This document outlines a 7 step process for personal trainers to get clients to say "YES" and sell long-term training packages. The steps include an introductory client meeting, completing a PAR-Q form, setting goals and identifying motivations, providing an introductory training session, presenting a client training plan, making a package recommendation, and addressing any objections or problems. Additional tips are provided for each step. The benefits of selling long-term packages are discussed, including increased income stability and less time spent on sales. A webinar is promoted to help trainers clarify their ideal client, understand the steps to gain new clients, and feel more confident in their business.

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

17. www.ptmentors.com©Personal Training Mentors Inc.