Academy of Fitness Professionals Logo
    MENUMENU
    MENUMENU
    MENUMENU
    MENUMENU
    • Courses
          • Personal Training Courses
            • Level 3 Diploma Course
            • Complete PT Package
            • Specialist PT Package
            • Ultimate PT Package
          • Fitness Instructor Courses
            • Gym Instructor Course
            • Fitness Instructor NVQ Diploma
            • Kids Fitness Instructor Course
            • Exercise to Music Instructor Course
          • Nutrition Courses
            • Nutrition and Health Course - Level 1
            • Nutrition and Health Course - Level 2
            • Exercise Studies
    • Resources
      • Your Career
      • Blog
      • Personal Trainer Factsheets
      • Fitness Instructor Factsheets
    • About
      • About AOFP
      • Why Us
      • FAQ
      • Reviews
    • Offers
      • Current Offers
      • Best Price Promise
    • Contact
    • Log in
Product was added to your cart

Basket

Do Personal Trainers Need to Know Sales?
October 25, 2014Anita Lemon

So you’ve decided to become a Personal Trainer?

 

Chances are if you’ve decided this is the career for you that you love sport and fitness, enjoy a healthy lifestyle, like working with people and are a good communicator.

But what about sales? Are Personal Trainers sales people? Is there an art to securing new clients?

In this blog we demystify these questions and reveal the techniques the best Personal Trainers we know use time and time again.

Before we get into the nitty gritty however I’m curious about why you decided to become a Personal Trainer? Is it that you love sport? Are naturally active and maintain a fit and healthy lifestyle? Did you study PE or sports science at school or Uni? Perhaps you’re entering employment? or seeking a career change? There are many fascinating reasons why people enter this exciting industry and the potential they have to offer the UK population to improve their health and fitness never ceases to amaze me.

Many wannabe Personal Trainers are interested in coaching, enjoy working with people and consider themselves as good motivators to help clients attain results.

All of this is good stuff. But consider this for a moment…

To grow your Personal Trainer business you need to attract potential clients (new enquiries), understand their needs (the fact find), explain what your service has to offer and how it can help (features and benefits), agree a price (the pitch) and secure a booking (the close)…and this is selling.

It’s only afterwards once you’ve taken the booking that you can start planning your approach, designing the first session and mapping out how you can support your client’s goals.

 

Tried and Tested Sales Techniques

 

1 – Know your Client

 

Find out what your clients key driver is for using a Personal Trainer.

Make sure you tailor your service, approach and package to suit their needs.

 

2 – Ask Open Questions

 

These encourage your prospective client to do most of the talking and you’re job is to listen carefully. Remember the more you’re able to find out the more you’ll be able to help and the more likely you’ll be to secure a booking.

Some great questions include;

  • Tell me a bit about what you’re hoping to achieve?
  • What’s your current lifestyle like?
  • How do you think a Personal Trainer can help you?

 

3 – Be Clear on your Features and Benefits

 

Features are what you have to offer (your service) and benefits are how these can help your prospective client.

Here’s an example;

You mentioned you were looking for 1 session a week? We can meet up weekly and I’ll provide a training programme for you to follow in between our sessions which will enable you to train regularly and gain results.

 

4 – Agree Next Steps

 

If your client doesn’t book, it doesn’t mean they won’t! A lot of people want to think about it, speak to a few trainers or chat to their partner. This is all perfectly understandable and a natural part of the decision making process.

Be ready with a suitable response and possible next step.

For example;

A follow up call

A trial session

A meeting

Emailing testimonials

 

Anita Lemon is Business Director at the Academy of Fitness Professionals. She has accumulated nearly 20 years’ experience in business, finance and sales together with a particular interest in nutrition and kids’ nutrition.

Anita Lemon
Anita is a Course Director at the Academy of Fitness Professionals and joined the board in 2013. With a proven background in blue chip corporate management, training and development including Lloyds Banking Group, Prudential and Renault-Nissan she is committed to offering the very best student experience both in terms of education and value. Specialist qualifications spanning the past 25 years include; training and development, business management, finance and diet and nutrition. Anita holds a Diploma in Nutrition and she is a certified Metabolic Typing Advisor.
Previous Post The top 3 dilemmas faced by Personal Trainers Next Post One Great Way to Increase Your Personal Trainer Earnings

Related Posts

3 Hazards That Damage a Great Personal Training Business

November 3, 2014Anita Lemon

The 7 Habits of Highly Effective Personal Trainers

August 7, 2014Anita Lemon

Seeking a New Career For 2015?

November 4, 2014Anita Lemon
  • Keeping fit in a cost of living crisis
  • fitness techFitness technology and the gym
  • How to earn a 50k + personal trainer salaryPersonal Trainer Salary – How to earn 50k per annum
  • Personal Trainer Courses10 Personal Trainer Qualities that Count
  • Leisure OpportunitiesGym Opening – Leisure Opportunities Post Covid

Categories

  • Exercise to Music
  • Exercises
  • Fitness
  • Fitness Instructor Certification
  • Fitness Instructor Courses
  • Fitness Technology
  • Fitness Training Career
  • Group Exercise Classes
  • Gym Opening
  • Healthy Living
  • Kids Fitness
  • Lockdown
  • Marathon Running
  • Nutrition
  • Personal Trainer Qualifications
  • Personal Trainer Salary
  • Personal Training Courses
  • Post COVID
  • PT Marketing
  • Rowing
  • Strength and Conditioning Courses
  • Weight Loss

Get In Touch

0845 270 1990

info@aofp.co.uk

Academy of Fitness Professionals Ltd
52 High Street
Pinner
Middlesex HA5 5PW

Registered In England No. 09074109

VAT No: 321847312

Facebook
Twitter
YouTube
Pinterest

Browse

  • Best Price Promise
  • What Our Students Say
  • Refer a Friend
  • PT Courses in London
  • Train to be a Personal Trainer
  • TOTUM
  • Get My FREE Fitness Guide

Our Blog

Keeping fit in a cost of living crisis

July 27, 2022Peter Lemon
Read More

Personal Trainer Salary – How to earn 50k per annum

July 6, 2021Anita Lemon
Read More

10 Personal Trainer Qualities that Count

July 1, 2021Anita Lemon
Read More

Gym Opening – Leisure Opportunities Post Covid

April 12, 2021Peter Lemon
Read More

Getting Started In Online Personal Training

July 15, 2020Peter Lemon
Read More

Newsletter

     

    I am interested in?

     

    Yes, I’d like to receive special offer codes and news updates.

    © Copyright 2020. The Academy of Fitness Professionals Ltd. All rights reserved.

    Terms and Conditions | Privacy Policy | Cookies Policy