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How to Close More Training Clients
Wednesday, July 11, 2012, 4:55 PM
[General]
So then what do you say?,Cheap K.Williams Jersey
Do you hate selling? Good. You don't have to do it anymore.
And most importantly ...
2. If you quote your price too early, before the client knows what you have to offer, you will always kill the sale.
That's it - doesn't sound too complicated does it? But don't be fooled because it accomplishes a few very important things.
It gets your customer talking about their favorite subject - themselves. They start telling you what's wrong with them and why they're not happy. If you follow up with some well placed questions like "how long have you had that problem", or "what are you doing now to fix it",Cheap Trent Edwards Jersey, you're creating an even greater satisfaction gap and setting the stage for the sale to close automatically. The best part is you'll get almost no resistance at the end of the sale - they did the entire job of telling you what they're doing now is wrong, and where they want to be in the future. And through listening to all of this, you've built trust. Building that satisfaction gap and trust is all you need.
That's right - do not answer them.
When it comes to interacting with new potential clients, you should forget the selling part. Instead, seek to understand this new person in front of you,Cheap John Abraham Jersey, and build a relationship. Selling Personal Training is completely different from the wam-bam sales techniques in other fields. You're selling a personal product, so it must be sold in a very personal way.
1. The one asking the questions has control in the sale (you want to make sure that's you).
You ask a question yourself, and it's a special one - it's the first thing that should come out of your mouth every time you start talking to a prospective client. It sets you on the road to closing nearly every new high-value client that comes your way. It's what I call it the $100,000 dollar question, and it's this:
There are two rules of selling to always remember:
"What are you looking to accomplish?"
Unfortunately, this is where a lot of trainers screw it up. They try too hard to get the clients money, and forget the most important part - the relationship. Even if the client wants to make "money" the primary factor by asking you the price up-front, don't answer them.
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