by Robert Foster
Personal training sales, it is essentially the major profit centre for any health club. Without great sales of personal training, there will be less and less people getting fit and lost potential revenue for the health club. This is why it is crucial to make sure your fitness department is highly-trained in sales in order to have success in any big box gym or private club.
What does it mean to be highly trained in sales? It means to be able to ask for the sale and get it. It means to overcome objections before they even ask or even think about them. It means to not come off like a pushy used car salesman. It means to really let the prospect make that decision instead of you manipulating them into it. How does this happen? How can you make the sales process go by a lot more smoothly?
Getting the prospect to know you might seem easy enough, but I have seen a countless number of times at gyms and within my own team where trainers freeze up at this. It almost seems as though new trainers in the industry have lost or not learned the art of networking and developing rapport.
Ways you can have a prospect get to know you better;
– A good old fashioned two-hand handshake.
– Look into your prospects eyes when introducing yourself.
– Repeat your prospects name while touching them.
– Ask about their interests, like family, pets, etc.. Everyone wants to show off their kids or family dog.
– Share your story and cute photos from a smartphone.
So how do we get the prospect to like you? It almost blends in with them getting to know you. You hope that with sharing your story, really knowing their story and having a real sincere interest with compassion for their story – that without knowing why, your prospect already has started to like you.
Here are some ways you can have your prospect like you more;
– Come prepared. Know something about your prospect. Look at their address and house on Google Maps. Check out their Facebook page. Most if not all people’s information is public in society today.
– Be well-groomed, clean-shaven and smell fresh and clean but not too over-powering. Come with neat hair and tidy looking clothes.
– Be early. Show up 5 – 10 min ahead of time. This shows you really respect your prospects time and helps you mentally prepare. It also sets the precedent for future appointments.
– Use their name often throughout the conversation, without over doing it though.
– Find many commonalities to help engage even more friendly conversation.
Having a prospect trust you is the most important step of this sales process. If the above 2 steps went over well and the prospect knows you and likes you – chances are they will come to trust you as well. Or at least it has built a great starting platform for trust. If they do not trust you, they likely will not give you money. If they do give you money reluctantly, chances are they will ask for a refund due to the trust factor.
These are some surefire ways for a prospect to trust you;
– Display or have a booklet of your credentials and certifications.
– Showcase your testimonials. Proof of your success as a trainer is one of the greatest ways to build trust.
– If convenient, introduce them to one of your current previous clients. Who better to speak on your behalf than the live products of your hard work and effort?
– Let your prospect know about a money back guarantee. This takes away the risk and lets them trust you more. If your club doesn’t have one then personally offer one. Why not guarantee your wages back to the prospect? It should be at least half the money, right?
– Give them all your personal contact information like cell and personal email. This puts them at ease and allows you to show you are available for their every question or query.
Personal training sales is a crucial revenue stream for any fitness club. In order to remain financially strong you need to have ongoing personal training income consistently. Having a dedicated sales trainer among your staff or visiting your gym on regular basis might be a great idea for better sales training and increasing overall sales.
In your next meeting, determine who that individual will be. Once determined, have a personal trainer meeting and role-play the Know You, Like You, Trust You process. It will help boost sales and confidence of all your fitness staff.
Robert Foster is the President and owner of Trainers On Site, an in-home Personal Training Service that operates throughout the Greater Toronto Area. Featured on The Shopping Channel, Home Shopping Network, Rogers Cable Television, America One Network and Breakfast Television. Also in the Toronto Star, Brampton Guardian, Vaughan Liberal, CanFitPro Magazine and Fitness Business Canada. To reach Robert email: firstname.lastname@example.org or visit: www.trainersonsite.com
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