A Personal Training Sales Secret You Already Know

A Jim Labadie Post On Personal Training Sales

Sorry I didn’t write to you last week. I’m working on a little something that’s taking up the vast majority of my time.

This week I want to give you a little something to think about. I want you to think about little kids. Yes, little kids. And when I write little, I mean under 5 years old. And yes – it’s going to teach you about personal training sales.

Think about one you know. Maybe it’s your kid. Maybe it’s a niece or nephew. Maybe it’s a neighbor’s kid. Doesn’t matter.

The Personal Training Sales Secret: People Want What They Can’t Have

Now that you’ve got this little ‘angel’ in your mind’s eye I’d like you to imagine a scenario where you tell this child that he or she can’t have something. Imagine the response you get. Chances are if it’s something they are even remotely interested they are going to go nuts.

Am I wrong? Doesn’t just about every little kid go bonkers when you tell them they can’t have something? Don’t they want it about a bazillion more times than they originally did?

Well, if I’m guessing right, you too were that age at one time. And if you’ve never noticed, most adults are nothing more than big kids. Yeah, that’s right, we still want what we can’t have.

And that includes people who are interested in hiring you. Try telling a prospect up-front you don’t think they’d be a good fit for your program because they don’t seem serious enough.

Personal training sales 101 – the takeaway close.

Think they’d tell you to go straight to h*ll?

Far from it. Remember, they’re nothing more than a 3 year old kid in a 40 year old body. They’ll start to fight to become your client. They’ll plead their case. They’ll do whatever it takes to convince YOU they deserve to be YOUR client. This is what I call the ‘Velvet Rope’ – my secret to personal training sales. It works like magic.

Far cry from the usual crap you’ve been taught about sales, huh?

And in case you doubt this works, this is from one of my personal training sales customers:

‘Due to the fact that our training business is within a gym that gives every new member a ‘free’ session with a trainer and nutritional coach, we do not have as much control gaining the interest of prospects who truly want to be here to purchase what we have to offer. In the past, this had the potential of creating a negative thought process with my staff. It was common for them to go into an introductory session with the assumption that the prospect would not buy, thus a waste of time.

However, since we have begun to implement the techniques laid out in the Velvet Rope…the pressure for personal training sales is gone and the power to tell a prospect that they do not ‘qualify’ is amazing. Prospects actually walk away from an ‘intro’ wondering why they do not fit the bill. How amazing it is to hear a prospect try to convince YOU why they are the right fit for our particular program rather than the other way around. I’ve had prospects become so excited and determined to become a part of our team, that they cannot get to their wallets fast enough!

Anyway, the next time a prospect is giving you a hard time, change your mindset. If you want to improve your personal training sales, it sounds a bit strange, but you’re better off treating them like a three year old instead of an adult!