How to Sell Personal Training: Advanced Sales Techniques For Personal Trainers by Chris “Shark Attack” O’Toole Chris “Shark Attack” O’Toole • Chris is one of my private coaching clients who is absolutely killing it! • He left the Finance world to pursue his passion for fitness, became a Personal Trainer in 2005 • He went from being a BRAND new trainer to opening new locations with 10 sales managers & 15 trainers at each one for a major gym chain • He often *CRUSHED* his goal of $250,000 of membership & personal training sales every weeks from a 6000 membership base • He then became an instructor for NFPT (National Federation of Professional trainers) and has also worked as a Fitness Manager with Equinox gyms • He is a guest blogger on PersonalTrainingBusiness.com • He ABSOLUTELY loves selling personal training, and loves showing other trainers how to get into sales too Webinar Objectives • Reveal Chris’s Step by Step Sales System • Provide You With Specific Tips, Techniques, & Rebuttals to Overcome the Most Common Objections • How to Avoid the Most Common Pitfalls & Fears • Lead Generation- Get More Clients In the Gym, On the Street, Everywhere! What traits successful sales people have in common? Time Management – Developing a Great Schedule to Eliminate ineffective Time – Prioritizing Tasks- high/low importance high/low Urgency – How to be doing the most productive thing all the time Setting Goals- A goal is a tangible step in the process of achieving a dream! – New Clients- Set up new appointment/ have them show up/ Sell the dream – Setting Specific Meaningful Goal – Willingness to what it takes! Stepping outside of comfort zones Communication & Listening – Product knowledge- Talk trainer then dumb it down if you have to! – Effective Communications- Multiple examples to convey one point – Looking the Part – Listen Pause Speak- Maintain focus on their Agenda! Show them you have listened Professionalism – Its always show time – Write things down – Lead by example Potential Pitfalls & Fears – Believe in yourself- Fake it Till you Make it – Don’t answer a question unless you know the answer Get back to Them – Approach Anxiety Learn what your made of in 10 seconds or less! – Self Evaluation and Recaps Lead Generation In The Gym • misdirection/180 • Don’t come in trying to sell, just make a friend • Hey you look Great! so when is the marathon? front desk • Another Cancellation? What are you doing today, upper body or lower body? membership • Make a profile for the advisor so they know who you are on the floor • Hey that's a great exercise, what are you working on today? • Legs? Great! I am have a new leg blast routine! • Never stop moving shark attack! On The Street • Any place and Anytime you can be recruiting Online • Guest speaker Jon Hit The Phones (elbow grease) • Speaking clearly • Tone and Directness Client Profiling • Learn as much as you can before you approach • Matching personalities: Money isn’t everything • People run in packs: They spread the word you! • Some people just want to be noticed of the little things; look for the smile Building Rapport • Building Rapport - know, like, trust, close • • • • Compliments Common Ground GOALS Writing down • Buying Temperature (When to pull the trigger) • Have you ever used a Trainer before & how did it go? • Identifying buying signs and what to when you see them Developing a Need • Establishing the need for your services • Being prepared to ask the right question till you get the right answer! Finding Hot buttons • Direct vs indirect questions • Writing down key information • What has failed for them in the past? Deliver for them! Leave Them Wanting More • Leave Them Wanting More - pump & dump 15min tops • Don’t give it away for free • Don’t wear out your welcome! • The faster you provide value, the better Are buyers Liars? • Only if we make them so! • How to Avoid Making Them Lie Pricing Presentation • Recapping the workout and benefits of working with a trainer • Assuming the deal! • SILENCE IS GOLDEN: You asked a question so let them answer • Rate Sheet Overcoming Objections • Understand by repeating the objection to eliminate misunderstanding • Isolate the objection • Overcome the Objection • The most common objections Closing the Deal! • Closes – Ben Franklin – Options close- They Pick – Yes Questions – Pyramid After the Sale • GREAT JOB! Effective TO? • Referrals • Upgrades Q & A Session What questions or concerns you have? What is your biggest concern regarding sales? What is the most powerful thing you learned today? Chris “shark attack” O’Toole ... loves selling personal training, and loves showing other trainers how to get into sales too Webinar Objectives • Reveal Chris’s Step by Step Sales System • Provide You With Specific Tips, Techniques, ... new trainer to opening new locations with 10 sales managers & 15 trainers at each one for a major gym chain • He often *CRUSHED* his goal of $250,000 of membership & personal training sales every... Temperature (When to pull the trigger) • Have you ever used a Trainer before & how did it go? • Identifying buying signs and what to when you see them Developing a Need • Establishing the need for your