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How to Sell Personal Training: Advanced Sales Techniques For Personal Trainers by Chris “Shark Attack” O’Toole... • He left the Finance world to pursue his passion for fitness, became a

How to Sell Personal Training: Advanced Sales Techniques For Personal Trainers

by Chris “Shark Attack” O’Toole

Chris “Shark Attack” O’Toole

• Chris is one of my private coaching clients who is

absolutely killing it!

• He left the Finance world to pursue his passion for

fitness, became a Personal Trainer in 2005.

• He went from being a BRAND new trainer to

opening 3 new locations with 10 sales managers

& 15 trainers at each one for a major gym chain

• He often *CRUSHED* his goal of $250,000 of

membership & personal training sales every 2

weeks from a 6000 membership base

• He then became an instructor for NFPT (National

Federation of Professional trainers) and has also

worked as a Fitness Manager with Equinox gyms

• He is a guest blogger on

PersonalTrainingBusiness.com

• He ABSOLUTELY loves selling personal training,

and loves showing other trainers how to get into

sales too.

Webinar Objectives

• Reveal Chris’s Step by Step Sales System

• Provide You With Specific Tips, Techniques, & Rebuttals to Overcome the Most Common

Objections

• How to Avoid the Most Common Pitfalls &

Fears

• Lead Generation- Get More Clients In the

Gym, On the Street, Everywhere!

What traits do successful sales people

have in common?

1 Time Management

– Developing a Great Schedule to Eliminate ineffective Time – Prioritizing Tasks- high/low importance high/low Urgency – How to be doing the most productive thing all the time

2 Setting Goals- A goal is a tangible step in the process of achieving a dream!

– New Clients- Set up new appointment/ have them show up/ Sell the dream – Setting Specific Meaningful Goal

– Willingness to do what it takes! Stepping outside of comfort zones

3 Communication & Listening

– Product knowledge- Talk trainer then dumb it down if you have to!

– Effective Communications- Multiple examples to convey one point – Looking the Part

– Listen Pause Speak- Maintain focus on their Agenda! Show them you have listened.

4 Professionalism

– Its always show time – Write things down – Lead by example

5 Potential Pitfalls & Fears

– Believe in yourself- Fake it Till you Make it.

– Don’t answer a question unless you know the answer Get back to Them – Approach Anxiety Learn what your made of in 10 seconds or less!

– Self Evaluation and Recaps

Lead Generation

In The Gym

• misdirection/180

• Don’t come in trying to sell, just make a friend

• Hey you look Great! so when is the marathon?

1 front desk

• Another Cancellation? What are you doing

today, upper body or lower body?

• Make a profile for the advisor so they know

who you are

3 on the floor

• Hey that's a great exercise, what are you

working on today?

• Legs? Great! I am have a new leg blast

routine!

• Never stop moving

4 shark attack!

On The Street

• Any place and Anytime you can be recruiting

Online

• Guest speaker Jon

Hit The Phones (elbow grease)

• Speaking clearly

• Tone and Directness

Client Profiling

• Learn as much as you can before you approach

• Matching personalities: Money

isn’t everything

• People run in packs: They spread the word 4 you!

• Some people just want to be

noticed of the little things; look for the smile

Building Rapport

• Building Rapport - know, like,

trust, close

• Compliments

• Common Ground

• GOALS

• Writing down

• Buying Temperature (When to pull the trigger)

• Have you ever used a Trainer before

& how did it go?

• Identifying buying signs and what to

do when you see them

Developing a Need

• Establishing the need

for your services

• Being prepared to

ask the right question

till you get the right

answer!

Finding Hot buttons

• Direct vs indirect

questions

• Writing down key

information

• What has failed for

them in the past?

Deliver for them!

Leave Them Wanting More

• Leave Them Wanting More

- pump & dump 15min tops

• Don’t give it away for free

• Don’t wear out your welcome!

• The faster you provide value, the better.

Are buyers Liars?

• Only if we make them

so!

• How to Avoid Making

Them Lie

Pricing Presentation

• Recapping the workout

and benefits of working

with a trainer

• Assuming the deal!

• SILENCE IS GOLDEN: You

asked a question so let

them answer

• Rate Sheet

Overcoming Objections

• Understand by repeating

the objection to

eliminate

misunderstanding

• Isolate the objection

• Overcome the Objection

• The most common

objections

Closing the Deal!

• Closes

– Ben Franklin

– Options close- They Pick

– Yes Questions

– Pyramid

After the Sale

• GREAT JOB!

Effective TO?

• Referrals

• Upgrades

Q & A Session

What questions or concerns do you

have?

What is your biggest concern

regarding sales?

What is the most powerful thing you

learned today?

Chris “shark attack” O’Toole