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| Selling Personal Training : How To Make the Most of Your Personal Training Business | 
 enlarge | Author: Ron Thatcher
Publisher: Trafford Publishing
Category: Book
List Price: $15.83
Buy New: $10.97
You Save: $4.86 (31%)
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Avg. Customer Rating:  4 reviews
Sales Rank: 47359
Media: Paperback
Number Of Items: 1
Pages: 136
Shipping Weight (lbs): 0.4
Dimensions (in): 8.8 x 5.7 x 0.4
ISBN: 1412070872
Dewey Decimal Number: 338
EAN: 9781412070874
ASIN: 1412070872
Publication Date: December 1, 2005
Availability: Usually ships in 1-2 business days
Condition: New American book. Printed on demand and shipped within the US in 4-7 days (expedited) or about 10-14 days (standard). Standard can occasionally be slower so we advise using expedited if quicker delivery is important!
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Product Description
Selling Personal Training is an income producing system that was created to help personal training professionals in the health club industry improve their ability to recruit and enroll new clients.
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| Customer Reviews:
 This book was written to help Personal Trainers recruit and sell clients March 27, 2006
6 out of 9 found this review helpful
Selling Personal Training is an income producing system that was created to help personal training professionals in the health club industry improve their ability to recruit and enroll new clients. This book was written in a basic form from information that has been tried, tested and enhanced. Many books have been written on how to implement a fitness program or train a client. Many books may cover the latest and newest when it comes to exercise. These books are great for impressing your clients but when it comes time to make a living, this book gives it to you straight. It teaches real techniques used by the best closers and producers in the industry. These proven techniques built the largest health club chains in the world today. The scripts, practicing methods, closing techniques will lead you down the path of success.
Author's Biographical Note
Ron Thatcher has a proven track record as a top producer in the industry. He has been an owner, president, a manager and a sales person. Ron has trained fitness professionals from California to Chicago from Nevada to China. Thousands of personal trainers have used his techniques to improve their paychecks. In the 35 clubs that he has been a part of, the results have always been the same: a dramatic improvement in the overall success of the organization. Ron has profound empathy for the struggles of the career personal trainer and has written this book so the road to success may become clear to all.
To order Selling Personal Training
E-mail R.T. Consulting
@
thatcherron@hotmail.com
 Don't bother July 2, 2007
2 out of 6 found this review helpful
The content was extremely elementary - lacking any depth or insight. Nothing I didn't already figure out on my own. This couldn't really be a professional effort, as evidenced in its run on sentences and mispelled words. Save your money.
Increased My Income!! June 5, 2008
2 out of 2 found this review helpful
This is the best book I've ever read on selling personal training!! I sold 4 training packages the day I read it! The information is extremely useful and straight to the point. It was the most informative reading I have ever experienced! Definetely worth the money I paid for it!!!
Must Buy!! September 23, 2008
WHAT'S THIS BOOK ABOUT?
There has never been a personal training sales manual like this.
Selling Personal Training is NOT about getting certified or getting a job. It's about adding income to your bottom line. It tells exactly how to make an impact on your business as a personal trainer. This nonfiction book creates valuable habits to create a healthy and successful personal training career. It offers useful and widely agreed upon tactics common in the health club industry.
This book is also about working in harmony and being self sufficient in a "large health club company." It introduces you to real techniques used by the best closers and producers in the fitness business. It shows you proven methods and how to implement them on your road to success.
Forget trying to learn and acquire this information from a certification company or your college text books. And forget spending the next 5 years attempting to establish these guidelines through trial and error. Let Selling Personal Training reveal to you the NEW business of the elite fitness professional.
Also check out Fitness, Memberships and Money and other selling systems developed by Ron Thatcher at
www.amazon.com
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WHO IS THIS AUTHOR?
Ron Thatcher has a proven track record as a top producer in the industry. He has been an owner, president, a manager and a sales person. Ron has trained fitness professionals from California to Chicago from Nevada to China. Thousands of personal trainers have used his techniques to improve their paychecks. In the 35 clubs that he has been a part of, the results have always been the same: a dramatic improvement in the overall success of the organization. Ron has profound empathy for the struggles of the career personal trainer and has written this book so the road to success may become clear to all.
__________________________
WHAT'S IN THE BOOK?
Chapter 000 Table of Contents
Chapter 00Inside Cover
Chapter 000Table of Contents
Chapter 1Introduction
Chapter 2The Doctor
Chapter 3How the System Works
Chapter 4Personal Trainer Planner
Chapter 5The Language of Sales
Chapter 6How to Speak to a Guest
Chapter 7The Fitness Orientation
Chapter 8The Quick Results Workout Card
Chapter 9Introduction to Prescriptive Presentation
Chapter 10Prescription Presentation
Chapter 11Prescriptive Grid
Chapter 12My Personal Training Presentation
Chapter 13My Personal Training Script
Chapter 14How and When to T.O.
Chapter 15Filling Out the Personal Training Agreement
Chapter 16How to Overcome Objections
Chapter 17Closing
Chapter 18My First Experience as a Trainer and The Jake Seinfeld Story
Chapter 19Helping Your Potential Clients to Realize That They Don't
Know Everything
Chapter 20Time Management
Chapter 21P.T. Re-signs
Chapter 22Working the Floor
Chapter 23The Wall of Fame
Chapter 24The Closeout Master Plan
Chapter 25Selling Supplementation
Chapter 26Interacting With the Staff
Chapter 27Giving a Free Gift with Purchase
Chapter 28Confirming Appointments and Cancellations
Chapter 29Drilling
Chapter 30To Sell or not to Sell
Back Cover
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SHOW ME A SAMPLE!
FORGET CERTIFICIATION COMPANIES
Yes, I said it: Forget certification companies.
They won't teach you about politicking, they forget the fact that most personal trainers work for a commission only. The first principle of a system that focuses primarily on sales is probably the hardest for aspiring trainers and fitness professionals to accept. If you're like me, you love to create a relationship between yourself and your client base -- chain or independent health clubs - are in business to make money. The reality of most personal training departments is that they do not create a large profit center. Therefore, sheer presence, of so many enticing services are low paying and commission only jobs.
But guess what? The feeling is not mutual.
In general, health clubs do not love personal trainers. It's nothing personal. A company will give the most energy to the department that brings in the most profit; although members and clients love and cherish us. Our focus is on getting our members results not making the company rich.
For most health club company's, re-training trainers from focusing on results to generating cash isn't worth the effort. Getting started on a well rounded, well-oiled machine that runs in broad and well-worn channels. Unless you already have a knack for selling, it's simply not efficient for them to deal with someone enrolling one or two clients.
Sound good? Keep reading, and I'll show you how to do it.
__________________________
SHOW ME ANOTHER SAMPLE!
The seven most common objections you will hear will be the weaponry used by the members to stop you from getting them results. These procrastination techniques have been used successfully for years and will prevent you from selling packages. The sooner you learn how to overcome them, the sooner you will be able to start to help people to improve their lives. Getting your clients enrolled in a personal training package will be almost impossible if you don't learn to overcome the following seven common obstacles.
* Spouse /parent (I want to talk to my husband or wife.)
* My friend is going to train me.
* Time (I don't have it.)
* Try it out (I want to try it on my own.)
* Think about it (I will be back.)
* Group/Friends (I have a friend and we want to workouttogether.)
* Too expensive
How long will you wait to learn how to overcome this weaponry? Clients will use the above, as well as other objections against you on a daily basis. The sooner you feel comfortable hearing the excuses and overcoming them, the sooner you can improve as a personal trainer. DRILL! DRILL! DRILL!
How to Handle Objections:
1. Hear them out. If you cannot hear the problem, you will not be able to understand their concerns.
2. Feed it back to them in question form, "You want to think about it"?
3. Show empathy. "You want to think about it? I can understand you want to think about it. This is a big decision. "Other serious people just like you, have felt the same way."
Remember Three Key Words:
Feel: "I can understand the way you feel."
Felt: "Other people have felt the same way."
Found: "But what we have found is that once you have started your training program, it will be the best decision you have ever made."
4. Isolate: "Other than thinking about it, is there anything else preventing you from enrolling in this package today?"
5. Overcome: "What if it was only $10 Per session, would you still want to think about it?" "No?" "So it is mainly the money."
6. Get it down to money. We cannot control what their husband is going to say, whether or not they want to try it on their own, or whether or not they have the time. But we can change the price. We can work with different package options to fit their individual needs.
Although it is important to use the steps outlined in this chapter, it is also important to know that there are other ways to close a sale. The first closing technique that I teach my trainers is a very simple one. It uses redirection and it is effective when dealing with the right potential client. If you are a new trainer try the `redirection' technique until you have learned the more complicated ones mentioned in the following chapter entitled `closing'.
Keeping the Focus on Price
"Out of the different personal training options, which one are you leaning towards?" "I want to talk to my husband." "Did you want to talk to him about the starter package, the accelerated results or the most popular package?" "I really just want to think about it." "Did you want to think about the starter package, the accelerated results or the most popular package?" "I really like the starter package the best but I am not ready to get started until I talk to my husband." "Did you want to talk to your husband about the price per session or did you want to talk to your husband about the total package price?" "I want to talk to my husband about the total package price." "What if I could talk to my boss and get you payment options so that the total package price is more convenient for you, would that make you feel more comfortable?" "Yes." If I could talk to my boss and break your package up into payments, would you want to handle your business by cash, check or credit card?" "Credit card." "Great and you brought that with you today."
Most objections will center around money. Money is a delicate issue to deal with, so people will avoid talking about it and find other excuses to dwell on. You have seen the excuses above and probably relied on a few yourselves from time to time. Objections are common in this business and you have to learn to overcome them if you are going to be successful.
Creating a "Financially Successful Personal Training Professional" without teaching sales is almost complete waste of time.
As a new personal trainer, you will spend many hours studying detailed exercise physiology. You may spend a substantial amount of time learning the intricate functions of the human body. As your education progresses you will learn how to schedule and juggle your different workout routines. After completing these difficult tasks, you will have an opportunity to go out into the real world. For most trainers this is the time when you may begin to observe your educational shortcomings and the answers during this difficult time may be rather elusive.
When I was a young student studying to get my degree, I had made a decision that after I completed my education that I would go in to an exercise or fitness type of career field. After studying for years and learning everything I possibly could about my field, I found myself getting ready to enter the working world. After doing some research, I found that the best fit for me would be working for a large health club organization, one that had high volume, a good earning potential, the possibility of getting promoted and different locations in different cities. The most important aspect of working for a larger and more seasoned organization would come in the form of a comprehensive training program. When I started the process of interviewing and applying for different companies, the main focus of the employer had little to do with my educational background; in fact it seemed almost irrelevant. Some of the questions that were coming out of the mouths of the potential employers were rather shocking. The first place I went to apply was a chiropractor and rehab center that had sort of a fitness style health club in the back. It was a well known and established and had a good reputation. I had a chance to meet with one of the partners and he told me that all the trainers had great earning potential. The only problem came from the fact that the job paid zero base salary and expected the trainers to work for free until they had built a certain number of clients. Not only was this odd to me, but the clinic also required that we pay for our own advertisements. The partner also stated that we were not allowed to use their customers as new clients! After determining this was not the best option for me, and feeling this was just an odd system. I decided to go to one of the large well-known health club chains. After going through an initial interview process with the head personal trainer, I then had an opportunity to meet with the regional fitness director. The first words out of the director's mouth was, "Sell Me Personal Training." I explained that I had not gone through official sales training courses and I was not particularly interested in becoming a sales person. The regional training director told me that in a health club, every employee in every department must have the ability to sell. After going to several interviews, I found that all of the different organizations that I was trying to approach had one thing in common, "Making Money." After dedicating several weeks, and many frustrating hours, toward the grueling task of getting someone to believe that I could help health club members get results, I determined that maybe being a personal trainer was not something that was going to be in my future.
Upset and a little frustrated and maybe feeling like it was time to give up, I decided to go back and double check the agenda and text material that had been such an intricate part of my learning process. Maybe I was sick the week the certification program covered selling. Maybe I was not paying attention when the teacher talked about the needs and wants of future employers. After spending significant time on research, I realized the structure for selling and retaining or even acquiring new clients simply wasn't present in any of the training material that I was provided. Why would an organization dedicated to teaching such an honorable trade pay absolutely no attention whatsoever on how to make money or how to get a job. I decided that drastic times called for drastic measures.
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