Archive for May, 2011

Shut up and let them buy!

May 25, 2011

Resist Your Fear of Asking!

You’ve finished the initial session with a prospective client, now what?  Sales gurus suggest that we fail to gain commitment to purchase on approximately 62% of prospects because we don’t ask them to participate. You’ve got to resist your fear of asking. Use phrases like “Let’s get started immediately” or “We should get started right away so we can start working towards your goals. I’ve got Monday or Wednesday available at 7:00 am.  What would work best for you?” or “Based on your goals, I think we should try a 20 session package” or “Most of my clients see me three times a week. How does that sound for you?” or “Let’s go with a 6 month package because that will be enough time for you to experience incredible results!”

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Posted in Business, business of personal training, business success, client retention, customer service, fitness career, fitness industry, fitness instructor, fitness professional, leadership, management, Marketing, personal trainer, personal training, Sales, Sherri McMillan, Uncategorized 2 Comments »

Every personal trainer must read this…

May 10, 2011

Hey Fitness Pros,

I was forwarded the following article that I think every Personal Trainer should read. It may be a bit controversial but definitely addresses some important points and is a great reminder!  Maybe read it together at your next team meeting…Be sure to leave a comment on my blog. I’d love to hear what you think!

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Posted in Business, business of personal training, business success, client retention, customer service, fitness career, fitness industry, fitness instructor, fitness professional, leadership, management, Marketing, personal trainer, personal training, Sales, Sherri McMillan 1 Comment »

Overcoming Obstacles to Sales for Personal Trainers

May 2, 2011

Hey Fitness Pros,

As trainers, if we aren’t skilled at helping people overcome their mental barriers to taking action, then they’ll just keep THINKING about starting an exercise program forever and never actually DO anything about it! It’s our job to help people overcome the obstacles that are preventing them from reaching their goals and living their best life!

Fortunately, the obstacles that most of our clients will present us with are very common and predictable. We just need to know what they are and be prepared with a system and questions to help them overcome those obstacles to success.

For example, I’m sure you’ve heard these before…
• I want to think about
• I don’t know if I’ll stick to it.
• I’ve tried before and never experienced any results.
• I can’t afford it.
• I’m too busy

When handling someone’s concerns, try the following system guaranteed to get clients to stop thinking and start doing!

Read more on Overcoming Obstacles to Sales for Personal Trainers…

Posted in Business, business of personal training, business success, client retention, customer service, fitness career, fitness industry, fitness instructor, fitness professional, leadership, management, Marketing, personal trainer, personal training, Practical Skills, Sales, Sherri McMillan, Uncategorized No Comments »