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The #1 Mistake Trainers Make |
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The #1 mistake a Trainer can make is not asking for the sale after a complimentary workout. Most times a trainer does not ask for the sale because the trainer has already sold themselves on the idea that the prospect is not buying. No matter what happens, as a trainer, you must always ask for the sale.
The 2nd biggest mistake a trainer makes is accepting the 1st no. If you were at the door of a night club walking in behind 5 of your closest friends and the bouncer said you could not come in because you were wearing black sneakers instead of black shoes, would you just walk away? Probably not, you would probably sell him on why he should let you in.
So why accept the 1st no when presenting training. Don't accept it, expect it and be prepared to over come it. You should ask for the sale at least 7 times in 7 different ways.
Ask why, overcome the objection and ask for the sale again. Always remember that after you ask for the sale, you stop speaking. The reason is that if you add anything else, the prospect can object to that. When you present the sale it is a yes based question
Example:
You: "Based on what you told me, this is exactly what you want and need to get ready for X,Y,Z, right?"
Prospect: "Yes"
You: "So lets get started on your goal of X,Y,Z today, fair enough?
You" " (say nothing for as long as it takes)
Prospect:"Ok, do you accept cash?"
You: "I will make an exception in your case"
The last few times you ask for the sale, should be a little different, it is when you have nothing to lose, I call it "Getting real", and it is a little more aggressive than some of the other hand holding techniques, but it is for their own good. You are only asking them to buy what they are telling you they need and want. It is also after they have told you they are wasting money on things that pushes them further from their goals. Remember that it is ok to be passionate, it is not ok to be abusive or mean.
Example of getting real:
You may say,"Look if I was one of your buddies and I called you up and said C'mon, lets go drinking you wouldn't give it a second thought, am I right?... So lets put that money towards your health and guarantee you reach your goal, doesn't that make more sense?"
Some people have to object, it is just a part of their buying process. |
