7-Steps to Selling Long-Term Traininga
Post on 10-Jan-2017
7 Steps to Getting a YES! The Secrets to Selling Personal Training Clients Long-Term
Jodi Fitness industry for 16 years CSCS certified, Kinesiology Driven over $14M in Personal Training and Program Sales
Competitive Figure Skater
The 7 Steps
Client Intro PAR-Q Goal Setting and 5 Whys The Training Experience Client Plan Recommendation Problem Solving
Confidence will go up, big time! Youll sell longer-term packages Youll know your monthly income Keep your clients long-term, ensure their on-going
Be able to plan vacations/time off Clients show up to their sessions more regularly
with a higher ticket price
STOP Selling all the time
Get comfortable with selling!
This webinar is for you IF:
You are sick of spending countless unpaid hours doing consultations that dont close
You want to help even more people You are tired of not knowing how much money
youll make each month
This webinar is NOT for you IF: You arent truly ready to take action You arent interested in growing your business
Let me tell you a story..in 2003 I was: Selling 10-packs Doing a million consults Spending 14hours/day in the club Constantly worrying about if my clients would renew or not
Cut to 2007: Selling an average package value of over $6200 (over 120 sessions at
Closing the majority of the consults I was doing Only in the club with my clients, plus a few hours/wk for prospecting Knowing my income for at least 6 mths ahead
Work less, get more
Find out as much as you can about their previous exercise experience.
This will give you an idea of the successes and struggles they have and where they need your support this time around!
Contact information, including email Exercise background, dig deep Build Rapport
Physical Activity Readiness Questionnaire
Ensures you are taking care of safety and health issues first, and addressing any concerns.
Permission to exercise is necessary if there are any YESES.
Often: Rushed Not signed Incomplete info.
Instead: Ensure this is completed Have the client READ the questions him/herself Ensure the form is SIGNED by all necessary parties
What does the client WANT? Creates the basis for your prescription/plan.
Find out what their goals are Be specific Find out when they would like to achieve their goals
Discover WHY they want to achieve these goals
Dig 5 Deep
Goal setting and 5 WHYS
A short workout or assessment to give the prospect a chance to see what its like to work with you. People buy from others whom they Know, Like and Trust (KLT).
Lack of interest
Exercises that dont match the prospects goals or abilities
Instead: Fun, smiles, excitement
Talking in we instead of you
Exercises that make sense
The Training Experience
Show them the path and the results theyll achieve along the way. Give them something to look forward to.
Create belief in you and your knowledge as a trainer, and build excitement around achieving their goals!
Showing them the milestones along the way The plan is an overview, not a detailed prescription with
Let them know the BEST way to get them to their goals. Give them the opportunity to have all the information they need to make a decision. Then, let them make it for themselves.
Present the recommendation based on their goals and the plan you created, not
on what you think they can AFFORD
Describe the investment they will make Ask for the sale
Go through their objections with them, and work together to come up with a solution that makes sense for both you and the client.
I see: Trainers who let people go after 1 NO/objection Eyes down, and fidgeting
Instead: Confidence in your recommendation Dig into their objections and work with them to find the solution. If you let them go after 1-3 objections you are doing them a
Be prepared to sign the contract WHEN they say YES! Keep your confidence up, knowing that you know how to actually PROCESS the payment when they decide to sign-up!
Have paperwork ready Be prepared to take payment right away, and to do so
Congrats! You did it!
Closing the Sale
Training 10 Clients (2x/wk) long term packages: Hrs/wk: 20 x .10=2 (10% cancellations), 18hrs work
Consults: 2/wk, total of ~3hrs (unpaid)
Total hours in the club: 21/wk
Total Revenue/wk: 18x60=$1080/wk
Training 10 Clients (2x/wk) 10 sessions packages: Hrs/wk: 20 x .10=2 (30% cancellations), 14hrs work
Consults: 6/wk, total of ~9hrs (unpaid)
Total hours in the club: 23/wk
Total Revenue/wk: 14x60=$840/wk
Total loss: $240/wk and $1008/mth
Short-Term vs. Long-Term Clients
After this in-depth breakthrough call, you will:
Have complete clarity about your ideal client Know exactly what steps you need to take in order to gain new clients No longer feel frustrated, overwhelmed or lost Have the CONFIDENCE to go after your dream, and help even more people
BONUSES 13 Done-for-you Tools, Templates & Scripts to Maximize your Personal Training Business
Client Agreement (created by Lawyer)
Spots are limited. To register for your Breakthrough Call, go to
www.ptmentors.com/breakthrough. Ill take it from there and get you all set up!
2hr Breakthrough Call $199
www.ptmentors.com Personal Training Mentors Inc.