Personal Training Sales key points
If there’s one thing I used to dread even thinking about “way back when” it was personal training sales.
I used to cringe at the thought of having to sell something. More specifically, training.
These days it’s a much different story. At Boot Camp Boot Camp in September I made sure the audience understood something very clearly:
If you want to give me, Pat, Nick or BJ money we’re going to take it.
We will stop what we’re doing and we will find a way to exchange value. You will give us money and we will give you something valuable in return.
You see, that’s what people – nevermind trainers – don’t get. Personal training sales is nothing more than value being traded.
And that’s why I have zero cares in the world when it comes to sales these days. I’ll sell you anything I possibly can that is valuable.
Will I sell you crap? No. Will I sell anything just to make a buck? No.
But if you want to exchange your money for something I know is going to help you, well, I’m more than happy to get the deal done right away.
Look, you might not be there right now, but you cannot last as a fitness entrepreneur if you cannot sell. If you dread the thought of asking someone for money you’re in a lot of trouble.
So here are some things to constantly remind yourself about personal training sales and money. Burn them into your brain. And feel free to add your own in the comments below.
- If I don’t sell people on fitness/my company, who will?
- Sales is nothing more than a value for value exchange.
- Nothing happens until something gets sold.
- It’s NEVER a sale until the money is in my hand.
- People can spend their money on anything, so when they want to give it to me I TAKE IT right away.
- The people who associate the word “sales” with used car salesman are almost always broke ass broke themselves.
- If you want to give me money for a fair exchange of value I’m going to find a way to take it right then and there.
- I love to sell stuff.
- Successful entrepreneurs that CANNOT sell DO NOT exist.
I’d suggest re-reading #9 – a lot.
Jim Labadie
Jim Labadie is the CEO of Prograde Nutrition a nutritional products company created specifically for fitness professionals. He is also co-owner of Ultimate Business Systems which provides business coaching services and products to personal trainers. His newsletters, products and coaching continue to encourage personal trainers to leave the Meat Head image behind and be viewed as experts in a world that desperately needs their help. You can follow his every move on Twitter and friend him on Facebook.
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Way to go Jim! I’m sending my Head of Operations/Sales and Marketing over to read this right now.
Donovan Owens
The Boot Camp Godfather
Thanks, Big D. I know you know how to sell stuff!
Thanks for he reminder Jim. It was at Boot Camp Boot Camp I realized I am trading value with my clients. I have become more confident with the sales process and I can tell my clients are noticing the value.
Just a small piece of the Iceberg, but not recognizing it my ship will sink!
Heath
Hey brother Jim,
PRINTED & PLASTERED ON WALL IN MY BOOT CAMP STUDIO OFFICE!
DRILLED, BURNED,BRANDED,DON’T HOLD BACK… NEVER BACK DOWN MELTED INTO MY BRAIN MATTER!!!
THANKS & PEACE-
MATT
Your analogy of the used car salesmen is perfect, people hate to sell crap. Offer a great product or service and the selling is easy. People come looking for you. My goal is to be the best at what we do in our area, people know the difference between a Porche and a Volkswagon Beetle.
Love your “no nonsense tell it like it is” approach in your writing. It’s
good to have you as part of the fitness community. You always give us the bottom line, and I think #9 pretty much says it all.
Thanks Jim.
Thanks, all! Now go out there and sell some valuable stuff! The economy needs it
Poor salespeople (aka fitness trainers) have skinny kids.
My kids are healthy.
Thanks Jim.
Great post! Broke ass broke!!! lmao….
Great post.
It is interesting as the kind of people who find joy in this industry are, nine times out of ten, the kind of people who do what they do because they enjoy helping people. Most often, too, these are the same kind of people that are afraid to charge because it can exclude people from their services. Oddly these “excluded people” are the exact people you probably don’t want to work with in the long run. They just drain you of your finite resources.
Best regards,
Carson Boddicker
Great point, Carson. People MUST have skin in the game.
Talk about value exchange , who is more valuable a Doctor who fixes medical problems or a fitness professional who prevents them ?
We should all be more than happy to accept a given clients money , on the basis that we are a crucial part of their lives , and in more ways than just the physical .
Go forth & sell your services !
Jason .
It was very difficult to grasp why I wasn’t successful after graduating from college with a degree in exercise science. I mean, I knew my stuff inside and out… but I lacked simple business skills. I picked up Jim’s pt sales cds and it was crazy how many doors that opened for me. Thanks Jim!
Jim,
I read your posts and follow you and everything you say makes so much sense!
The bottom line is that if you believe and love what you do AND do with integrity, the sales part will come naturally!
I have a Boot Camp/PT business that has grown in a matter of 8 months because I provide an excellent product and give 200% to my clients! I wouldn’t have it anyother way!
Thanks for all of your valuable information!
Linda Juranich
Total Body Fitness