The Number 1 Reason Your Personal Training Business Isn’t Full

 In professional development, Selling a Prospect

ARE  YOU FULL ?

IF NOT, WHAT GAP EXISTS BETWEEN THE NUMBER OF CUSTOMERS YOU WANT OR NEED AND THE NUMBER YOU HAVE?

HAVE YOU ASKED SOMEONE TO BECOME A CLIENT TODAY TO CLOSE THE GAP?

If you have a gap…a client debt …. Here’s the why I think that might be true.

There are a few human needs and you know about them. Safety and shelter. Food. Love…

But there are also a few common human fears. They’re things we do anything we can to avoid.

Rejection. Embarrassment. Ridicule.

When someone is losing their job, even though they know they’ve not lived up the the job responsibilities…do you know what they most commonly say? I don’t want to be embarrassed. 

People who wish for a partner or a companion often won’t ask someone for a date or go out to places where they could meet other people. They don’t want to be rejected.

Even if it is the truth, it is something that we suffer from if we don’t do it and choose not to do…our human nature says that not doing it and being poor or making less money is better than asking for a sale and getting a “no.”

So, it’s not you. You’re not bad at sales. But you’re really good at avoiding situations that have the potential to feel a sense of rejection.

There’s more to this tricky psychological sales mess. It’s that you actually sabotage yourself when you do ask because you’re more likely to jump in and take action than rehearse, practice and get feedback before you do it that will help you get a “yes.” You want to minimize the discomfort. And for many trainers, going through role play and practicing before they’re perfect (and they never will be…they’ll just be better and the conversation and understanding people’s buying behavior) – is super uncomfortable.

Here’s a short clip that will hep you see why you avoid sales and how to start asking for the sale – AFTER you’ve done the homework internally on your expectations about the outcome of a sales conversation.

Watch this for better sales preparation. 

You can be a more successful trainer easily … by getting more clients to say yes. You’ve put yourself in a situation to help people. This is a small obstacle to doing it. It doesn’t take a workshop or a conference, it just takes some regular work on your thoughts and beliefs.

~Debra

P.S. Your turn- what is your biggest challenge to reaching the level of income, time or freedom you want with personal training? Is it sales so you can close more clients?

Is it marketing to get traffic to you?

Or something else?