Personal Training Sales And Marketing Techniques

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A critical skill which is required by all fitness professionals is personal training sales. It does not matter if you are not a sales person, the survival of your business depends on you being able to master salesmanship. If you don't know how to close a deal, then your business will not survive.

Firstly it is very important to understand the difference between client and a prospect. It is pretty simple really, a client is a person who has already signed up for the service you are offering, they have hired you to help you with their fitness programme and are paying you to do so. A prospect on the other hand is someone who has shown an interest in your services and generally wants to know more about them.

I have a friend who is a great salesman, but he always counts his chickens before they have hatched. This is the first rule of what not do in any sales technique; you have to have the money in your hand before you know you have made a sale. In other words you close the deal with your prospect before your meeting with them is over. If you leave them to consider your services a great many things can occur to make them change their mind. The prospect becomes a client when the deal is closed and you have the money in your hands.

Always make sure that you have allocated enough time to close the deal. In other words if it is going to take you 60 minutes to present your services and of what benefit they will be to the prospect, then set a consultation time of an hour. Selling on the fly does not work. You have to tell the prospect how long the meeting will be and why, so that you have their full attention. People are very busy these days and you don't want your prospect to be distracted before you close the deal.

Make sure that you have a list of questions; you want to know if your prospect will be a good client. You don't need to meet every prospect you come across, you only want to meet with and sell those prospects you believe will be a great client and hopefully become a walking billboard for your services. Time is money, and if a prospect is not serious about your personal training services, you don't want to waste your time.

Ask questions regarding the fitness goals of the prospect and explain carefully to them how you will go about helping them to achieve this. Present several price options, but don't allow them to select the cheapest if it will not allow them to achieve their goals. This gives the impression that you don't necessarily know what you are doing and it comes across badly.

You don't want a prospect to become a client with buyer's remorse, so give them a final opportunity to back out of the deal while you are still in the meeting. This is because you need to address all of their concerns while you are still face to face.

These are very simple ways you will be able to improve your personal training sales. They are easy to follow and simple to carry out personal training marketing; and they will definitely save you both time and money. Keep things simple and hopefully your sales will go through the roof.

Sherman Goldberg is an expert author dedicated to bringing you great fitness marketing techniques for your fitness marketing and personal trainer marketing, and so much more which can be found at WWW.KickBackLife.com.

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