In last month’s blog post I discussed techniques that managers should use to teach their staff (personal trainers) how to sell personal training. The first step is to change the trainer’s mindset, so that is what I focused on. This month I will discuss verbiage for the trainers to use when talking to potential clients. I have found that it is not so important that they say something perfectly, as it is just to say something about purchasing personal training. Some trainers assume that the client will ask for it if they are interested. That may be true in some circumstances, but most of the time the client is waiting for the trainer to make some kind of recommendation. Following are some examples of the verbiage we teach our trainers at Baptist/Health Milestone Wellness Center:
If you, as a manager, don’t teach your employees what to say, they will most likely end up doing one of two things: not saying anything at all or saying the wrong thing. You don’t have to use the examples I gave, but it would be very helpful if you gave your trainers some type of script to practice so that they’re comfortable saying it when they get in front of a potential client.
Lisa Jo Groft, BS, ACSM-HFS, is the co-director of fitness at Baptist East Milestone Wellness Center in Louisville, Kentucky.