How to sell personal training in a gym
How To Sell Personal Training
what's up guys now today's video is very
special because I'm going to help you
solve one of the biggest problems in the
fitness industry I'm going to share with
you some of my biggest insights and
strategies for selling personal training
now I'm going to be very specific
because the people for this video are
going to be the trainers that are based
in health clubs private gyms bigger gyms
commercial gyms you see right at the
start of your career you have one thing
that we've all got in common that's a
passion you love exercise for you but
what we've got to do is we've got to
turn the passion that you have for you
into helping other people that's where
this problem breaks down not only have
you never been taught how to take your
passion and interest in the fitness
industry and talk to other people about
it so that it will inspire them to come
on board and work with you but you've
never ever been taught how to actually
take somebody through the sales process
in a concise clear professional manner
so that more people sign up for your
coaching services now one of my passions
in the fitness industry is helping
trainers deal with low self confidence
and the thing that really ramps down
self-confidence is when you keep getting
told no you keep getting told that
you're too expensive your frustration
builds over time to the point where you
think you're just not good at what you
do
the first thing I want to talk to you
about is a skills now think about the
first time that you tried to squat think
about the first time you did a split
squat
think about the first time you try to
drive all of these things in life are
just skills so I want to give you the
first confident booster of this video
that anything you can't do right now is
simply a skill that you've got a master
the great Charles Poliquin God rest his
soul
said that to become a master you have to
master the basics and I couldn't agree
any more what you've got to do is learn
the fundamental art or relationship
building I actually created a a post
recently about relationship building the
foundations of relationship building and
it was so popular received I thought you
know I've got to do a video about this
I want to engage with you guys tell you
guys how you do this fundamental stage
and the connection you have between
selling and how that frightens you and
relationship building and how that
should excite you I love people I love
having conversations with people and I
learned something very early on in my
coaching career that if I just enjoyed
talking to people and really wanted to
find out as much as I possibly could
about them I had a lot of friends in the
gym just simply by being everybody's
point of reference somebody that would
see a smiley face when they walked in
the gym and thought you know I want to
speak to that guy and I learned this
just out of trial-and-error because I am
a likeable person only when I make
myself approachable to other people and
I came into the fitness industry and
suddenly realized I found my passion I
loved being in a gym I called it a sober
nightclub and so what I used to do every
day when I was there just everybody
would see that I was enjoying being
there rather than frustrated rather than
trying to sell or trying to push a
product on somebody and all I did before
I got any formal coaching or training in
sales was or studied it myself was just
started to be everybody's friend I
thought I've got to make this process
enjoyable so I want to share this with
you
the moment somebody walks in the gym and
they look a little bit lost or they're
walking around the gym and they don't
know what they're doing they're artists
selling personal training is to just be
friend and befriend them all right
simply go up to somebody be bold be
confident and just put your hand down
and say hey my name is Mark I'm one of
the personal trainers here if there's
anything you'd like any help with while
you're here please just come
find me now I still do that to this to
this day in gyms I train out all over
the place I'll see somebody I look for I
contact and I'll just go how are you now
if I stay in the gym long enough and
engage with that person again a
conversation will strike up I'm not
trying to sell personal training I'm
just intrigued to get to know somebody
who's either training well something
about what they're doing in the gym I'm
thinking do you know if I got to speak
to them I'd like to find out where they
got their research from why they're why
they were training in a particular way
who they prepped with if it's spotty
borders so I engage with people still to
this day build connections or
relationships and funnily enough people
end up following me and engaging with me
and who knows you know the people I talk
to in the gym they end up customers of
mine so the point that I'm going to make
to you here is step one in selling
personal training isn't actually selling
personal training it isn't going up to
people and offering your free personal
training services think of the coaching
processes have come ave about along this
conveyor belt right at this point here
is where people don't know about you and
right here is where people will buy from
you and in between that you've got to
spend a good amount of time nurturing a
relationship to the point where people
go to you know up I've spoken to mark 1
2 3 4 even 5 times 6 times a lot of the
research points to seven points of
contact before somebody will actually
invest in your product or service so
it's not going to happen on the first
one very rarely unless somebody comes up
and ask you for coaching so stage one is
relationship just saying hi
Stage two is seeing that person next day
or the week after and going up to them
and say great to meet you the other day
or the other week how is how have things
been how's your training bin I didn't
ask you when I first saw you but how is
your goal how how close are you to
reaching your goal what is your goal
that builds more communication if you
know they're going on hold there are
some about the holiday you know if you
saw them with their wife or you saw
with the husband or their children
coming into the gym or health club try
and build up some level rapport that
relationship process has built a
connection between you and the other
person they come in the next time they
want to speak to you you they don't feel
like you're going to sell and what
you've got to do on every point of
contact one two three four five even six
seven you want to find out something
about them you got to make a note in
your pad or on your phone they drive a
nice car
they've just been on holiday they look
like they don't know what they're doing
in the gym or they always train up a
body or they always train lower body
find out a little bit about what makes
them tick what are their interests
outside of the gym what are they
passionate about and then what you're
talking to them try and find out what it
is that they don't know that if they did
know more about they'd be closer to
their goal and at the right point this
is where you can start to drive the
connection and start to say to people
honestly I've been speaking to you for a
few weeks now you have shown you some
tips and tricks I've given you something
of high value in terms of some free
dietary advice or a free poke program to
try but the real solution for you is to
come on board with me why don't we get
involved with some coaching why don't we
sit down and go through the process if
you remove the whole idea of selling if
you got just clear that building
relationship was the only thing you got
to do in the gym and everyday in the
first three six twelve months of being a
coach even two years if you've not been
doing this to date you just went in
everyday train your clients and all the
other times built relationships but I'll
tell you this big tip if you're at the
point of where you're saying hey how are
you every day and you've not moved them
along the conveyor belt hey how are you
great to see you yesterday you told me
you're going out with the kids did you
have a good day how you getting on with
your training goal have you mastered
your nutrition yet I saw you doing split
squats yesterday they did look
particularly comfortable can I give you
a tip you got to move the relationship
on think of this in dating terms if
you're single when you go and meet
somebody hey
get you anywhere a wave doesn't get you
anywhere but a conversation builds
connection and once you've got
connection and feel like you've got
things in common then it's a point where
you ask for the date or vice versa so at
this point most people when they go on a
date are frightened of them saying no
rather than seeing whether that person
fits because there's no point asking
somebody on a date just because you like
the look of them if who they are and
their personality is anything like you
or you're not aligned in any given way
so removed very similarly there's a lot
of dating experts that link selling and
dating so closely and your ability
through this process to just build a
relationship see whether that person's
the right fit for you that's such an
unbelievably valuable skill just see
whether you want to train that person
whether or not they look like they're
gonna be hard work and when you've got
10 20 30 40 50 people in and around the
gym who are all in there to get in
better shape it's perfect for you it's a
perfect opportunity for you to just keep
bouncing between different people
building relationships up and notepad at
people that you're working on and then
at the right time you are able to select
the people that you want to build it
bring in for a consultation I don't want
to overwhelm you by taking you through
the whole sales process because if I
could give you this video today as a
gift from me to you and say go into the
gym over the next week two weeks and
practice that don't sell make a list of
all these people find out a little bit
about them and love being in the gym
love talking to people love building
connections with people love getting to
know about people their interests show
your interest with people and work at
that relationship and you know what's
funny if you do over time this
relationship will actually naturally
progress to the point where you feel
even more comfortable to then propose
the consultation now after you've been
through this process there is a way to
go we've got the actual consultation
we've got actually how to get on the gym
floor and show people how to do stuff
better the actual programs and diet
plans you can give away for free we've
got the consultation Percy
to ensure that the consultation ends up
at a point where you're able to propose
a sale and then when you hit the sale
button ie telling somebody what the
price is what your service is it's a
huge skill if you get to master the
contents of this video you're really
really far along the process but if you
want the actual step by step route from
meeting somebody for the first time
right the way through to closing the
deal I created an online course five
stage sales and it takes you through
every single step from meeting somebody
to adding value to delivering or
proposing a consultation to the
deliverability of a consultation to
closing the deal it's a five part
process and I will take you through the
whole journey in video format if you
want to take what is and possibly a
weakness of yours at the moment and turn
it into a strength so you have more
clients you have more people achieving
better results you train the right type
of customers for you and you're
increasing your income then go to WWF
stage sales comm or click the link in
the bio the feed below and you go
straight to the page it's a solution for
you
but if you choose right now to just go
through the first part of this video and
it works and you want the rest of the
piece of the puzzle go to five state
sales comm guys I hope you found today's
video helpful as always please share the
You Tube channel make sure you subscribe
and let other people in your industry
who are struggling to have the advantage
just like you have by watching today's
video guys take care and I'll see you
soon
