Something I have NEVER seen! But why not??

There is a simple problem with tapping actual sales calls, apart from the information that is confidential (can you imagine anyone admitting they were thinking about a personal trainer because of the rolls of fat on their body and having that distributed later?). And that is the prospect will not act the same.

And, there are legal issues with doing it without the person's knowledge.

Xerox had a sales training program where they hired actors but it is not quite the same, while good experience. I highly recommend taking an interactive training session.

You could hire a sales guy to do some calls with you but I doubt very much that is what you need. Seriously, is your problem either marketing or prospecting relate? Aren't you just not seeing enough prospects???

Usually, the issue is not learning closing techniques it is having enough prospects to practice sales skills on ... !!!

Instead of saying; "have you ever worked with a trainer", try this; "I know a few techniques that can help you get into shape a lot faster, help you feel much better and look tremendous too! Would you like me to share some with you?"

Your question is about you, not about what is of interest to them. They want to work out to ... what? Look better? Feel better? Get into shape for some other reason, like running a marathon?

After the opening, maybe show them one or two things, then lead close for the sit down; "You know, of you really want to feel good there are a few things that you should do first, one is a full physical assessment. From that we can build a plan to make sure that you reach your goals as fast as possible but do not risk injury, which can set you back." Then (do not pause); "why don't we take a moment, sit down and talk, so I can show you just how easy it is to accomplish this!"

Think of everythign they may have forgotten but never knew, hydrating, how to work different muscle groups, assessing weaknesses or whatever, these are the reasons why they need your help. when you sit down this is what you want to see that they accept as a reason why you should help them.

But you are going to have to find out have aggressive they are. After all, what reason is there to hire a trainer if you are not really serious about getting into shape? This is called qualifying your prospect ...

Now you are beginning hopefully to see how to structure a sale.

Quote:

Originally Posted by Gold Calling

But you are going to have to find out have aggressive they are. After all, what reason is there to hire a trainer if you are not really serious about getting into shape? This is called qualifying your prospect ...

thats the major hangup right there. Im sort of a serious dude..focused and intense when I am into something. I dont need anyone to hold my hand etc. But 95% of people in a gym arent really like that. They dont HAVE any real goals or vision and they sort of just go thru the motion. its really pitiful if u sit back in a gym and observe people how little effort they actually use.

some trainers fall right along with that and they make big $$$ and all they really do is entertain the person with their great personality as they do some mild workout.

Thats not me really.

I would probably do better workign with athletes but thats a tiny % of the population ESPECIALLY in my dead end town.

Obviously some move one way or the other is vital at this point. There is another gym in town who has a few more of the college athletes there..then there is a town 45 miles away with 5x the population and several colleges etc.

in my gym its all about being "in the clique" and getting that approval/referral from the owner and I am simply not in it, lol. I hope that my people skills do improve because im just not a "clique" guy...I tend to always be an outsider....perhaps PT'ing is just not a good fit for me

Hey, we teach sales people the importance of being able to navigate an order form, believe it or not.

In the similar way, being unfamiliar with the machines in a Gym is intimidating. Just knowing what they are and how to use them, plus having a plan for workouts, this is a service you can offer everyone. The more serious will want you to work with them.

Good luck.

Quote:

Originally Posted by Fitness Trainer

in my gym its all about being "in the clique" and getting that approval/referral from the owner and I am simply not in it, lol. I hope that my people skills do improve because im just not a "clique" guy...I tend to always be an outsider....perhaps PT'ing is just not a good fit for me

It sounds like a frustrating situations, Fitness.

Have you had a heart-to-heart chat with the owner to discuss the situation?

Bossman's remark that prospecting and selling are not the same is very accurate and shows exceptional insight.

Quote:

Originally Posted by Skip Anderson

It sounds like a frustrating situations, Fitness.

Have you had a heart-to-heart chat with the owner to discuss the situation?

not really a heart to heart but I dropped some hints which werent recieved......I figure its totally pointless and not worth my time and emotion to open that can of worms. When u have a family operation with the mother owning, the daughter managing and her new husband training, you may as well keep your complaints to yourself. Its totally inbred

but, I am going to make the best of it while im there, with the knowledge that whatever good comes TO me will be FROM me, lol

Something I have NEVER seen! But why not??

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