7 Steps to Getting a YES!The Secrets to Selling Personal

Training Clients Long-Term

www.ptmentors.com

The 7 Steps

• Client Intro• PAR-Q• Goal Setting and 5 Whys• The Training Experience• Client Plan• Recommendation• Problem Solving

This webinar is for you IF:• You are sick of spending countless unpaid

hours doing consultations that don’t close• You want to help even more people• You are tired of not knowing how much

money you’ll make each month

This webinar is NOT for you IF:• You aren’t truly ready to take action• You aren’t interested in growing your

business

Jodi• Fitness industry for 16 years• CSCS certified, Kinesiology• Driven over $14M in Personal Training and Program Sales• Competitive Figure Skater

About

• Confidence will go up, big time!• You’ll sell longer-term packages• You’ll know your monthly income• Keep your clients long-term, ensure their

on-going success• 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!

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 a time) 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

Client Intro/Background

PAR-QPhysical 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 it’s like to work with you. People buy from others whom they Know, Like and Trust (KLT).Often: • Disengagement

• Lack of interest • Exercises that don’t match the prospect’s goals or

abilitiesInstead: • Fun, smiles, excitement

• Talking in “we” instead of “you” • Encouragement • Exercises that make sense

The Training Experience

Show them the path and the results they’ll 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 technical jargon

Client Plan

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.

Recommendation

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 disservice.

Problem Solving

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 readyBe prepared to take payment right away, and

to do so quicklyCongrats! You did it!

Closing the Sale

Training 10 Clients (2x/wk) long term packages:Hrs/wk: 20 x .10=2 (10% cancellations), 18hrs workConsults: 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 workConsults: 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

BONUSES13 Done-for-you Tools, Templates & Scripts to Maximize your Personal Training

BusinessVALUE: $97

Client Agreement (created by Lawyer)VALUE: $600

Spots are limited. To register for your Breakthrough Call, go towww.ptmentors.com/breakthrough. I’ll take it from there and get you all

set up!

2hr Breakthrough Call $199

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