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what's up guys jeff from sorta health here after our last poll it's clear that you guys want to see more on sales this comes as no surprise because in most training positions if you can't sell personal training you don't get to be a personal trainer so how do you sell personal training well there are some strategies that work really well unfortunately there are things that a fair amount of trainers do that destroy their chances of completing a sale i think some of you watching want a sales script or something along those lines for better or worse that's all you don't sell personal training by using a script i've been in the field for over a decade i went from an average gym trainer to a self-employed trainer to a studio owner who employs other trainers my sales completion ratio went from about 30 to 40 percent to around 90 over that time period i've never seen a trainer use a sales script in any successful way the trainers who are good at sales are pretty much all doing the same things though and that's what we'll be going over today if you can implement the things that we are about to discuss you will be able to sell personal training end of story all i ask before getting into the good stuff today is that you consider liking the video and subscribing to the channel if you haven't done so already this helps the channel to grow and allows my content to reach more people thank you so much for that support everyone i really appreciate it so we'll be discussing six strategies today and there are no particular order although it's arguable that if you don't have this first one down nothing else will really work that well first things first you need to be very professional simply put most trainers aren't professional at all the bar has been set really low by many different trainers over the years if you can flip that stereotype over on its head then your chances of completing the sale get way higher so what exactly do i mean by be very professional let's start with your appearance if your place of work has a uniform obviously wear that otherwise try to dress business casual you can wear workout pants unlike what i'm wearing here but make sure they look neat not baggy also try to be somewhat well groomed professionalism extends beyond your outfit and your appearance though when you first meet your prospect greet them by their name say hey blank how are you today then give them a brief overview of what you'll be working on with them in that initial meeting this professionalism should be a constant throughout that entire first meeting this goes hand in hand with my next strategy which is to be over prepared again for better or worse people don't have high expectations for personal trainers here luckily we can use that to our advantage to be over prepared for a consultation all you need are a few things one is a clipboard and a writing utensil two you need health history forms including the par q the health history questionnaire and the informed consent filling these out is required before beginning a training program and three you need a standardized way of doing your initial consultation if you're just winging it like most trainers do in that initial consultation sure you'll still sign on some clients you'll never do as well as a trainer who's over prepared though people can usually tell when someone has their together and they can certainly tell when someone doesn't i feel like a clipboard in writing utensil is pretty self-explanatory you guys can figure that part out as far as the health history forms go your place of work may provide them for you if they don't go to this link located in the video description you can download them for free on my site the third thing i mentioned a standardized consultation is the trickiest one but it's something we've covered on this channel a good amount already basically you need to have a system for doing your consults and you need to follow that system every time this is far different from a script however because this system encourages your prospect to do most of the communication and work for you this brings us to our next strategy which is to be a good listener ask good questions and build a connection if we look at the initial consultation form that goes along with my consultation video here on youtube we'll notice something pretty quickly basically this form is just a series of questions we first want to ask our client what their goals are we then want to ask them about any potential barriers to success that they may have to find out about their barriers typically i'll say something like what do you feel has prevented you from achieving your goals in the past and what can make it hard for you to achieve those goals going forward we then go back to talking more about goals we should be asking about three month or short term goals right here and then after that we should be asking about one year or long term goals right here we want our client to tell us as much as possible when it comes to their goals because this helps us to build a connection with them after that we talk about physical activities that they may have done in the past again this is just another time to get a little more information on them and continue to build that connection after that we asked them about their diet almost 100 of the time dietary changes will be necessary for them to achieve their goals it's good to spend a fair amount of time going over what they're currently eating i'll have them describe their breakfast lunch dinner snacks and alcohol intake to me one at a time if i feel like they're not giving me a truthful example of an average day i'll ask them what they ate yesterday for all their meals this is a great time to ask your prospect a ton of questions and of course to continue to try to build that connection with them i continue to follow this same pattern for the rest of the consultations talking portion as well as the exercise portion too on that note yes you should probably include a free sample workout in your initial consultation you test drive a car before you buy it right same thing here some big overall takeaways from this initial consultation portion of this video should be one i need to build a connection with this person in order to help them and to sell them training two in order to build that connection i need to ask my prospect good questions three we should be spending a ton of time talking about my prospect's goals four i should typically spend considerably more time listening to my prospect talk than i do talking myself this brings me to my next strategy which is to not treat selling personal training like sales we all know that you do indeed need to sell personal training to work as a trainer however many of you need to stop thinking about sales like this insert used car salesman here and you need to start thinking about sales like this insert fancy presentation here sales in our case is just a presentation you are essentially giving a presentation on what you offer and how you can help your prospect achieve their goals unlike most presentations you don't even have to do the majority of the talking you do need to have your together though unfortunately guys you can't convince someone to buy personal training if they don't actually want personal training what we can do is figure out what goals the person sitting in front of us has we can try to build a connection with that person by asking good questions and listening carefully and then we can professionally demonstrate that we're capable of helping them achieve those goals nothing in there is salesy i'm not trying to figure out their pain point that so many gurus love to talk about we are going to be talking to them about their goals and insecurities though so i suppose that's not totally different anyways my point here is that people are wise to salesy tactics these days even sophisticated ones don't really work that well what does work is building rapport asking good questions listening and demonstrating your value speaking of demonstrating your value that brings me to my next strategy which is to be confident not cocky you need to be confident that you can help your prospect achieve the goals that you're discussing in this whole process if we go back to the part of the video where you're asking your prospect about their goals and they say they want to lose 15 pounds in four months for a wedding let them know that should be very doable we always aim for one to two pounds of weight loss per week because that's safe and sustainable if we stick to the plan we should have no issue hitting that goal now if they're asking for something that's totally impossible you'll have to gently give them a more realistic goal to aim for honestly sometimes just having that talk about realistic goals does actually help to boost your credibility a bit too if your prospect has a knee injury and is worried about hurting themself while trying to lose weight you can say something like there are some very effective ways to work around an injury like that with the right strengthening we may be able to improve the way your knee feels to some extent as well if you don't know how to work around a knee injury check out this video or some other free resource that breaks it down for you it's not too hard to be honest the idea is to sprinkle little tidbits like this quote that we just talked about into these initial meetings here and there let your prospect know that you're capable of getting them to their desired goal and demonstrate your value don't be cocky though and boast too much remember you should be listening more than talking also no one likes it when someone is too full of himself so try not to come off like that my last strategy is to not be pushy look i get it you're at the end of your consultation and you really want your prospect to buy some personal training god knows you need the money we've all been there at some point one thing that will not help you complete that sale is being overly pushy or aggressive like we've said before none of that stuff works in 2021 it probably never has if you've done everything well up to this point you shouldn't even feel the need to be pushy most of the time because most of the time your client should be willing to sign up without even going there if they're not signing up at this point one or two things have most likely occurred one they just don't really want personal training or two you failed on one of the previous steps maybe you weren't professional enough maybe your presentation wasn't good enough maybe you didn't ask the right questions maybe you didn't build enough of a connection of course there are other possibilities here too if you drop the ball in one of these things make a mental note of that and try to do better next time this stuff does take practice if they don't really want personal training then there isn't really much you can do you can't trick someone into wanting it you can only sell people that have some desire to do a training program in the first place unfortunately you will end up doing consultations at least some of the time with people who aren't serious about your services this tends to happen more in big box gyms don't be discouraged though plenty of people want what you're selling if a prospect gives you rejection like i need to talk to my husband about it say something like i totally understand why don't i reach out to you on tuesday to see how you're feeling in the meantime i'll create a few more program ideas that could work out for you the chances of you signing this prospect on at this point are relatively small but they are still there and real also if this person wants training in the future they could very well reach out to you your odds of signing this person on are way higher here than if you took a more aggressive approach if we go back to this i need to talk to my husband about its statement for giggles let's take an aggressive stab at the situation if we're being aggressive we could say you're at your most motivated now what's holding you back from making a decision this would be a calculated aggressive response to the objection every once in a while something like this can work the downside here is that some people will see this as pushy and you have the potential to burn some bridges use methods like this at your own risk you guys already know where i stand i think this response the one where you say i totally understand blah blah blah is superior the vast majority of the time we're all a little bit different though and what works best for me might be slightly different for you because of that i can give all of you good advice that will work in the field but as helpful as that advice may be experience is still the best teacher so get out there and follow these steps and strategies as best as you possibly can don't be scared to fail just go in and do your best that's how you'll improve and that my friends is all that we have for today if you guys have any questions and anything make sure to ask those down below in the comments and i will respond to you if you haven't liked the video yet or subscribe to the channel please consider doing so because it does help the channel to grow which does allow me to make more free content for all of you thanks for watching everyone until next time stay sword healthy