It’s your job as a fitness professional to help others overcome the negative thoughts that keep them from exercising. It’s true that sometimes during a consultation with a new prospect you’ll have to wear different hats. You might be a financial planner, problem solving with them about where they are spending money now and not […]
So many times when a fitness professional loses the sale it’s because of one or two things: 1.) they don’t quite believe themselves that they can help the prospect they’re trying to close 2.) they miss the boat and swing for the sale before they’ve even created a relationship with the prospect So which is
Yesterday at our weekly role play for Sales on of our new and talented trainers was up to bat. She’s not a new trainer, but new to our team and fairly new to selling. She’s not used to a complimentary session being her way to show a client the value of training and then converting
Say What You’re Thinking Read More »
The Biggest Loser gets attention. Good bad and ugly, people are talking about it and tuning in. You don’t have to agree with all it promotes but it is difficult to argue that it has created attention and it has created an attitude among people who are would-be audience members that they too may be
Give up some of your time and expertise in exchange for some publicity and opportunity to help someone who can’t do it on their own. Run a Challenge Contest that’s legitimate. You’ve heard and maybe been tempted to or did the Challenge that is short in duration, multiple days a week of hard exercise, recommends
Something for Nothing: Win-Win Read More »
A trainer on our staff asked at our role play meeting last week, “What do you do with someone without any goals?” What we know about stages of changes, tells us he’s in pre-contemplation. What we know about the fact that he just recently joined the fitness center is in congruent with that. So you
Servicing the Client Not Ready Read More »
“I’m just here because it’s free. I don’t need your help. I don’t want to buy anything from you.” So says the client in front of you at your complimentary session. How do you deal with a statement like that within the first few minutes of a complimentary session? It’s hard to tell right away,
The Business of Objections Read More »
You are nearly a quarter of the way through your year. Are you a quarter of the way to your 2011 goals? Do you remind yourself of them on a daily basis? Do you know what choices and actions you have to make on a daily basis to get there? When your clients want to
Assess Your Daily Diet Read More »
Thanks for the memories…thanks for the gift….but thanks for nothing? Yes! Gather your thank you notes, your stamps and envelopes and your list of appointments from the last few weeks. Everyone on your list who bought nothing should receive a personalized thank you. Now, it goes without saying, hopefully, that you send everyone who did
Thanks for Nothing Read More »
Long hours, long days. It’s busy in the personal training business right. Then suddenly it’s 7:30pm and you realize you haven’t seen your kids yet today or let your dog out or been home since you left your bed early this morning. Furthermore, you’re about to head there and get up and do it again.
Stay five more minutes. Read More »
How did today go? First Monday in January? Pretty darn good, I’m hoping, or you need to call, text or stop by right away for some business first aid! This is the time to shine! Everyone is fresh, excited, ready to tackle new goals! They’re calling, emailing, stopping by the front desk….right? Get over yourself!
You’re Not that Popular! Read More »
Pictures speak a thousand words….OK, cliche! So shoot me! But it’s true. A great example of how to grab the attention of your audience, or a new one.We like pictures. This might be an example of a blog you would do weekly about success stories in your personal training business. Or pick out seven individuals
Post Before and After photos Read More »
