Sales school 101 suggests that to sell anything well you have to believe in the product you're presenting. Since personal training is a service and not a product, how you sell it differs slightly from say a protein powder or a piece of exercise equipment.
Whatever the type of service you’re selling, be it personal training, bootcamp or any other fitness related activity; your prospective client will carry a high degree of risk and worry when considering buying. They really don't know what they’re getting from you until after they spend their money and actually experience the service that you’re offering. During the sales process, all their buying is a promise that you'll do something for them and they will achieve results.
Clients will look for enthusiasm and confidence in a personal trainer. There are no words you can say that will convince a potential client how much you believe in your product, so you have to show it through your body language and how you respond to their concerns.
Offer a free session in good will. It shows you are confident you can help them and meet their needs. Use this opportunity to briefly develop a relationship and discuss how you can help them.
People are generally more comfortable discussing their personal goals on the gym floor while training than sitting in an office or reception area.
My Business Is Fitness
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