How to turn prospects into clients.

At any given time, there is a person on the lat pull-down machine doing an improper exercise movement. Before you rush over to that new person on the gym floor who is doing the crooked pull downs to give cues and corrections on what a proper pull down is, you should remember the last time a person said to you, "HEY STUPID, YOU ARE DOING IT WRONG!", Because that is all they are going to hear. No matter how small of a correction a personal trainer offer, most people will only hear the negative, and more likely than not, part of the reason they have been away from the gym is because they didn't want to look stupid, which is how they are now feeling. A LOT of people will just shut down when a personal trainer walks up to them and begins to offer advice, whether it is good or bad. Even if you have the best intentions, there is no way of telling how a person will react.

Instead of walking up to a prospect who is working out on the gym floor and telling them to try it a little more like this, the personal trainer should walk up to the prospect and validate what they are trying to do. If a person is doing a bad pull down, you will never get the chance to change that unless they are willing to listen to you, and hopefully work with you.

Instead of correcting them, validate what they are doing, take away the pressure by telling them you only have a few minutes to spend with them, offer to show them 2 more exercise for the same body part and make an appointment for a complimentary session for a later date and move on to the next prospect.

The AFI Certified Personal Trainer Course teaches you how to train, it also teaches you how to sell the most training and make the most money helping people.