Sales Tips

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TweetSix Unique Sales Tips for Fitness Professionals
By Jim Labadie
For www.EliteFTS.com

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Salesmanship is a critical skill that is necessary for all fitness professionals to master. Whether you like it or not, much of your livelihood will depend on whether or not you can “close the deal.” And just like any other skill, you can always improve your ability to sell others you and your services.

Here are six unique sales tips that will improve your salesmanship:

1) Know the difference between a prospect and a client. A prospect is someone who is interested in learning more about you and your services. A client is someone who has made the commitment and hired you by paying you money to train them.

2) It’s never a sale until you have the money in your hand. That is why it is imperative that you obtain payment before the meeting has ended. Too many things could happen to make the prospect change their mind if they haven’t committed any money to becoming physically fit. Only when money exchanges hands does the prospect become a client.

3) Be sure to set a distinct consultation time when you’re trying to sell your services. In other words, don’t try to “sell on the fly.” If you know it takes you a minimum of 45 minutes to close a sale, then you need to be 100 percent certain before the meeting starts that your prospect has allotted that amount of time in their schedule. It’s your job to make sure they know exactly how long the meeting is going to take. Never assume anything. People are extremely busy, and the last thing you want is for your prospect to leave before you have had a chance to close your sale.

4) Create a list of questions to ask prospects to determine whether or not they would make a good client. You don’t need to meet with every single prospect who in interested in hiring you. If you don’t feel someone would make a good client or become a “walking billboard” for you, then feel free to turn them away. Your time is too valuable to spend talking to people who aren’t serious about doing what it takes to get the results they claim they want.

5) Find out what your prospect wants to achieve and then explain to them how you can go about helping them achieve that. Never abdicate your expertise by allowing them to pick a training package based on price alone. When you present several options and ask your prospect to choose, it is the same thing as saying “I’m really not an expert and I don’t know what I’m doing.”

6) If they become a paying client, you should give them one last chance to back out of the deal before leaving your meeting. Why? Because it allows you to alleviate any concerns they may have while you are still face to face. You want to be sure when you leave your meeting the new client is 100 percent committed to working with you. Otherwise, there is always a chance they will have buyer’s remorse and seek to back out of your deal. This gives you your best chance of eliminating that possibility.

These tips are easy to follow and will improve your salesmanship considerably. They will also save you enormous amounts of time and effort.

Jim Labadie is a fitness entrepreneur, sales expert, and speaker. You can download a free copy of his new e-book, 63 Must-Have Sales Tips for Personal Trainers” at www.ptsalestips.com.

Elite Fitness Systems strives to be a recognized leader in the strength training industry by providing the highest quality strength training products and services while providing the highest level of customer service in the industry. For the best training equipment, information, and accessories, visit us at www.EliteFTS.com.

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