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!
In my opinion, if you are personable, have some good sense of humor and look professional will help you to sell yourself easier. List your education, certifications and experience and answer every question your (potential) client will have. Offer a free session if you need to, because I believe that is the best opportunity for you and your potential client to connect. You can also use the fitness assessment as part of your selling pitch. Depending the results you will get from the assessment, it will help you to have a better idea about your (potential) client’s fitness level and it will be easier for you to suggest a number of sessions for him/her.
Hi Wendy. To my mind, the first rule is to be yourself! If you are normally NOT a high-pressure type person, high-pressure sales will not work for you (I actually HATE that approach). Be friendly, be attentive, and listen well when you are engaging a potential training client, be it in a free session or just talking to someone. Show that you are interested in them as a person, and that will go a long way to building a potential trainer-client relationship.
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.
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.