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Successful Sales Strategies! Share Your Secrets!

Each year, W.I.T.S. conducts surveys with all of our alumni and in particular, students who have completed our Personal Trainer Certification. It’s great to find out how they are doing in their career and to see so many being successful. However, we started to notice that some were leaving the profession. When we investigated further, we found that some of the most dedicated fitness professionals had to leave the industry because they were unable to earn a living. More specifically, they were uncomfortable with “sales” and asking clients for money, contracts, and business.

So, for July, we are going to focus on Successful Sales Strategies. After reviewing our Introduction to Sales Fundamentals, Lead Generation and Prospecting Strategies, and Managing the Buying Cycle courses from our Sales Institute, I came up with key themes and tips that are essential to successful sales.

Strategy #1: Sales requires follow-up and follow through! One isolated conversation, phone call, or email is not going to get you clients. Regardless of whether a prospect shows interest in the first conversation, it is important to keep in touch, check-in, and stay on their radar. Who knows when they may change their mind? Perhaps you can help them do so!

Strategy #2: Ask the right questions and LISTEN to the answers! Too often we are so eager to tell prospective clients about ourselves and what we do, that we fail to find out about them and their needs! Ask questions—listen to the answers—and then show how you can help them achieve their goals.

Strategy #3: Show EMPATHY! When a prospect expresses interest in your services, they have some sort of need or concern and need your help. Lifestyle change and behavior change are difficult. Health issues can be challenging. The fitness club may be comfortable for you, but others may be intimidated, scared, or uncomfortable. Demonstrating empathy for your prospective client will help build a relationship and show that you genuinely care about them!

Sales are really about relationships and most of us pursued a career in fitness because we value relationships and genuinely want to help people! But, like anything else, there’s a right way and a wrong way to “sell.”

So, what successful sales strategies do you follow? Please share YOUR tips and ideas!

I look forward to hearing from you!


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2 thoughts on “Successful Sales Strategies! Share Your Secrets!

  1. Wow this is such a big issue in our industry. 8 out of 10 trainers leave a health club in less than a year. Recruiters are chasing their tails to fill spots that they fill over and over again. If there is no corporate support the good ones go and start their own studios and the struggling ones quit to find a way to feed their families. According to the big club chains and the mom and pops this is a very accurate % of losing what they thought was top talent. Did you know some surveys say it take up 66% of a annual salary to retrain another employee after they leave you in a year. That is some serious cash or loss of in house revenue to start over with a new person.
    When I interviewed more and more club owners 3 years ago, one item came to the top of the heap. Trainers see sales as an UGLY word. The fact is that we all do sales in every aspect of our professions. Customer service is really supporting and selling the facility. Group ex is selling their discipline as the way to a happy lifestyle. It goes on and on in all aspects of our club departments.
    To know the human body is only 50% of the equation. You need to educate, sell and have a business plan for yourself everyday. How do you sell yourself to ensure your businesses success?

  2. Thanks for sharing your thoughts, Jay. Yes, those numbers are shocking! Lack of sales and business skills hits the professional, the employer, the industry…etc. And ultimately, the public suffers because really talented and passionate professionals can’t remain in the industry and pursue their dream career.

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