Blog

Sales
[ January 12, 2021 by Fitness Revolution 0 Comments ]

10 Sales Questions You Should Be Asking

When someone comes into your gym, there’s a good chance asking the right sales questions will enable you to close the sale. But, the minute you start talking to them, they may instantly shut down and run for the door.

Why does this happen?

The average consumer is very smart. They can smell a sales pitch a mile away. But, if you’re able to ask the right sales questions, there’s a good chance you can sway them without much hesitation.

Because face it, consumers may know what they want, but they have too many options.  So it may be hard to differentiate yourself from your competitors.

This is why, asking the right sales questions in your initial meeting, could help uncover the core needs your potential lead has. For example, if you uncover those core needs, you can show them how your gym can help them accomplish their core needs.

Those 10 questions include:

1. What brought you in today?
2. What are your short and long-term goals?
3. What would it mean to you to reach your desired goals?
4. What have you tried in the past? And why weren’t you successful?
5. What do you like about your current gym or workout situation?
6. What weaknesses do they have that have prevented you from being successful?
7. What type of relationship do you want to have with trainers and staff here?
8. Do you struggle with motivation?
9. If timeline or budget weren’t issues, what would your ideal solution look like?
10. How soon can we start working with you to reach your goals?

Although there are plenty of other questions you can ask, these 10 can get the conversation started.  This way, you can build a stronger relationship and rapport with your potential prospect.

The more you know about them, their situation, and what drives, and motivates them, the more you can tailor your sales conversation to their unique struggles or pain points.

Take Home Message

When a new lead comes through your door, there are 10 simple questions you should ask to build rapport and put them in a buying state of mind.

For example, the wrong questions might drive them away.  But the right questions could show them you care about their results, and may be a good fit for them.

Start each sales conversation with these 10 questions so you can turn more leads into paying clients.

Now, if you are having trouble getting your staff trained properly so they sell as well as you do, I highly recommend that you download our special report that explains exactly how you can:

CLICK HERE To Get Your Staff To Sell More Like You >>

Hand Picking Ideal Job Candidate
For Fitness ProsSales
[ January 4, 2021 by Fitness Revolution 0 Comments ]

The Reason Behind Behavior Change Science

As a gym owner, personal trainer, or health professional, you’ve already dealt with the principles of behavior change science. A perfect example is: most of your members will start New Year’s resolutions. And a good majority of them will fail on their goals.

Why?

Because they failed to change the behaviors in order to be successful. Instead of focusing on one or two small changes, they focused on the big picture—and didn’t have a clear path to success.

That’s where you come in. As a trainer or even a gym owner, you know how to change a person’s behavior by focusing on the small steps they need to get to the bigger prize. But, in order for them to be successful, you first need to understand where they are in the change process. Once you’ve determined what stage they are in, it’s time to give the proper guidance so they can move closer to their ultimate goal.

In order for you to be successful, you need a basic understanding of the behavior change stages, and how to navigate them.

The stages include:

Pre-Contemplation—the earliest and hardest stage to navigate. In this stage, the person is unaware they have a problem, so they don’t understand how damaging their behavior actually is.

Contemplation—in this stage, people are more aware of their behavior, and how making a change could benefit them.

Preparation—this stage is where they make small changes towards making a big life change. This is the “baby step” stage where a person is making changes, but needs to be motivated to keep going.

Action stage—in this stage, the person is committed to changing and is taking direct action to accomplish their goals. A person will need internal and external motivation to keep moving in the right direction.

Maintenance—during this stage, the client focuses on avoiding the same mistakes they made in the past. This is where they focus on adopting new habits and avoiding temptation.

Relapse—this often happens during any behavior change. Although it may lead to feelings of failure and frustration, it’s important for them to maintain their confidence. Obstacles will happen, but they can’t let them deter them from future success.

If you can help someone make the changes they need to be healthier, then you will ultimately secure a long-term customer and lead generation source.

It’s important to note, however, that behavior change is not just geared to developing healthier habits. It can be an important tool for getting someone to buy your product or service. If they are unaware there is a problem, they won’t look for solutions.

But if you can help them see the problem, and how they can benefit from your services, it may make the process of selling a membership or training package a lot easier.

If you want to see how you can apply Behavior Change Science to grow your business, schedule your complimentary strategy session below. But do so soon, spots are filling up fast:

CLICK HERE To Schedule Your Complimentary Strategy Session To Discuss How You Can Benefit From Behavior Change Science >>

ArticlesFor Business OwnersStage 1
[ April 17, 2018 by Fitness Revolution 0 Comments ]

How To Sell Long Term Memberships To Your Personal Training Clients

The Key To Selling Long Term Memberships For Personal Trainers

Is it getting tougher to sell long term memberships to your personal training or group training clients?

Maybe, there is definitely a trend in the market to move towards less commitment and more flexibility. You can’t ignore that. However, you also can’t ditch long term membership plans all together because selling them is a bit more challenging.

I still think there is a need, and people are willing to commit, to a service over extended periods of time.

Your Membership Options

A big mistake that I see fitness business owners and personal trainers making with their long term agreements is offering too many options. This only confuses the potential new client and makes their decision more difficult. Creating that friction results in fewer sales, which can be perceived as prospects not wanting longer term commitments.

To keep things simple create JUST TWO membership length options. A month-to-month option with a 30 day cancellation and a 12 month or longer membership option with an automatic renewal.

You can then prescribe the set number of days that is best for that individual client to achieve their results in the appropriate period of time. You can offer them 1, 2, 3, or even 5 day per memberships.

Allowing flexibility to adjust the number of days as needed will make people more comfortable with committing long term and keep your clients around longer.

Why not 3, 6, and 12 months?

Well, from my experience you sell a majority of the 3 and 12 month memberships when offering 3 or more term lengths. There is very little upside to a 3 month over a month-to-month commitment for your business, at least financially. So, make it as easy as possible to do business with you and keep it simple.

Pricing Your Programs

Here’s the second big mistake that personal trainers make when building their membership or pricing options. You discount your long term memberships, essentially accepting to get paid less for the program that you feel is best for that client.

Is there a better way?

Of course! It’s a simple mindset shift on your part as a business owner. When setting your prices you will price your longest term membership at the rate you want to make for delivering your services. Then you charge a premium for anything shorter. This premium can be anywhere from 5-20% depending on how you want to position the programs.

To the customer this will be perceived as a discount, but you are protecting yourself from discounting your services and falling below your profit goals. That’s a win-win!

Prescription Vs. Price Sheet

Finally, if you want to sell more long term memberships you need to prescribe the right program for the client. Avoid using a price sheet or showing your client all the offerings you have and prices during the close.

You don’t go to a doctor and ask to see a list of all the prescriptions that may cure your illness or make you feel better. They write it out, you get it filled…end of story. Every so often you may ask for another medication because the one prescribed is too expensive or doesn’t agree with you. In that case your doc will prescribe another medication or generic form to meet your needs.

The same is true with closing a personal training sale:

  1. Prescribe the best program for that person
  2. Let them object or accept
  3. Handle objections if needed
  4. Deliver the results

If you feel that a 12 month, 3 day per week program is the right fit for a prospect and let them that is what you are prescribing to help them reach and sustain their goals you have now shame in presenting that offer to them.

Any objections that come up can be easily addressed with a different offer such as month to month, 2 days per week or some other alternative.

The alternative route of handing over a price sheet and saying “which program do you think you want to do” takes you out of the driver’s seat. Your prospects are seeking your expert recommendation not someone to provide them a smorgasbord of options that make no sense to them.

Upgrading Memberships

One final tip for you…

Signing a client to a month-to-month doesn’t mean a life sentence of higher monthly payments for them. Get a system in place that cues you or your team to upgrade a client who has had a great experience and got good results after 2-3 months to a 12 month membership.

Not only will it save them money each month but you have extended out the lifetime value of that client for your business.

If you need to get away from financial reasons, it also means you get to work with this client longer to ensure they stay on track and turn it into sustainable results.

Long Term Memberships Are Still The Way To Go!

It may require a bit more sales skill and finesse on your part to sell long term memberships to your clients, but it is well worth the trouble. Not only will it provide more security and stability in your business but it reduces the stress you have as a business owner.

I can’t imagine having to worry about losing a large majority of my clients month after month.

Oh, and one final tip! Either of these memberships options I’ve suggested set you up to establish a foundation of autopay or EFT revenue for your business. You’ll save time chasing down payments and have a good sense of the revenue to expect month after month in your business.

This confidence in your revenue, without having to re-sell or sell new clients, allows you to make better decisions for your business. Not to mention, if you can build up your autopay revenue to cover your expenses, the reduced stress you’ll have as a business owner.

Get The Top Sales Course For Fitness Pros

If you want a system that allows you to easily sell long term memberships for your fitness business then look no further than the FR Sales Process course. Inside you’ll discover a simple sales system that ANYONE can use to grow their business.

ArticlesFor Business OwnersFor Fitness ProsStage 1
[ December 12, 2016 by Fitness Revolution 0 Comments ]

3 Things You MUST Do After a No Show for a Consult

It happens to everyone…the dreaded no show! When it does, and it will, you can take a few simple steps to try and re-engage your potential new client so that your time isn’t wasted.

ArticlesFor Business OwnersStage 2Videos
[ September 26, 2016 by Fitness Revolution 0 Comments ]

An Easy Way to Attract More Clients

How would you like to discover a method for attracting more clients and automating the process of converting them into clients? That’s exactly what you’ll discover in this video.

ArticlesFor Fitness ProsStage 1
[ September 19, 2016 by Fitness Revolution 0 Comments ]

The Art of Non-Selling Sales

In a small business almost everyone is involved in selling. You may not know and you might not like it but it’s the truth. Learn how to be a great salesperson at non-selling sales without being salesly.