Tài liệu How to Sell Personal Training: Advanced Sales Techniques For Personal Trainers doc

How to Sell Personal
Training: Advanced
Sales Techniques For
Personal Trainers
by Chris “Shark Attack” O’Toole


Chris “Shark Attack” O’Toole
• Chris is one of my private coaching clients who is
absolutely killing it!
• He left the Finance world to pursue his passion for
fitness, became a Personal Trainer in 2005.
• He went from being a BRAND new trainer to
opening 3 new locations with 10 sales managers
& 15 trainers at each one for a major gym chain.
• He often *CRUSHED* his goal of $250,000 of
membership & personal training sales every 2
weeks from a 6000 membership base.
• He then became an instructor for NFPT (National
Federation of Professional trainers) and has also
worked as a Fitness Manager with Equinox gyms.
• He is a guest blogger on
PersonalTrainingBusiness.com
• He ABSOLUTELY loves selling personal training,
and loves showing other trainers how to get into
sales too.


Webinar Objectives
• Reveal Chris’s Step by Step Sales System.
• Provide You With Specific Tips, Techniques, &

Rebuttals to Overcome the Most Common
Objections.
• How to Avoid the Most Common Pitfalls &
Fears.
• Lead Generation- Get More Clients In the
Gym, On the Street, Everywhere!


What traits do successful sales people
have in common?
1.

2.

3.

4.

5.

Time Management
–
Developing a Great Schedule to Eliminate ineffective Time
–
Prioritizing Tasks- high/low importance high/low Urgency
–
How to be doing the most productive thing all the time
Setting Goals- A goal is a tangible step in the process of achieving a dream!
–
New Clients- Set up new appointment/ have them show up/ Sell the dream

–
Setting Specific Meaningful Goal
–
Willingness to do what it takes! Stepping outside of comfort zones
Communication & Listening
–
Product knowledge- Talk trainer then dumb it down if you have to!
–
Effective Communications- Multiple examples to convey one point
–
Looking the Part
–
Listen Pause Speak- Maintain focus on their Agenda! Show them you have listened.
Professionalism
– Its always show time
– Write things down
– Lead by example
Potential Pitfalls & Fears
– Believe in yourself- Fake it Till you Make it.
– Don’t answer a question unless you know the answer. Get back to Them
– Approach Anxiety. Learn what your made of in 10 seconds or less!
– Self Evaluation and Recaps


Lead Generation
In The Gym
•
misdirection/180
•
Don’t come in trying to sell, just make a friend

•
Hey you look Great! so when is the marathon?
1.
front desk
•
Another Cancellation? What are you doing
today, upper body or lower body?
2.
membership
•
Make a profile for the advisor so they know
who you are
3.
on the floor
•
Hey that's a great exercise, what are you
working on today?
•
Legs? Great! I am have a new leg blast
routine!
•
Never stop moving
4.
shark attack!
On The Street
•
Any place and Anytime you can be recruiting
Online
•
Guest speaker Jon

Hit The Phones (elbow grease)
•
Speaking clearly
•
Tone and Directness


Client
Profiling

• Learn as much as you can before
you approach
• Matching personalities: Money
isn’t everything
• People run in packs: They spread
the word 4 you!
• Some people just want to be
noticed of the little things; look for
the smile


Building Rapport
• Building Rapport - know, like,
trust, close
•
•
•
•

Compliments

Common Ground
GOALS
Writing down

• Buying Temperature (When to
pull the trigger)
• Have you ever used a Trainer before
& how did it go?
• Identifying buying signs and what to
do when you see them


Developing a Need
• Establishing the need
for your services
• Being prepared to
ask the right question
till you get the right
answer!


Finding Hot buttons
• Direct vs indirect
questions
• Writing down key
information
• What has failed for
them in the past?
Deliver for them!

Leave Them Wanting More
• Leave Them Wanting More
- pump & dump 15min tops
• Don’t give it away for free
• Don’t wear out your
welcome!
• The faster you provide value,
the better.


Are buyers Liars?
• Only if we make them
so!
• How to Avoid Making
Them Lie.


Pricing Presentation
• Recapping the workout
and benefits of working
with a trainer
• Assuming the deal!
• SILENCE IS GOLDEN: You
asked a question so let
them answer.
• Rate Sheet


Overcoming Objections

• Understand by repeating
the objection to
eliminate
misunderstanding
• Isolate the objection
• Overcome the Objection
• The most common
objections


Closing the Deal!
• Closes
– Ben Franklin
– Options close- They Pick
– Yes Questions
– Pyramid


After the Sale
• GREAT JOB!
Effective TO?
• Referrals
• Upgrades


Q & A Session
What questions or concerns do you
have?
What is your biggest concern
regarding sales?

What is the most powerful thing you
learned today?

Chris “shark attack” O’Toole