil Kaplan


back arrow     Back to More Articles About Personal Training .



020406


Reviews Write A Review
by 85200000
123
cheap nfl jerseys from china toms wedges uggs,ugg,ugg boots,ugg australia,ugg sale,ugg slippers,ugg outlet official louis vuitton outlet supra shoes moncler outlet ugg outlet jordan 13 moncler jackets ugg moccasins fake uggs christian louboutin fitflops clearance canada goose outlet stores jordans 11 ugg outlet stores michael kors outlet online sale louis vuitton outlet online north face coach factory outlet north face,north face fleece,north face denali,north face rain jacket,the north face,northface jackets,thenorthface,north face sale,north face backpack,north face,the northface,the north face outlet ugg outlet cheap jerseys louis vuitton handbags kate spade handbags michael kors handbags louis vuitton dolce gabbana hollister clothing burberry outlet online a&f louis vuitton outlet stores
by korsu001
ss
air max, oakley sunglasses, longchamp outlet, gucci outlet, oakley sunglasses, polo ralph lauren outlet, kate spade outlet, louboutin, louboutin, nike free, ray ban sunglasses, chanel handbags, michael kors, michael kors outlet, michael kors, oakley sunglasses, nike shoes, polo ralph lauren outlet, tory burch outlet, michael kors outlet, toms shoes, burberry outlet online, tiffany and co, jordan shoes, michael kors outlet, nike air max, ray ban sunglasses, polo ralph lauren, prada outlet, louis vuitton outlet online, ray ban, burberry outlet online, prada handbags
by oakley sunglasses cheap
http://www.oakleysunglassescheap.us.com/

louis vuitton outlet

coach outlet

cheap oakley sunglasses

oakley sunglasses outlet

louis vuitton handbags

coach factory outlet

coach outlet store online

coach factory

prada outlet

air jordan

true religion jeans

coach factory outlet

louis vuitton outlet

coach factory outlet

oakley sunglasses

michael kors

coach factory outlet

prada handbags

coach outlet

louis vuitton handbags

cheap oakley sunglasses

cheap jordan

true religion jeans outlet

louis vuitton

coach factory

coach store online

by nike sko
nike free run dame
This
nike free run billig unique chain is actually developed in a few designs: medic free run nike old watches and additionally pewter. Since most of nike sko louis vuitton handbags purse forum us learn, nike free run dame these kinds of hues hardly ever are displayed on Uggs
by shahalam
Good
It's easy to make a research paper but it would never be easy for students like me to make research paper writing as unique as what this website can provide. They don't just provide unique research paper but they also make the research paper rich in contents and in high quality.
by casper
read
microsoft-chat.com It is true that to work on with the loads of sales associated with the fitness products is a great task. I liked reading this article; e that you have given here on how to make sales and profits out of it. Good read.
by levi
details
It is true that to work on with the loads of sales associated with the fitness products is a great task. I liked reading this article; e that you have given here on how to make sales and profits out of it. Good read. http://www.microsoft-chat.com
by MK
sdfsa
Come here,http://www.guccishoesoutlet-factory.com/,i give you something about life,http://www.northesfaceoutletonline.net/,life is like a play,ups and downs autonomy,http://www.mmonsterheadphones.com/,world road,http://www.mkoutletcart.com/,when we have become accustomed to,http://www.laurenpoloralph.com/,when we can be more clear,polo outlet online,understanding of their own,we are no longer superficial and simple,mcm handbags outlet,we are no longer the users,coach factory outlet,to describe their own chic,and beautiful,michael kors outlet online,we are no longer to be complacent,monster headphones outlet online,with the young,coach purses outlet online,mature,gucci shoes uk,wise,north face jackets outlet online,calm and other words it is our love,http://www.mcmworldwidelly.com/,of the formulation,north face clearance outlet,we know how to show themselves,and comment on others,http://www.gucci-lvshoesfactory.com/,I believe it is open-minded,coach store outlet online,after experiencing life,http://www.coach-storesonline2013.net/,after going through the ups and downs of life,we had to run around for a living forever,michael kors outlet,we worked a job and servant servant dust,http://www.mkoutletstate.com/,every day a new dawn,http://www.north-clearances.com/,every day we have a full time,louis vuitton shoes factory,we greet one another a life full of hope and passion.
by make blog
sdsds
They may also educate their clients in many other aspects of wellness besides exercise, including general health and nutrition guidelines. Qualified personal trainers recognize their own areas of expertise. Thanks. Regards, make blog

Powered by Blueprint Solution
© 2007 Blueprint Solution, Inc. All rights reserved. Terms of Use. Privacy Statement.

 |