ATTENTION PERSONAL TRAINERS, GYM OWNERS, MANAGERS and FITNESS CONSULTANTS
who want to explode their personal training sales!
Discover...
How I Sold $1 Million In Personal Training
The e-book every trainer, fitness consultant or gym manager should read in order to master personal training sales.
Written by a man who lost 160 Lb. and an award winning, sales records breaking fitness consultant.
The #1 Mistake Personal Trainers Make is
not realizing they are going into a sales business!
Instead, they spend most of their time getting into peak physical shape,
but they do not train to be sales experts.
I know you want to "change lives and inspire," all noble causes,
I wanted to as well.
But you will go broke very quickly if that is your only business plan.
Get ready to EXPLODE your PT SALES!
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So, it usually goes something like this:
“I’m in shape and I am going to become a trainer.”
Good for you, but you are going to need one important thing
to help make you successful in the business of personal training...
Clients!
No clients = no money = no way to survive!
You may be a top-notch trainer, or just beginning in the industry, and maybe your heart’s even in the right place and you know you can help people,
but are they going to open their wallets and buy from you?
You already know you are great in shape and are an accomplished trainer...
BUT...
I am talking about how to specifically sell personal training,
and that is a completely different skill altogether,
and
the size of your bi’s or ripped abs have little, if anything at all, to do with it.
Do You Stumble with Objections Like:
“I’m training with a buddy, so I don’t need a trainer.”"My buddy IS a trainer, so he's giving me a program."“Just give me a program I can follow, and I’ll check in with you every month.”“I just want to lose weight in this area, just show me what to do.”And my personal favourite: "I just need someone to show me the machines," ...and many more.
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We all know everyone can benefit from working with a professional trainer.
It’s an important service and everyone needs it, right?
So why are you not able to close as much as you want to?
The answer is quite simple;
it’s because you are not connecting with your client!
Think of it this way; lets say you did a solid PT demo. Effecitve and maybe even some innovative exercises, maybe the client felt a pump or a burm, something they may have not felt in a while. You know you nailed it, but when you pitch your services? "I'll think about it," is what you often hear.
If you did everything right and checked all the boxes,
WHAT WENT WRONG? WHY DIDN'T THEY BUY?
I will say it again:
It’s because you are not connecting with your client!
Sales is largely about whether or not the client feels they can trust you, or relate to you. I don't mean "trust" you to spot their bench, I mean trust that you are not just trying to sell them something. In order to relate to you, they need to hear or see a flaw you have. Yes, you heard me right - a flaw.
"The flaw" is a vital part of sales and I will teach you all about it."
"How I Sold $1 Million In Personal Training"
You may think that having an amazing physique is “inspiring” and will help you sell. I assure you, that is wrong thinking.
I know this because some of the people I’ve sold personal training to were in better shape than I was. So no, put the “guns” back in the holsters and go back to cracking nuts with your abs, that has very little to do with knowing how to sell.
What if you could get inside the head of an overweight man
and an award winning fitness consultant all at the same time?
What if those two people are actually just one guy?
How much insight would that provide you with? Do you think that would help your business? What if he could arm you with every trigger and hot button you need, specific to selling personal training and even show you how to evaluate, and if you should even do the pt demo in the first place, or blow it off? Yes, there is a way to determine that.
If you are in great shape and you are consulting an overweight person,
have you considered these vital points as you pitch your training services?
“I’m training with a buddy, so I don’t need a trainer.”"My buddy IS a trainer, so he's giving me a program."“Just give me a program I can follow, and I’ll check in with you every month.”“I just want to lose weight in this area, just show me what to do.”And my personal favourite: "I just need someone to show me the machines," ...and many more.
What went wrong?
Why couldn't you close the sale with someone who really needed your help?
If you are in top shape and you are consulting an overweight person, how on earth are you going to connect with someone who is looking at you thinking,
“you just don’t understand me, biceps boy/fitness bunny!"
What should you never say?What should you ALWAYS say?How are you going to get a tape measure around someone who doesn't want an inch of their fat being touched, without freaking them out?Are you insulting your client without even knowing it?What about a mom who thinks, "easy for you to say all this and look like that; you don't have kids!"
Well, I am going to provide you with an education from both sides of the business;
the fitness pro and the client!
Why am I Qualified to Help You?
"Cus I'm ripped, bro?"
NO! Not at all, bro.
Here’s why: Over 160 Lb. ago I was your dream client and the best trainers money could buy lost the chance to work with me and left 10’s of thousands of dollars on the table, because they tried to “sell” me.
I was the guy who drove to the gym parking lot for three weeks and couldn’t get out of his car for fear of being ridiculed. I was afraid to walk in to the terrifying "house of mirrors, we call a gym."
I was over 350 lb. 48% body fat, and size 56 waist. I NEEDED YOU, I REALLY NEEDED YOUR HELP and I eventually wound up paying solid dollars when the right trainer finally connected with me. Yet gyms are full of "sure bet 100% closes" like me, who are exercising without the help of a pro, like you.
AND THEN THE TABLES TURNED,
BIG TIME!
Just a few years later...
I had dropped over 100 Lb.
I became a certified personal trainer with a 100% renewal rate
I sold $800.000 in training in under one year closing at 35% a statistic that crushes industry standards in most any field.
I went on to manage consultants and trainers in one of the largest clubs in the city for a massive company, at a club with over 4000 members.
I was honoured with the "Top Fitness "Consultant" award
Broke club sales records at the largest gym franchise in the country and converted for 1.5 million in PT sales in 18 months.
PULVERIZED a sales quota record at a large club for the biggest fitness franchise in Canada that stood for 5 years. We topped it in less than 6 weeks using the methods I created and will share with you.
I have spoken to 10’s of thousands of people on matters of health and well being and was called by Oprah’s producers about my story, chronicled in my book, “Starving to be Fat.”
There's more, but I am here to pump YOU up, not myself!
This very E-book you are about to get your hands on, is being used to train Fitness Consultants, Managers and Personal Trainers in the USA and Canada,
but I have never made it available online, until now!
I don’t have a 6 pack. I am not “jacked” or ripped, but for some reason, I can sell PT in record breaking amounts to people looking for help, from overweight people to triathletes.
Yes, the fact that I’m a weight loss success plays a part in my story, but that’s not why these people bought so much training. It’s because I created a way to relate to people no matter what their goals or fitness levels were and they SAW THE VALUE in what I was presenting to them!
In “How I sold $1 Million In Personal Training,” I will teach you how to think like an overweight person from first hand experience, which will help you to better understand your client and the important opportunity you have to speak into their lives and help them make astounding changes. I’ve trained triathletes, world champion figure competitors, and have sold training to 70 year old grandmothers, 25 year old athletes and young "broke," they told me, students.
Folks, I appreciate amazing physiques. In fact, I am married to a ripped 6 time fitness champion. I have coached people on how to sell who are so "in shape," they look like marble statues of anatomy charts and believe me, I have massive respect for you, you are in incredible shape and you do inspire me!
But have you lost 150 Lb. and kept it off for over 10 years? No, probably not, because the success rate for long term weight loss is below 2%. but the percentage of people who want to lose weight is extremely high, to say the least. This does not make me "better" than you or anyone, but it gives me a chance to contribute to your career in a very rare way; two life changing experiences - one guy on both sides of the sales table. That is a MASSIVE edge for you and the client too!
So, why are you not tapping into that massive market? Again, because you probably have not mastered how to present to a person who does not live on protein shakes and chicken and thinks a "rep" is someone who works in their union!
My e-book explains in step by step detail how I put over
$1 million of personal training on the books.
Oh, there are no “training” secrets on how to show someone how to “increase their bench” or get bigger gains. in fact, there is not a single exercise in this book, because it’s brains and the ability to connect that sell, not just a fit body and training knowledge. But man alive, if you can put the bod and the sales chops together, I would expect you to wipe the floor with my sales stats.
You would be unstoppable!
Here's what's great; this method for selling to a client, can also be applied to someone who wants to “tone up” or just drop a few pounds.
"How I Sold $1 Million in Personal Training" reveals iron clad analogies and an approach to personal training sales that you have never seen before. I can say this in all honesty because I created it. It is not an exercise or training book, think of it more as the psychology of selling PT and a manual for how to build rapport and connect with your client.
THE FACT IS...
If you cannot build rapport or connect with your prospect,
you will not be able to sell mosquito spray to a guy who's living in a jungle!
I am not going to teach you just how to overcome any and ALL objections; that’s easy.
I am going to teach you how to pulverize those objections before they are even raised!
Using completely original analogies you will quickly learn how to bring across key points as you speak to people about fitness, without “sell-speaking” about fitness, but via everyday examples that drive points home in a way that is relatable to your client's needs, instead of boring statistics, mindless sales template following, or diagnostics, measurements and a strength test."
“How I sold $1 Million in Personal Training” covers every step a fitness consultation or personal training demo will follow, from the moment someone becomes a member of your club, to the consultation itself, to the close, to the service.
Learn how to work with front end membership services to gain an edge in customer service and really personalize your client’s experience. There is even a call script for your first phone call to your client.
Find out how an overweight person feels and thinks when they are inside a gym, or better yet, before they even get there! Even from the moment the gym flyer reaches them at home!
Discover how I put staggering sales numbers on the board!
“How I sold $1 Million In Personal Training”
can help you improve your level of service, performance and numbers, all while helping people who really need the expertise of a trainer, but have been reluctant to commit.
Here is a preview of the chapter titles:
HOW AN OVERWEIGHT PERSON FEELS
BEFORE GOING TO THE GYM FOR THE FIRST TIME
THE HOT BUTTON
DO YOUR HOMEWORK
YOUR FIRST CALL
NEVER MEET YOUR CLIENT AT THE DOOR!
LOSE THE DESK
CLIENT INTAKE
Mr. FITNESS and OVERWEIGHT GUY
SPEAKING YOUR CLIENT’S LANGUAGE
THE QUESTIONNAIRE
GET OUT OF JAIL – MEAL FREQUENCY ANALOGY
8 OZ. HAMBURGERS
ANALOGY: GETTING THE CLIENT’S MIND OFF THE SCALE
MEASURING AN OVERWEIGHT PERSON, without embarrassing them.
TALKING ABOUT BODY FAT - Mr. Underlean
EXPLAINING PERIODIZATION in a WAY that ACTUALLY MATTERS to Your CLIENT
ADVISING a CLIENT YOU ARE NOT JUST GOING TO BE GIVING THEM A PROGRAM to FOLLOW
SHOW ME THE MACHINES OBJECTION
THE "KNOW IT ALL" CLIENT
GET ON THE FLOOR
RESPECTFULLY EXPOSING LACK OF KNOWLEDGE
AS YOUR FLOOR TEST WRAPS UP
SUGGESTING HELP
MAKING the SUGGESTION for COACHING
BACK IN THE OFFICE - the pitch, over-committing
DON’T SELL THEM A CAR
FINAL REMARKS
THE BUDDY OBJECTION
THE INTERNET OBJECTION
THE METABOLISM ANALOGY
STOCK MARKET DIET ANALOGY
I LOVE HER THE WAY SHE IS OBJECTION
A QUICK LIST OF DO’S AND DONT’S
Here's a preview from the chapter: NEVER MEET YOUR CLIENT AT THE DOOR
Sounds rude, doesn’t it? But you’re actually doing them a favour. When people are unguarded, they behave as they normally would when they’re alone. When they come face to face with a fitness professional, they will suck in their gut, stand up straighter and do anything they can to look better than they feel.
Instead, walk toward the client as they are standing there or walking towards you. In order to properly assess imbalances, posture issues, pronation of the feet, and all of the other telltale signs of bad habits, the person should be in an unguarded state and not on their "best behaviour."
Are they smiling? How are they greeting people at reception? Are they loking at them in the eye, or looking down?
When you go to shake hands, make a note of how their hands feel. Is the skin soft, usually suggesting a sedentary lifestyle, perhaps a desk job? Or is it the skin of a manual labourer perhaps, whose eundurance may surprise you by way of functional fitness.
There is so much you can learn here!
Make a mental note of what you take in because it will serve you during the consultation. For example, If you’ve observed the person hunches forward while standing, you can refer to this when they quickly fail during a plank exercise and complain of lower back pain. If they’ve mentioned they get headaches, neck tension or have trouble breathing, the culprit could in fact be, the hunched over posture.
When the client heads to the change room to get ready to meet you on the gym floor, don’t just “drop them off there and walk away!” Watch them walk away from you and assess what you observe in their walk. Is there a shoulder disparity, do they limp, are they favouring one side over the other, are they pigeon toed or do they have a duck walk stance?
These are all points to consider and have to refer to during your time with the client. These intial contact points are often igored by the person doing the PT demo, which is a shame because there is so much that can be learned in those few crucial minutes.
The President and CEO of the most SUCCESSFUL Personal Training Sales firm in North America has this to say about
"How I Sold $1 Million in Personal Training"
[]As the owner of the Pro Fitness Consulting Group I’ve been working with over 60 independent fitness club organizations since 1986 to improve their operations and profitability.
In the process I have consulted for thousands of fitness professionals on the training and management side and have helped develop full time, financially rewarding careers in the industry.
Close to 5 years ago I had the opportunity of meeting and working with Marco Girgenti at one of my facilities. From the start I observed several character traits and experiences that I feel make him uniquely qualified to educate, inspire and sell health and wellness services in our industry.
Marco is a tremendous communicator who speaks, not only from a place of knowledge but both personal experience and emotion. He is one of the most gifted speakers I’ve had the privilege of hearing present, and his story and genuine honesty will reach people that most clubs will never impact.
When I read his book, Starving to be Fat, I got a real sense of his ability to develop and use unique analogies in the presentation and sales process, and I’ve watched him relate these experiences to other fitness professionals to train and empower them to be the best at what they do.
He has brought his passion, insight and record breaking experience to us in "How I Sold $1 Million In Personal Training." I continue to refer Marco's Ebook to the clubs I work with, as I believe there is nothing else available that is this specialized or effective in the matter of selling personal training.
Jeff Russo -
[President, Pro-Fitness Program]
50 pages - Ebook e-Pub
Full size 8.5 x 11
100% original content, not a repackaging of already published material.
NOT an exercise or workout book.
The only resource available that focuses solely on the psychology and process of selling personal training.
[]
$19.95
INSTANT DOWNLOAD
If you are not satisfied with your purchase,
I will refund your purchase price 100%!
SEE YOU IN THE RECORD BOOKS!
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