Part Three of Your Course

Hi aff,

Here's part three of your mini-course. Enjoy!

Practice "takeaway selling." Most personal trainers'
approach to sales is to tell the prospective client how
much they (the trainers) can do for the prospect and
then close by almost begging the prospect to become
a client. Unfortunately, this approach de-values
the trainers' services and gives the prospect all the
power.

Simply turn the table on the prospect.

Tell the prospect that you are only accepting a very
limited number of clients and then proceed to tell
the prospect what will be expected of them should
they be "fortunate" enough to be accepted as a
client. Explain that they will have to be a "walking
billboard" for your business and they will be
expected to refer people who fit the mold of the client
that you want to work with. You'll be amazed by
how many prospects literally beg you to take them
on as clients.

Think about it - people want what they can't have.
By positioning yourself by being selective about
who you take on as a client you will instantly create
a demand for your services, charge more for what
you offer and leverage your clients more effectively
for back-end sales and referrals.

It's a corny analogy but would you rather be a Rolls
Royce or a Chevy Caviler? Both have four wheels
and will get you where you need to go but because
of positioning and limited supply Rolls Royce doesn't
have to advertise (have you ever seen a commercial
for Rolls Royce?) and can charge multiples of what
other cars cost.

As my friends Ryan Lee and Jim Labadie say: "Put up
the velvet rope and watch your business literally explode."

Talk to you soon.

Dedicated to growing your business,

Pat Rigsby
The Ultimate Fitness Professional's Business Success System
http://www.fitnessbusinessrevolution.com

Fitness Consulting Group

PO Box 1539
Elizabethtown, KY
42702-1539
US

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