Non-verbal communication in selling and negotiation.pptx
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:
Selling 10-packs
Doing a million consults
Spending 14hours/day in the club
Constantly worrying about if my clients would renew or not
Cut to 2007:
Selling an average package value of over $6200 (over 120
sessions at a time)
Closing the majority of the consults I was doing
Only in the club with my clients, plus a few hours/wk for
prospecting
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!
Contact information, including email
Exercise background, dig deep
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:
Rushed
Not signed
Incomplete info.
Instead:
Ensure this is completed
Have the client READ the questions him/herself
Ensure the form is SIGNED by all necessary parties
9. What does the client WANT?
Creates the basis for your prescription/plan.
Find out what their goals are
Be specific
Find out when they would
like to achieve their goals
Discover WHY they want
to achieve these goals
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!
Showing them the milestones along the way
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
Present the recommendation based on
their goals and the plan you created,
not
on what you think they can AFFORD
Describe the investment they will make
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!
Have paperwork ready
Be prepared to take payment right away, and to do
so quickly
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
Short-Term vs. Long-Term Clients
16. After this in-depth breakthrough call, you will:
Have complete clarity about your ideal client
Know exactly what steps you need to take in order to gain new clients
No longer feel frustrated, overwhelmed or lost
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
When I do the webinar, use examples from my experience to illustrate the point-Lori
Sell less, make more, have more consistency.
Gives you ammo for problem solving.
No signature, law suit.
What is goal setting, and why are we doing it.
You can do it by……..
Lose 10 lbs isn’t good enough. WHY? Family reunion? Wedding? Vacation? Why are those important?
What it is, and why we do it
Disengagement-talking to others, walking ahead of the client instead of WITH, leaning on equipment
……(If they want to lose 40 lbs, no need to do vertical jump test.
What is the client plan, why are we doing it.
How to do it…
What it is, why we do it, how to do it.
Less adherence with short-term clients, higher cancellation or no-show rate. Dollar store vs. $5000 TV. Investment isn’t there.