The podcast discusses the importance of customizing the sample workout based on each individual's learning style and fitness background. They emphasize the significance of having a scripted workout and addressing specific client concerns. The brain science behind hands-on experience in fitness is explored, along with the use of functional movement screens. The speaker shares a surprising story of a girl who held the world record in pushups. The importance of selecting the right person for exercises and providing personalized training is also discussed.
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Quick takeaways
The sample workout in the sales process caters to different learning styles, addressing auditory learners through conversation and visual learners through assessments.
The scripted sample workout should be tailored to different fitness levels, emphasizing safety for beginners, knowledge and form coaching for intermediate clients, and showcasing expertise for advanced clients.
Deep dives
The Importance of the Sample Workout
The sample workout is a crucial part of the sales process because it caters to the different learning styles of potential clients. Auditory learners can be addressed by peeling the onion and spending more time in conversation. Visual learners benefit from assessments, such as the functional movement screen. Lastly, kinesthetic learners, who are often more fit, prefer to experience the workout firsthand. The sample workout also serves as an evaluation tool and allows trainers to observe form, coachability, and address any injuries or limitations. By customizing the workout to the client's fitness level and demonstrating expertise, trust and rapport can be built.
Catering to Different Fitness Levels
The scripted workout for the sample workout should be tailored to different fitness levels: beginner, intermediate, and advanced. For beginners, the focus is on creating a safe and comfortable environment, addressing any injuries, and proving that effective workouts can be done without risking further harm. Intermediate clients value learning and knowledge, so cues, form coaching, and technical aspects like mind-to-muscle connection should be emphasized. Advanced clients, who may already be physically fit, need a challenging workout that showcases the unique aspects of the gym and its expertise, while still maintaining proper form and safety. The sample workout allows trainers to demonstrate an exercise program specifically designed for each client's needs and goals.
Personalized Training and Scaling Integrity
The Alloy Personal Training Business differentiates itself by focusing on personalized training and delivering workouts with integrity. The scripted sample workout, combined with the information gathered from the health history and functional movement screen, allows for a truly customized fitness experience. This approach ensures that clients feel safe, receive quality form coaching, and engage in workouts that are suitable for their fitness levels. The workout serves as a tool for evaluation and information sharing between trainers, ensuring consistent program design and coaching practices across all clients. The emphasis on personalized training and scaling integrity creates a unique and effective fitness experience that keeps clients engaged and satisfied.
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)