How to Sell Personal Training - Part 1 - Overcoming Objections & Being the Clients Hero

How to Sell Personal Training - Part 1 - Overcoming Objections & Being the Clients Hero

"Let Me Think About It"

How many times have you heard this from a possible client?

You just ended working your butt off, giving them a great first workout... They are in horrible shape and de facto need your help... And things went pretty good...

But when it's time to pull out the old credit card, they say "Let Me Think About it".

And you never hear from them again. If you see them at the gym, they try to avoid you. Awk- Warrrd! They will pull out their credit card to buy larger clothes and crappy food, but not to invest in their health? Argh!!!!!!! Well, here is the deal. You were probably de facto close, closer than you may think, but dropped the ball at the last minute. You don't have to lose momentum when you are so close to the conclude line and it does not have to turn into an awkward situation.

Here is how to sell personal training by overcoming objections:

Isolating any objections they have is crucial to conclusion the sales.

So make the possible client feel comfortable sufficient to tell you the actual truth about why they are just "thinking about it".

If they don't tell you, you can't help them make a decision, so get them to voice their objections right away.

Because the truth is, they have already view about it; they don't need more time to think. They have a definite objection to spending the money.

There are many factors when it comes to personal educator sales, most of them happened before you go to close the sale. If you gave them sufficient value, helped them a bunch, and uncovered their 'emotional reason' for buying, then the inquire will not be "If" they want to buy training, but "How Much" training they are going to buy!

Check out this tasteless scenario below for some tips and tools on what, exactly, to do the next time this happens to you. Don't let the possible client talk themselves out of investing in their health!

Potential Client: "I don't want to buy any sessions right now, I have to think about it."

Trainer: (mirror the posture and tone of voice)

"I wholly understand John/Jane!" (sit back in chair, put pen down, relax body language as to make possible client comfortable)" Working with a personal educator is a very important decision and that is why we are here today. But please, help me to understand? What is it that you are reasoning about John/Jane? Is it the amount of sessions or the price per session?"

*(Don't say a Word! You have just asked an important question, You Had good Let Them Answer!!!!! Doesn't matter how long it takes. You Speak.... You Lose!)*

Potential Client: "To be honest with you, it is a itsybitsy bit of both."

Trainer: "Well John/Jane if we can find the right amount of sessions, at the right price, would you be willing to commit right now?!?!"

Potential Client: "Yes!" (or "No!")
If the answer here is Yes, then congratulations! You have built sufficient value in the stock that you are offering and you have a good candidate to work with you! Now work with them to find a way to make it work for their budget. Possibly they can see you only 1-2x per week instead of 2-3x/week?

If the answer is No, then you have not built sufficient value into the stock that you are offering. You need to help people more while the 1st workout and show them that they will perform their goals if they effect your leadership.

Trainer: What is stopping you from investing in your health? Do you think it's not going to work? What are your concerns?

Potential Client: "I am concerned that"... Xyz concern

Now you have to address their concern. Make sure the concern is coming from them. If they say "I have to make sure my wife won't get mad at me for spending this money" spin it back on them and say "I am sure she will be proud of you for investing in your health, and deLighted to see the results that you get!"

So check it out, by getting them to voice their objection, you can help find a solution. Otherwise, you will lose the client and never hear back from them, never know what they were thinking, and never know how close you were to getting a new, awesome client.
Personal educator to the Rescue!

Here is the deal, when people first de facto start trying to get in shape, they don't know what they are missing out on. They may come in to lose 5 lbs, but in the process of working with you, lose 15lbs of fat, gain some muscle, look amazing, feel way more confident, be more energetic and inescapable at work etc etc.

But when they first walk in for that first session, they don't truly believe any of that. Don't let them miss out on a Huge opportunity to convert their life for the better, they just don't realize what they are missing out on. Sales for personal trainers is so important for this reason! You can't work on your client, and save them from their bad habits, if they don't buy!

Get them to voice their objections, and then overcome them, so you can help them see what life is meant to be and all that they are missing out on!

And that is how to sell personal training, expertly and with passion. Please leave some comments, sales for personal trainers is a essential skill that most trainers don't know.

What questions do you have? What do you know about how to sell personal training?

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