PROSPECTING IS NOT SELLING

There are certain steps to selling, and just like learning to walk before running; when you are looking for prospective clients, you are only trying to make appointments, NOT sales. Of course the desired end result is to sell personal training, but first the prospect needs to understand what the benefits are.

Most people would not buy a house without seeing it or a car without driving it. When a person has never had a training session with a personal trainer, they have no point of reference to the value of a session. If a person asks a buying sign when they ask you about personal training, set the appointment and avoid discussing price specifics and make an appointment for a complimentary training session.

The people who give little or no objection to an appointment, often are most receptive to purchasing personal training after a session.
Remember that prospecting is about getting an appointment with the best potential clients, just an appointment. Use the appointment setting methods from the text to close more sales, just follow the simple steps.

Visit the Graduate to learn the most effective ways to overcome objections, prospect new clients, generate referral letters and methods to have prospects PROSPECT YOU!