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7 Steps to Getting a YES!
The Secrets to Selling Personal
Training Clients Long-Term
www.ptmentors.com
 	
  
The 7 Steps

•  Client Intro
•  PAR-Q
•  Goal Setting and 5 Whys
•  The Training Experience
•  Client Plan
•  Recommendation
•  Problem Solving
This webinar is for you IF:
•  You are sick of spending countless unpaid hours
doing consultations that don’t close
•  You want to help even more people
•  You are tired of not knowing how much money
you’ll make each month

This webinar is NOT for you IF:
•  You aren’t truly ready to take action
•  You aren’t interested in growing your business
Jodi
•  Fitness industry for 16 years
•  CSCS certified, Kinesiology
•  Driven over $14M in Personal 
Training and Program Sales
•  Competitive Figure Skater
	
  	
  
About
•  Confidence will go up, big time!
•  You’ll sell longer-term packages
•  You’ll know your monthly income
•  Keep your clients long-term, ensure their on-going
success
•  Be able to plan vacations/time off
•  Clients show up to their sessions more regularly
with a higher ticket price
•  STOP Selling all the time
	
  	
  
Get comfortable with selling!
Let me tell you a story…..in 2003 I was:
ü  Selling 10-packs
ü  Doing a million consults
ü  Spending 14hours/day in the club
ü  Constantly worrying about if my clients would renew or not

Cut to 2007: 
ü  Selling an average package value of over $6200 (over 120 sessions at
a time)
ü  Closing the majority of the consults I was doing
ü  Only in the club with my clients, plus a few hours/wk for prospecting
ü  Knowing my income for at least 6 mths ahead
	
  	
  
Work less, get more
Find out as much as you can about their previous
exercise experience. 

This will give you an idea of the successes and
struggles they have and where they need your
support this time around!

Ø Contact information, including email
Ø Exercise background, dig deep
Ø Build Rapport
	
  	
  
Client Intro/Background
 
PAR-Q
Physical Activity Readiness Questionnaire	
  
	
  
Ensures you are taking care of safety and health issues first,
and addressing any concerns. 
Permission to exercise is necessary if there are any YESES.
Often:
Ø  Rushed
Ø  Not signed
Ø  Incomplete info.
Instead:
Ø  Ensure this is completed
Ø  Have the client READ the questions him/herself
Ø  Ensure the form is SIGNED by all necessary parties
What does the client WANT?
Creates the basis for your prescription/plan.
ü  Find out what their goals are
ü  Be specific
ü  Find out when they would 
like to achieve their goals
ü  Discover WHY they want 
to achieve these goals
ü  Dig 5 Deep
	
  	
  
Goal setting and 5 WHYS
A short workout or assessment to give the prospect a chance
to see what it’s like to work with you.
People buy from others whom they Know, Like and Trust (KLT).
Often: • Disengagement

 • Lack of interest

 • Exercises that don’t match the prospect’s goals or abilities
Instead: • Fun, smiles, excitement

 • Talking in “we” instead of “you”

 • Encouragement

 • Exercises that make sense


	
  	
  
The Training Experience
Show them the path and the results they’ll achieve
along the way. Give them something to look forward to.
Create belief in you and your knowledge as a trainer,
and build excitement around achieving their goals!

ü  Showing them the milestones along the way
ü  The plan is an overview, not a detailed prescription with
technical jargon
	
  	
  
Client Plan
Let them know the BEST way to get them to their goals.
Give them the opportunity to have all the information
they need to make a decision. Then, let them make it
for themselves. 
	
  	
  
Recommendation

ü Present the recommendation based on 
their goals and the plan you created, not 
on what you think they can AFFORD
ü Describe the investment they will make
ü Ask for the sale
	
  
Go through their objections with them, and work
together to come up with a solution that makes sense
for both you and the client.
I see:
•  Trainers who let people go after 1 NO/objection
•  Eyes down, and fidgeting
Instead:
•  Confidence in your recommendation
•  Dig into their objections and work with them to find the solution.
•  If you let them go after 1-3 objections you are doing them a
disservice.
	
  	
  
Problem Solving
Be prepared to sign the contract WHEN they say
YES! Keep your confidence up, knowing that you
know how to actually PROCESS the payment when
they decide to sign-up!

ü Have paperwork ready
ü Be prepared to take payment right away, and to do so
quickly
ü Congrats! You did it!
	
  	
  
Closing the Sale
Training 10 Clients (2x/wk) long term packages:
Hrs/wk: 20 x .10=2 (10% cancellations), 18hrs work
Consults: 2/wk, total of ~3hrs (unpaid)
Total hours in the club: 21/wk 
Total Revenue/wk: 18x60=$1080/wk

Training 10 Clients (2x/wk) 10 sessions packages:
Hrs/wk: 20 x .10=2 (30% cancellations), 14hrs work
Consults: 6/wk, total of ~9hrs (unpaid)
Total hours in the club: 23/wk 
Total Revenue/wk: 14x60=$840/wk

Total loss: $240/wk and $1008/mth

	
  	
  
Short-Term vs. Long-Term Clients
After this in-depth breakthrough call, you will:
ü  Have complete clarity about your ideal client
ü  Know exactly what steps you need to take in order to gain new clients
ü  No longer feel frustrated, overwhelmed or lost
ü  Have the CONFIDENCE to go after your dream, and help even more people
BONUSES
13 Done-for-you Tools, Templates & Scripts to Maximize your Personal Training Business
VALUE: $97
Client Agreement (created by Lawyer)
VALUE: $600

Spots are limited. To register for your Breakthrough Call, go to
www.ptmentors.com/breakthrough. I’ll take it from there and get you all set up!

	
  	
  
2hr Breakthrough Call $199
www.ptmentors.com
©Personal Training Mentors Inc.

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NEW-7 steps webinar

  • 1. 7 Steps to Getting a YES! The Secrets to Selling Personal Training Clients Long-Term www.ptmentors.com
  • 2.     The 7 Steps •  Client Intro •  PAR-Q •  Goal Setting and 5 Whys •  The Training Experience •  Client Plan •  Recommendation •  Problem Solving
  • 3. This webinar is for you IF: •  You are sick of spending countless unpaid hours doing consultations that don’t close •  You want to help even more people •  You are tired of not knowing how much money you’ll make each month This webinar is NOT for you IF: •  You aren’t truly ready to take action •  You aren’t interested in growing your business
  • 4. Jodi •  Fitness industry for 16 years •  CSCS certified, Kinesiology •  Driven over $14M in Personal Training and Program Sales •  Competitive Figure Skater     About
  • 5. •  Confidence will go up, big time! •  You’ll sell longer-term packages •  You’ll know your monthly income •  Keep your clients long-term, ensure their on-going success •  Be able to plan vacations/time off •  Clients show up to their sessions more regularly with a higher ticket price •  STOP Selling all the time     Get comfortable with selling!
  • 6. Let me tell you a story…..in 2003 I was: ü  Selling 10-packs ü  Doing a million consults ü  Spending 14hours/day in the club ü  Constantly worrying about if my clients would renew or not Cut to 2007: ü  Selling an average package value of over $6200 (over 120 sessions at a time) ü  Closing the majority of the consults I was doing ü  Only in the club with my clients, plus a few hours/wk for prospecting ü  Knowing my income for at least 6 mths ahead     Work less, get more
  • 7. Find out as much as you can about their previous exercise experience. This will give you an idea of the successes and struggles they have and where they need your support this time around! Ø Contact information, including email Ø Exercise background, dig deep Ø Build Rapport     Client Intro/Background
  • 8.   PAR-Q Physical Activity Readiness Questionnaire     Ensures you are taking care of safety and health issues first, and addressing any concerns. Permission to exercise is necessary if there are any YESES. Often: Ø  Rushed Ø  Not signed Ø  Incomplete info. Instead: Ø  Ensure this is completed Ø  Have the client READ the questions him/herself Ø  Ensure the form is SIGNED by all necessary parties
  • 9. What does the client WANT? Creates the basis for your prescription/plan. ü  Find out what their goals are ü  Be specific ü  Find out when they would like to achieve their goals ü  Discover WHY they want to achieve these goals ü  Dig 5 Deep     Goal setting and 5 WHYS
  • 10. A short workout or assessment to give the prospect a chance to see what it’s like to work with you. People buy from others whom they Know, Like and Trust (KLT). Often: • Disengagement • Lack of interest • Exercises that don’t match the prospect’s goals or abilities Instead: • Fun, smiles, excitement • Talking in “we” instead of “you” • Encouragement • Exercises that make sense     The Training Experience
  • 11. Show them the path and the results they’ll achieve along the way. Give them something to look forward to. Create belief in you and your knowledge as a trainer, and build excitement around achieving their goals! ü  Showing them the milestones along the way ü  The plan is an overview, not a detailed prescription with technical jargon     Client Plan
  • 12. Let them know the BEST way to get them to their goals. Give them the opportunity to have all the information they need to make a decision. Then, let them make it for themselves.     Recommendation ü Present the recommendation based on their goals and the plan you created, not on what you think they can AFFORD ü Describe the investment they will make ü Ask for the sale  
  • 13. Go through their objections with them, and work together to come up with a solution that makes sense for both you and the client. I see: •  Trainers who let people go after 1 NO/objection •  Eyes down, and fidgeting Instead: •  Confidence in your recommendation •  Dig into their objections and work with them to find the solution. •  If you let them go after 1-3 objections you are doing them a disservice.     Problem Solving
  • 14. Be prepared to sign the contract WHEN they say YES! Keep your confidence up, knowing that you know how to actually PROCESS the payment when they decide to sign-up! ü Have paperwork ready ü Be prepared to take payment right away, and to do so quickly ü Congrats! You did it!     Closing the Sale
  • 15. Training 10 Clients (2x/wk) long term packages: Hrs/wk: 20 x .10=2 (10% cancellations), 18hrs work Consults: 2/wk, total of ~3hrs (unpaid) Total hours in the club: 21/wk Total Revenue/wk: 18x60=$1080/wk Training 10 Clients (2x/wk) 10 sessions packages: Hrs/wk: 20 x .10=2 (30% cancellations), 14hrs work Consults: 6/wk, total of ~9hrs (unpaid) Total hours in the club: 23/wk Total Revenue/wk: 14x60=$840/wk Total loss: $240/wk and $1008/mth     Short-Term vs. Long-Term Clients
  • 16. After this in-depth breakthrough call, you will: ü  Have complete clarity about your ideal client ü  Know exactly what steps you need to take in order to gain new clients ü  No longer feel frustrated, overwhelmed or lost ü  Have the CONFIDENCE to go after your dream, and help even more people BONUSES 13 Done-for-you Tools, Templates & Scripts to Maximize your Personal Training Business VALUE: $97 Client Agreement (created by Lawyer) VALUE: $600 Spots are limited. To register for your Breakthrough Call, go to www.ptmentors.com/breakthrough. I’ll take it from there and get you all set up!     2hr Breakthrough Call $199