Selling is a critical skill necessary for all Personal Trainers to master. Whether you like it or not, much of your livelihood will depend on whether or not you can “close the deal.” And just like any other skill, you can always improve on your ability to sell others on you and your services.
Sales is really nothing more than a conversation between two people. But, it’s imperative to know how to make the most of that conversation. These six powerful tips will help any personal trainer improve their closing rate:
1. Know that your prospect should be doing most of the talking during any conversations between the two of you. The more your prospect talks, the more emotional they become. The more emotional they become, the more likely you are to close your sale.
2. Emphasize bonding with your prospect, if you want to turn them into a client. One of the best ways to do this is to use the same body language as they do. Without even realizing it, your prospect will feel incredibly comfortable with you.
3. Realize that what you are actually saying matters very little, compared to how you say it. Subconsciously you will make a much more intimate connection with your prospect, if your tone of voice and volume matches theirs.
4. Ask your prospects how much money they have spent on other products and services they have purchased to try and achieve their goals. Adding up how much money they believe they have wasted on these items will often help them realize just how affordable and valuable your services are.
5. Stroke your prospect’s ego to learn more about them. People love recognition and it will help them open up to you. So, for example, when they ask a great question, congratulate them for doing so.
6. Motivate your prospect to talk by answering a question with a question. If they ask you something, it’s for a reason. Give them a simple answer, and then find out why it is important to them.
Jim Labadie is the President of Achieve Total Fitness, Inc. He can be contacted at 813.949.0112, or by email at Jim@JimLabadie.com , or visit www.TrainandGrowRich.com .
