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Unique Sales Tips for Fitness Professionals |
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Salesmanship is a critical
skill necessary for all fitness professionals to
master. Whether you like it or not, much of your
livelihood will depend on whether or not you can
“close the deal.” And just like any
other skill, you can always improve on your ability
to sell |
others on you and your services.
Here are 6 unique sales tips that will improve your
salesmanship:
1) Know the difference between a prospect and a client.
A prospect is someone who is interested in learning
more about you and your services. A client is someone
who has made the commitment and hired you by paying
you money to train them.
2) It’s NEVER a sale until you have the money
in your hand. That is why it is imperative you obtain
payment before the meeting has ended. Too many things
could happen to make the prospect change their mind
if they haven’t committed any money to becoming
physically fit. When money exchanges hands only then
does the prospect become a client.
3) Be sure you set a distinct consultation time when
you are trying to sell them your services. In other
words, don’t try to “sell on the fly.”
If you know it takes you a minimum of 45 minutes to
close a sale then be 100% certain before the meeting
starts your prospect has allotted that amount of time
in their schedule. It’s your job to make sure
they know exactly how long the meeting is going to take.
Never assume anything. People are extremely busy and
the last thing you want is for your prospect to leave
before you have had a chance to close your sale.
4) Create a list of questions to ask prospects to determine
whether or not they would make a good client. You don’t
need to meet with every single prospect who in interested
in hiring you. If you don’t feel someone would
make a good client, someone who would become a “walking
billboard” for you, then feel free to turn them
away. Your time is too valuable to spend talking to
people who aren’t serious about doing what it
takes to get the results they claim they want.
5) Find out what your prospect wants to achieve and
then explain to them how you can go about helping them
achieve that. NEVER abdicate your expertise by allowing
them to pick a training package based on price alone.
When you present several options and ask your prospect
to choose it is the same thing as saying “I’m
really not an expert and I don’t know what I’m
doing.”
6) If they become a paying client, before leaving your
meeting you should give them one last chance to back
out of the deal. Why? Because it allows you to alleviate
and concerns they may have while you are still face
to face. You want to be sure when you leave your meeting
the new client is 100% committed to working with you.
Otherwise, there is always a chance they will have buyer’s
remorse and seek to back out of your deal. This gives
you your best chance of eliminating that possibility.
These tips are easy to follow and will improve your
salesmanship considerably. They will save you enormous
amounts of time and effort.
Jim Labadie is a fitness entrepreneur,
sales expert and speaker. To learn more on emotional
selling, developing trust with your prospects and when
to talk about money sign up for his FREE mini-course
on sales for fitness professionals please visit: www.howtogetmoreclients.com
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