12: Sales Series - Part 3

Nov 27, 2019

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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Introduction

00:00 • 3min

Structuring the Initial Workout and Its Significance in the Sales Process

02:58 • 2min

The Importance of Personalized Workouts and Client Assessment

04:41 • 7min

A Surprising Display of Strength

12:04 • 3min

Selecting the Right Person and Personalized Training

15:17 • 6min

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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