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How to Sell Fitness (a Guide for Personal Trainers)

If you’ve been a personal trainer for any length of time then you know that you need to know how to sell fitness if you really want to be successful as a personal trainer. In this report I’m going to uncover the truth about objections, what they really mean, and why some fitness professionals get them all the time.

I’ll get right to the point: 99 times out of 100 an objection is really an issue of value — or lack thereof.

The three most common objections you probably get are:

I need to think about it. I can’t afford it. I need to talk to my spouse.

In every single one of these instances your prospect is telling you that they don’t see value in what you are offering them.

This doesn’t mean that you’re not a great trainer. In fact, you may be the best fitness expert in the world, but you failed to show them value of your services as it pertain to them.

No matter what, you still need to know how to sell fitness.

See, unless you can translate your services into their wants (In other words: help them clearly understand it on their terms) they’ll never buy. Instead they’ll give you one objection after another.

When a prospect says that they need to «think about it» or » can’t afford it» what they are really saying is: «You haven’t shown me a good enough reason to exchange my money for your services. » They simply don’t see the value as it would relate to them.

There’s a big difference between a person’s ability to pay versus their desire to pay. Let me say that again in another way because it’s really important that you get it.

A prospect may have the finances and ability to afford your services. However, if they feel that you don’t have what they want then they will most likely not have the desire to pay you.

So how do you translate your services into value?

Find the prospect’s hot buttons, their emotional triggers, and their wants — that’s how to sell fitness.

Ask them why they are sitting with you today and not six months ago. Let them do the talking and encourage them to be more specific.

It’s like peeling an onion — the truth is under all of the layers and you have to peel away to get there. Ask enough questions and soon you’ll find their hot buttons. When you find those hot buttons then cater your presentation/consultation to them.

We all make our buying decision based on emotions, then we rationalize it with logic… but the decision to buy is all emotional.

How Different Personalities Deal With Change

The book «Who Moved My Cheese» by Spencer Johnson and Kenneth Blanchard is a 98-page look at the various ways that we react to change. In the book, there are two mice and two mice-size humans and we see how each reacts when their cheese has been moved — not just moved, but no longer in sight.

We all react differently to change:

— Some readily adapt
— Some ignore it and hope that life will return to the status quo
— Others actively seek it out

As a person, your success, or failure, depends in part on how well you adapt to change. Do you run screaming like a banshee towards it, ready to conquer? Or do you go sit in a closet, close your eyes and wait for it to go away, hoping that everything will return to «normal»?

The most successful entrepreneurs not only embrace change, they actively seek it out knowing that greater fulfillment, greater success and greater profits come with constant adaptation to the market.

My personal experience has led me to reengineer my business three times so far (and I’m in the process of doing it again) with fabulous results; as I start down one path, things have happened that open my eyes to another path — one I may not have been ready or able to see previously.

My business is ever-evolving and I wouldn’t have it any other way. Stagnant 9-to-5, do the same thing every day work, stay in the same company for 20 years work is not for me…I’d rather have a root canal without Novocain.

How about you? Are you a:

Dynamic Dan

Dan actively searches for things to change in order to engineer his perfect life. He runs about shaking trees to see what will fall out and how he can use that information to his advantage.

Opportunistic Oliver

Oliver doesn’t particularly love change, but knows to look for the opportunities that abound whenever it occurs. In the corporate world, Oliver is the guy who rises to manager almost overnight and no one knows how or why this happened (he saw an opportunity and JUMPED on it). In the entrepreneurial world, Oliver sells dry wood and hot meals from a cart he pulls through the campground on an unexpected rainy day. He looks at any change and finds the opportunity that lies within.

Scared Susie

Every time change roars its head, Susie can be found hiding and wishing that everything would stay as it was and that she doesn’t need to learn new skills or improve old ones. Susie is usually blaming someone, anyone, else for the change in order to justify her hiding. In her world, change is something to be feared. Susie can often be found working in the same job, in the same company until she is forced out.

Most of us tend to fall into either the «Oliver» or «Susie» personality mode with the occasional «Dynamic Dan» appearance. Change is not going away — if anything, the rate at which it happens is exponentially increasing — especially with the internet. In order to succeed, you must be able to anticipate, deal with and adapt to change.

One of the most important things is to look at the situation objectively and understand that you have control over your thoughts and how you react to the change. How you think about the change will determine whether you are an «Opportunistic Oliver» or a «Scared Susie». It’s your life — take control!

Kitchen Cleaning Specialists In Bristol, Helping You To Maintain Your Ventilation Systems

Kitchens and bar areas in commercial properties such as restaurants and hotels are used frequently and as a result can quickly become dirty. For this reason it is important to regularly clean and maintain the space so that it is hygienic for both employees and customers.

There are companies that specialise in cleaning ventilation systems Bristol area, that offer a whole host of cleaning options to keep you hotel, restaurant and kitchen clean and tidy.

Some of their services such as extractor fan and ventilation cleaning are incredibly important without a license that these companies provide that proves that your system is cleaned annually, your insurance will not be valid.

In addition to this, there are even more reasons why you should have your kitchen cleaned regularly. A build up of grease on extractor fans can reduce their efficiency. Employing a kitchen cleaning specialist to remove and replace your kitchen filters, means that your fans will perform as expected without you having to experience the mess of cleaning.

Whether you require a weekly or fortnightly filter clean, they have packages to suit. They can clean your kitchen, or pick up and take away your appliances at a time that suits you, so that disruption to the daily running of your business is minimal.

Some specialists can even add products to your kitchen to make cleaning simple; they are certified kitchen cleaners and qualified technicians who can install access hatches onto your ventilation systems, so that it is no longer a fire hazard, without affecting its performance.

So if you would like to ensure that your kitchen complies with health and safety regulations, your insurance policy and is a hygienic, pleasant space for your staff and customers, contact a kitchen cleaning specialist in the Bristol area today.