I am not new to sales but new to selling personal training at my gym. What are some tips that you have for closing sales on personal training when it is a separate purchase from gym membership? Oh, and when we get new members they each get a 30 minute Best Start Workout with a trainer so that is usually my first opportunity. Thanks!
Wendy, I looked at your profile and saw that you are certified through ACE as a personal trainer.
I don’t know if you have a copy of the fourth edition of the new Personal Trainer manual, however, there is a section in the book called “Personal Trainer Business Fundamentals. It is really important that you revisit that section of the book as it is filled with great ideas that you can implement tomorrow.
Hope this helps.
Wendy, everyone has their own style and way of making a potential client into a client. The best thing you need to do is listen to what they say and what they do. I lost a few clients because I focused on listening to what their body says and not what they are saying. You listen to what they need but also what they want and then deliver on it. Be honest but tactfully honest. Not everyone is going to like what you have to say. Those that don’t are the ones you do not want as a client anyway.
It is not easy but that is what makes life interesting. Best of luck.
Oh yeah, luck helps too.
Joanne, I don’t have the latest edition of the PT manual yet so I will look at that as soon as I get a copy.
Victor, you also make a good point. I would like to think I’m listening to what the clients have to say it’s just usually coming down to a price issue and I am having trouble overcoming that objection.
I see your in the DC/Maryland/Virgina area. We are fortunate enough to have tons of fitness conferences and trainings in the area. You should look into attending some. Unfortunately you just missed a few, DCAC a few weeks ago and MACMA was in July. ACE has a lot of tools on their website – look into some of their trainings.