Fitness, Business, Fitness Business, & Achieving Life Goals

For many Personal Trainers and Health Club Membership staff, the act of “selling” is not a pleasant thing. It brings to mind used car salesmen and telemarketers and aren’t we above that? Even the business phrase that is so commonly used of “closing the sale” sounds like once you get “the sale” you close a door or slam a lid on the person that just purchased. Why should we have to degrade ourselves to beg for business? We’re good, and if someone wants us, they know we’re here, right? AAANNNGH! (loud buzzer noise) Wrong-o.

Now, some will approach us about our services, but that takes courage on their part. So many people are intimidated by health clubs, exercise classes, and Personal Trainers and will never be the one to initiate joining or taking part.

We need to shift our thinking about sales.

First, let’s forget about “closing the sale”. Instead we should be thinking about “opening a relationship”. Because, that’s what we’re doing. We are creating ongoing trust, understanding, and a joint effort to help them reach their goals.

Second, when you ask for a “sale”, what you’re really doing is, after having listened to their goals and issues, making a recommendation to the best course of action to reach their goals. “Based on what you said, this, this, and this, I recommend that you sign up for yada, yada package, because it will allow us to handle those issues and get you to your goal safer and faster. how does that sound to you?” Wait for them to reply. You have just offered them something wonderful, and if you didn’t ask would they be as likely to reach their goals. They would miss out on a chance to better the quality of their lives. Why would we not want to offer that?

Third, (back to the first) once they agree to the course of action that you recommended, you can begin a relationship that will help them through this journey.

That just makes me feel all warm inside.