| Selling
fitness made simple |
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You’re never going
to believe this. If I didn’t know the person
I would have a hard time believing this is true.
But sadly, it is. It’s the perfect example
of people buying things they want much more than
things they need. One of my clients was telling
me today about a mutual friend’s hernia. It’s
going to require |
surgery. Unfortunately, and for whatever reason, this
self-employed business man doesn’t have health insurance.
This, and the fact that he claims he doesn’t have
the money for the operation, are the reasons he uses to
explain why he has not gone ahead and had the surgery.
Ok. So that’s not terribly unusual. But here’s
the catch. This same man just went out and purchased
2 brand new motor scooters for $4,000. I’m not
a surgeon. I’ve got no clue as to how much a hernia
operation costs. But I’ve got to imagine that
$4,000 would have at least been a good start.
Amazing, isn’t it? Amazing that someone would
put aside even their health so they could buy something
they want much more than spend the money on something
they need. But in reality, this happens all the time.
Day in and day out.
Let’s face it, just about everyone could really
use the help of a qualified fitness professional. Yet
how do you think you will convince someone of that when
you know there are people in this world with hernias
who are riding motor scooters? You can’t. People
buy what they want, not what they need.
So what does this mean to you? Well, ask yourself how
much time you’ve wasted in the past trying to
convince someone of the value of personal training.
I know I used to. You really can’t so don’t
bother. Instead you need to use your time much more
wisely by eliminating prospects who would never spend
the money on your services. And you’d better be
able to close the people that do want to hire a personal
trainer.
Look at it this way, do you really think in this incredibly
busy, highly over-connected world we live in a person
would actually take the time to sit down and discuss
hiring you if they weren’t super serious about
it? If you set a sales appointment with a prospect then
you’ve pretty much already got a new client. Here’s
5 tips to help you out:
1-Before you even set the appointment make sure they
are a qualified prospect.
2-Let them talk the vast majority of the time about
why they would hire a personal trainer. Find out their
reasons. Sorry, they don’t care about yours.
3-Talk about money at the end.
4-Sales is nothing more than a conversation.
5-Remember, if they took the time to meet with you,
99% of the time they’ve already made the decision
to hire you. Get out of your own way and let them tell
you why.
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
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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