| How
to Close the Personal Training Sale |
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Many fitness professionals have a heck of a
hard time even saying the word sales. A great
deal, myself included, are not sales people
by nature. It’s our instinct to help people,
not sell people. But closing sales isn’t
nearly as difficult as we often make it out
to be. Using the following the tips will make
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the process as simple, and painless, as possible.
1) Ask your prospect if they are committed to obtaining
the results they seek. If they are then ask them about
the consequences of their failure to follow through
on that commitment. There’s no better way to get
your prospect emotional than this.
2) Talk about money only after you have established
what those consequences are. It will be much easier
to close your sale and deal with any possible objections
they may have.
3) Create a list of what your prospect wants help with
by asking them. Only add things to the list your prospect
thinks they need help with. People buy for their reasons
not yours, so you will sell them what they want and
give them what they need after they have hired you.
4) Reassure your prospect you can help them with everything
on their list just before you talk about money. Then
remind them of what they told you would be the consequences
of their failure to take action. It will make them even
more emotional and help you close your sale very easily.
5) Ask your prospect if they are 100% certain they
are willing to do the work to become a “walking
billboard” for you and your services. Successful
clients are your best form of advertising. Emphasizing
to your prospect you won’t accept their money
if you don’t believe they are capable of doing
so will make them more than eager to prove they can
and will.
6) Emphasize everything your prospect has stated they
want when telling them how much they will need to invest.
If a prospect feels they are paying extra for things,
such as “value-added” features, they do
not want they may start haggling over the price. At
the moment they only need to think they are paying for
what they asked for when they made their list.
7) Remind yourself that selling your services is easy
when you remember people buy for emotional reasons,
not logical ones. Because your prospect is now thinking
emotionally it will be much easier to close your sale.
8) Advise your prospect how much time and money they
will need to invest in your solution to their problem.
Presenting a variety of packages for your prospect to
choose from abdicates your expertise and makes it seem
as if you have no idea what is best for them. You are
the fitness expert so you need to decide for them.
9) Explain the solution as an “investment”
as opposed to a “cost.” The word investment
helps validate the purchase in your prospect’s
mind as being a wise decision which will yield a positive
return.
10) Discuss less expensive options only if your prospect
simply cannot afford the solution you are recommending.
Remember you are not proposing the most expensive option
because it will benefit you the most. Only do so if
it will benefit the prospect the most.
11) Handle any objections your prospect might have
by repeating their own words back to them. Remind them
of the emotional reasons they want to achieve their
stated goals and the consequences of their failure to
take action.
12) Reassure your prospect you can help them with everything
on their list. So long as there is nothing else they
want to add to it, now is the time to talk about money.
13) Accept their payment before going any further with
your sales appointment. Remember, it is only a sale
until you have the money in your hand.
Jim Labadie is a fitness entrepreneur, sales expert
and speaker. You can download a FREE copy of his new
e-book “63 Must-Have Sales Tips for Personal Trainers”
at: http://www.ptsalestips.com
Jim Labadie is a fitness entrepreneur,
speaker and the author of the new e-book: 63 Must-Have
Sales Tips for Personal Trainers. To review his ultimate
sales kit- Click
here!
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