In this episode, we discuss the initial workout - the sample workout, and why it's so important to the sales process.
The key to the sample workout is something that we spoke to in the first two episodes, which is the way that people learn. So you're going to have some people that are auditory learners. Those are the people that you are going to handle with “peeling the onion”. They typically want to spend more time in the office.
Maybe they like to see that there's a process to what you do that would be handled by the assessment or the functional movement screen.
And then, there would be people that would come in and they don't want to talk at all. They cut you short on your questions. These people are typically a little bit more fit. They come from a background where they're already exercising or they consider themselves more fit. They just want to know that what you have to offer is going to be enough for them.
We talk about the way to structure your initial workout. We believe in a scripted sales process. So that means that the sample workout also needs to be scripted.
If you're paying attention during the peeling of the onion, then you're going to know that what their hotspots are - what they are for the heavy guy that wants arms or the lady that wants to lose this little piece of fat. So this is your chance, not only to show them that there's things in the gym that are unique for them, but also to just give them a few exercises that address specifically those areas. Stay tuned to learn more.
Key Points of Discussion:
- You’re going to handle the auditory learner with “peeling the onion” (1:27)
- There are those who just want to know what you offer would be enough (2:07)
- Scripted sample workout: Basic movement patterns, and the emotions... (2:58)
- Why are we doing a sample workout? (4:33)
- Let the beginner level client feel safe and comfortable (6:15)
- You can give intermediate clients more advanced cues (8:24)
- Those who are beat up but really fit: They need more advanced workouts (9:56)
- Their actual fitness level versus what they think their fitness level is (15:47)
- The workout is part of the evaluation (16:55)
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