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Carol Noelle Brownson



Article Archive

Avoiding Sales Mistakes

October 31, 2006

Sales
By C. Noelle Brownson, with Gary Harvey

Avoiding Sales

Mistakes

Sidestep the seven most common pitfalls in selling personal training services.

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If there is one thing we would like trainers to take away from our articles this year, it is this bottom line: Whether you like it or not, if you’re going to be a personal trainer, you need to know how to sell. You could be the best trainer in …

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Emptying Your (Head) Trash

May 31, 2006

Sales
By C. Noelle Brownson, with Gary Harvey

Emptying Your (Head) Trash
How self-limiting beliefs prevent us all from achieving our life’s goals–especially when it comes to making those sales. “There just aren’t enough hours in the day to exercise and eat well!” “My injuries prevent me from working out now that I am older.” “I tried exercising once, and it didn’t do any good.” Do any of these s…

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Capitalizing on Referrals

May 31, 2006

Now that you’re keeping your existing clients satisfied and happy, the timing is right to ask, “How do I get more clients?” The answers include service, trust, results and personal referrals.
Part of your marketing campaign is grassroots and ongoing in nature. Because a majority of new clients will result from client referrals, expand this word-of-mouth gold mine. A personal referral implies an implicit trust and confidence in your services.

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The [Buyer-Seller] Dance Goes On

March 31, 2006

Sales
By C. Noelle Brownson, with Gary Harvey
For example, explain, “I like to think that my coaching services are available to people with a variety of budgets. I find that clients who are motivated and comfortable in the gym need a coaching session only once every week or two and then they can complete the rest of the workouts on their own, checking in with me for a new program at least once eve…

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The Dance Goes On

March 31, 2006

In the February column we outlined the first three steps of the Sandler Sales System: establishing rapport, securing an up-front contract and uncovering the client’s &ld…

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The Buyer-Seller Dance

January 31, 2006

Three years ago I opened my own gym. My premise: “Build it, and trainers will come. Their rent and member dues will get me to the bottom line I need.” The concept worked out beautifully on paper. Admittedly, gym owners I spoke with warned me about depending on trainers t…

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