Something I have NEVER seen! But why not??

I am pretty new to the "sales" field. I am a personal trainer in a local gym. Last year when I started I didnt realize I was also going to need to be a salesman. I figured, ya know, you post some flyers in the gym in strategic spots and the business would come to you. Boy was I wrong.

So now I am trying to learn about selling. (we have to get our own clients in the gym....due to the specific situation i basically will receive no help from the front desk. Struggling Fitness Trainer looking for much needed sales help! )

So I have read some good books, listened to some nice motivational and sales tapes, watched some speakers in conference settings. All very good and useful btu there is one thing I have yet to see: ACTUAL SELLING!!

Why not? Doesnt anyone video or record actual sales calls? I mean, people film sex, they film open heart surgeries, they film themselves cooking...but no ACTUAL videos of the sales process in action??

How is a fella going to learn if he has no model? (no, there is no model for me in the local gym, lol)

Quote:

Originally Posted by Fitness Trainer

Why not? Doesnt anyone video or record actual sales calls? I mean, people film sex, they film open heart surgeries, they film themselves cooking...but no ACTUAL videos of the sales process in action??

Hmmm... formal sales training programs could have what you're looking for.

I personally love audio sales training programs. Authors like Ziglar are always giving examples of sales situations. Rarely will they deal with exactly the industry you are in, but you will be able to apply the concepts to what you are doing.

People want to look good and be healthy.
You know how to get them there faster and safer than they can do on their own.

I'd think coming into the new year, (resolutions and all) that you might be able to offer some gift certificates to get people to come on in and try it out.

If you are good, they will stick around once they have results, and then the opportunity for referrals kicks in once you are found to be a top notch performer.

PM me for some audio programs you might like. or call me. I might have some that will help.

well, here is the situation I find myself in. Struggling Fitness Trainer looking for much needed sales help!

So far I havent really been able to even solidly picture what a proper sale would look like from start to finish. Generally I approach people who look new and ask if they have ever worked with a trainer...and it usually goes downhill from there, lol. I am just clueless basically and I am no natural salesman.

Its not even feasable for me to tru to remember 50 things like "build trust, qualify 'em, yada yada, do this, do that"

it would be great to actually SEE how its all supposed to work...or at least some possible models.

the thing is, its different than a car dealership. people come TO BUY A CAR....the car isnt optional, its the only thing being sold. People join a gym but the trainer is optional. I am just a freelance trainer so basically I am some dude walking around going up to people.

How does it get from there to them making an appointment to train?

As I outlined in my introduction, some of the other trainers have some solid advantages over me, but DAMN it would seem like there is enough business there to where I could at leats get 5-7 steady clients.

Quote:

Originally Posted by Fitness Trainer

So far I havent really been able to even solidly picture what a proper sale would look like from start to finish. Generally I approach people who look new and ask if they have ever worked with a trainer...and it usually goes downhill from there, lol. I am just clueless basically and I am no natural salesman.

Prospecting and selling are not the same. With prospecting you want to identify and/or create opportunities.

On a base level identifying opportunities could be nothing more than asking every single member in the gym if they want the kind of service you offer. Creating opportunities on a base level could be nothing more than being professional and approachable. Either way the end result is the same... you having a sales conversation with someone who has an interest in talking with you about personal training.

Quote:

Originally Posted by Fitness Trainer

How does it get from there to them making an appointment to train?

On a base level, once you're in front of a qualified prospect ask for the appointment. Not everyone who has an interest in talking with you about personal training is a good prospect. You'll have to come up with your own qualifying criteria.

I gave base level examples to give you an idea of how simple, not easy, the prospecting and sales process can be.

Quote:

Originally Posted by BossMan

Prospecting and selling are not the same.

Your post was excellent, BM. And I think the sentence I quoted above is a good reminder to all of us. Prospecting is to find sales opportunities (and some salespeople don't have to do this or don't have to do this much, particularly retail, etc.), and selling is what you do once you have those opportunities.

the way it happens in 99% of gyms is evidently that people go to the front desk to inquire about training. In most gyms the trainers are actually employed by the gym so the gym doles out this or that trainer to the client.

In my gym we r independent contractors so we "supposedly" get our own clients. I say supposedly because people still generally go to the front desk and since 2 of my competitors, a husband and wife team, run the desk at night, im screwed on that angle.

That doesnt seem to leave me much to work with.....then again all I am currently looking for are 5-7 clients, lol. I have 2.

I am sure its a classic situation that all have faced...but to me it seems like if I dont close in the first conversation that someone else will be training them the next time I walk in. Thats already happened to me one time.

In any case, right now all i am gettign is table scraps so I am looking for ways to drastically improve my leverage. Probably what will have to happen is that I improve my professional appearance (read---"get a killer 6 pack" lol) and my sales skills etc and then i make a move to a more favorable environment.

Quote:

Originally Posted by Fitness Trainer

I am sure its a classic situation that all have faced...but to me it seems like if I dont close in the first conversation that someone else will be training them the next time I walk in. Thats already happened to me one time.

When a prospect you've talked with later decides to give personal training a try what are you doing that would inspire them to seek you out instead of asking the front desk for a referral?

Have you considered alternative methods to helping people with interest find you?

Listings on Craigs List are free, and they do draw response. I'm sure quanitity is different for ever field, but hey, it's free.

Have you considered putting together a killer introductory package? Can you post it on the front desk or in the locker room? Why not offer a free session? If people like you, what you show them, etc, they will most likely be hooked.

Just a thought. In the business, they call that the puppy dog close. Put your product in the hands of the client with no commitment to pay "right now", and if they like it, they can keep using it. I would think that coming up on the holidays there will quite a bit of opporutunities.

Oh, and I hope you are in shape yourself. Nothing worse than a personal trainer who is out of shape trying to sell you on the benefits of being fit.

Good luck!

Quote:

Originally Posted by Telephone Guru

Have you considered alternative methods to helping people with interest find you?

Listings on Craigs List are free, and they do draw response. I'm sure quanitity is different for ever field, but hey, it's free.

Have you considered putting together a killer introductory package? Can you post it on the front desk or in the locker room? Why not offer a free session? If people like you, what you show them, etc, they will most likely be hooked.

Just a thought. In the business, they call that the puppy dog close. Put your product in the hands of the client with no commitment to pay "right now", and if they like it, they can keep using it. I would think that coming up on the holidays there will quite a bit of opporutunities.

Oh, and I hope you are in shape yourself. Nothing worse than a personal trainer who is out of shape trying to sell you on the benefits of being fit.

Good luck!

nah, im in pretty good shape, lol. At least I think so and I get some compliments fairly regularly. Of coruse, im not quite in the shape of someone who has been in jail working out everyday for 10 years on the taxpayers dime.

I already thought of the introductory package. A little "Welcome to the world off fitness" package with basic diet and workout info....and then of course my info and contact info.

I hate to say it...but what I figure would happen is that the owner would simply put EVERYONES business cards in there with mine. thats whats so frustrating....it really feels like the situation is such that self initiative and/or professionalism is almost pointless. The gym is so UNprofessional that to be professional just looks weird to everyone.

Im already looking for other options..unfortunately it takes time to make a move and im just sick of the whole gym management scene.

Like, we have a front desk where the owners daughter usually hangs out and its her new husband that is being so heavily promoted...well he USED to just use the front desk also. but now he has started usign the "trainers room" which is a tiny little thing barely bigger than a broom closet. Only room for one person. So where does that leave me when I come in and his stuff is the trainer room? that leaves me going to the bathroom with 30 people changing clothes and im trying to get my training stuff together etc.

thats how marginalized I am, lol. That sort of thing doesnt inspire one to do the tons of work required ot put together a welcome package etc.

Tough situation

Something I have NEVER seen! But why not??

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