3 Ways to Close a Personal Training Package Sale

A personal training package is a very valuable commodity, but it does not sell itself. People can be resistant to change, worry about money or just fear the commitment of starting such a project. As you speak to your potential customers about your services, you will want to focus on their wants and needs. Here are 3 ways to seal the deal.

1. Come to an agreement.

Have a discussion about the personal training package and what is offered during each work out session. Talk about the potential client’s ultimate goals in physical fitness. Ask what health concerns he has. Ask in what way exercise would fit into helping him with his health concerns.

Ask what his ideal physique would be like, and what the thinks it would take to get him there. Continue to insert information about how your services will help with his wants and needs. Always keep asking questions that would lead him to consider ways your personal training package would help him out.

Then, rather than doing a high pressure close, simply come to an agreement that he has needs, you have the means to help with those needs, and the two of you will work together by using this personal training package.

2. Create a sense of urgency.

There are three ways you can create a sense of urgency. First, you can tie the urgency to a natural season such as summer or an event such as a wedding. Second, you can associate the urgency with the consequences of failing to act such as unforeseen health problems. Third, you can bring in a limited-time discount incentive for your personal training package.

The key to successfully closing a sale due to sense of urgency is to keep your tone sincere. You want to help the potential client to make a decision in time to benefit him the most. A greedy or aggressive tone is counterproductive in most cases.

3. Explore budget issues.

Your potential client might balk because of the cost of your personal training package. Even though you price it fairly, it is a major commitment for you. You do deserve to be compensated for your time and work. Therefore, the price may be high enough to be an important consideration in an individual or family budget.

Budget is a hurdle you can overcome in most cases. Talk a bit about the importance of the individual or family budget. Ask whether the person ever spends money in his money to improve health. Ask if better health would save him some money in the long run. Ask if the person adjusts his budget when need arises or when opportunities come along. When you ask the right questions, he will usually come to a point where he will be ready to fit your personal training package into his budget as soon as you make the final request for his business. Finding the right closing for each potential client is vital.