In this podcast episode, the hosts discuss the final part of the sales process in personal training. They provide tips on closing the sale, including offering a limited number of options, reviewing the client's goals, and using body language. They also emphasize the importance of not letting financial limitations affect sales and how caring for clients' needs can lead to successful outcomes.
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Quick takeaways
Keep membership options simple with no more than four choices to avoid overwhelming potential clients.
Separate personal financial limitations from the value offered, and focus on creating a coach-client relationship during the sales process.
Deep dives
The importance of setting up a successful sales process
In this podcast episode, the importance of establishing a well-structured sales process is emphasized. The host discusses a four-part series focused on the starting point session, which is a one-hour sales session where potential clients physically visit the gym. The speaker highlights the significance of extracting the real reasons why clients are seeking personal training, conducting a functional movement screen to demonstrate the process and safety measures, and providing a sample workout to inspire confidence. This comprehensive approach sets the stage for effectively asking for the sale in a non-transactional manner.
The art of suggesting the right membership option
The podcast delves into the art of suggesting the most suitable membership option to potential clients. The host advises keeping membership options simple, ideally offering good, better, and best tiers. It is highlighted that having too many choices can be overwhelming and deter clients from making a purchase. The key to suggesting the right option lies in considering the client's goals, health history, functional movement screen results, and overall needs. By confidently making the suggestion and emphasizing that it is what the most successful clients opt for, the host aims to guide potential clients towards making a decision.
Maintaining the right mindset during the sales process
The importance of maintaining the right mindset during the sales process is discussed in this podcast episode. The host advises salespeople to avoid projecting their own financial limitations onto potential clients. It is crucial to separate personal financial constraints from the value that the offered services can provide. Additionally, the speaker emphasizes the significance of body language, eye contact, and enthusiasm when conveying the value of the product. The goal is to create a coach-client relationship rather than a transactional one, demonstrating genuine care and belief in the ability to help clients achieve their goals.
In the ongoing four-part series on sales, we took what we call our starting point session, which is our one-hour sales session where someone comes to the gym and they're physically in front of us.
In the previous three episodes, we've done step one, which is the meet and greet or the peeling the onion, you've taken them on to the floor, you've done the functional movement screen, and then we've put them through a workout. So now you're sitting down with them and it's the crux move now.
In this episode, we deal with the last part of the sales process. We explain how to close the sale. It’s about when you've got the client teed up to this point where you're going to sit down with them and ask them for money. Stay tuned as we walk you through the process.
Key Points of Discussion:
Your rate sheet: Anything more than four options is too many (7:54)
Review what you've done that day with them and their goals (8:31)
Make a prescription and circle the option that you think is best for them… (8:37)
Don't let your income hold you back from selling a membership (9:41)
Sales have much to do with body language, eye contact, and enthusiasm (12:12)
Slide it over, make the suggestion, and be quiet until there's a 'yes' or 'no' (14:02)
Put more effort into steps one, two, and three (18:50)
It's not like you're selling them something they shouldn't have… (19:07)