The Third Portion Of Personal Training Program Sales
In the third part of our personal training program sales series, we discuss the initial workout – the sample workout, and why it’s so important to the sales process.
Key Points of Discussion:
- You’re going to handle the auditory learner with “peeling the onion” (1:27)
- There are those who just want to know what you offer would be enough (2:07)
- Scripted sample workout: Basic movement patterns, and the emotions… (2:58)
- Why are we doing a sample workout? (4:33)
- Let the beginner level client feel safe and comfortable (6:15)
- You can give intermediate clients more advanced cues (8:24)
- Those who are beat up but really fit: They need more advanced workouts (9:56)
- Their actual fitness level versus what they think their fitness level is (15:47)
- The workout is part of the evaluation (16:55)
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Mentioned in this episode
Part three of the sales process, which is the sample workout. The key to the sample workout is something that we spoke to in the first two episodes, which is the way that people learn. So you’re going to have some people that learn auditory. Those are the people that you are going to handle with step one, digging deeper.
The person that likes to that there’s a process to what you do, would be handled in step two, the assessment. Then there is the doer. At times we have had people come in and don’t want to talk at all. Those people will often cut you short on your questions. This group we have noticed are typically more fit. Meaning they come from a background where they’re already exercising or they consider themselves fitter. For them, they just want to know that what you have to offer is going to be enough for them.
Structure Your Workout
Let’s talk about the way to structure your workout. Again, we believe in a scripted sales process. So that means that the sample workout also needs to be scripted. And so what we do is we’ll take the basic movement patterns that we use in the programming, which hip dominant, knee dominant, push, pull, a little bit of core, and then some type of an emotional exercise. So if you’re paying attention during step one, digging deeper, then you’re going to know that what their hotspots are. Like we talked about the heavy guy that wants arms or the lady that wants to lose in a specific area.
This is your chance, not only to show them that there are things in the gym that are unique for them but to also give them a few exercises that address specifically those areas. So it would be a good idea for a lady that says she wants to tighten up the back of her arms to do some type of tricep press downs or something at the end so that she could really feel that area working There’s an emotional response too, having the client notice “Hey, this person heard what I said about the back of my arm.”, “They delivered something that’s very specific to something that I’m emotionally tied to.” So whatever those things are, feel free to add in some extras at the end.
The Scripted Workout
Why are we doing a sample workout? Again, it’s the brain science of the doer, the person that needs to put their hands on things and try it. It’s also to serve essentially these three levels of fitness, that we have in the gym. We categorize people in the most basic essence into beginner, intermediate and advanced. In the one-hour sales meeting, you’ve already done step one, the peeling the onion, so you know their health history, you know their exercise history, you know what their wants and needs are. Second, the functional movement screen is complete. Now we know from a scientific, measurement how they move and what things will and wont\t be challenging. Within your scripted workout, you have these three levels of fitness already built. At this point, you’ve got this person already categorized based on movement health history, and you give them that version of the scripted workout.
If we’re doing a push-pull hip knee and one core exercise, if it’s a lower level client, think about also the intimidation level of them coming in and looking at a functional gym that doesn’t have a lot of equipment… It’s very unconventional. So keeping that in mind for the low-level client, remember, you know who they are. The main key to their sample workout is to let them know that they’re safe, that if they have injuries, which they may, that you’re able to work around those and that they’re going to be okay in your environment. if you can make them feel safe and comfortable, this is the time to do it and show your expertise.
Making the Client Feel Comfortable
Keep in mind there will be clients who don’t share all of the needed information during the “peeling of the onion”, step one process. Many times we have gotten to the workout or later, and the client says “Oh yeah, I had some cervical disc fuse a couple of months ago.” These are things we work to find out in step one. But if you think about the mentality of the client, they’re afraid that they may be afraid that they are not going to not get an effective workout and they don’t want to be the oddball out. They’re really just here to exercise. If you dig down and you get to the core essence of why they’re there and you pull those things out in step one, now is your chance to show them they aren’t an oddball. We can assure them that they are actually going to get a very effective workout and It’s still going to be difficult at their level. If it’s a beginner, the key to having a scripted workout and running the beginner level of that workout is to make sure that that person feels comfortable right now.
Intermediate Level Client
Next, let’s say they’re intermediate. This would be someone who in their health history, might run a couple of days a week, some health history of exercising and might be dinged up a little bit. This person is going to value learning and knowledge. Their sample workout would include education value. For example, you are teaching a squat, working with someone a little bit more advanced, probably even neurologically more advanced than low levels so they can actually connect a little bit more mind to muscles. When you give them these more advanced cues, they’re going to be able to put these things together. They will walk away knowing that they were exercising in a very specific exercise protocol just for them that’s was very technical. This is your chance to teach good exercise form. Whereas with the beginner good form for sure, but more around the parameters of making them feel safe and comfortable.
Imagine if someone comes to you that might have been injured doing a CrossFit workout. In this case, they’re beaten up but they are actually really fit. We have our philosophies, we sit down with them and this person is going to probably answer your questions quickly. The meet and greet, they’re going to be interested in the FMS from an athletic standpoint and what that means. Then you’re going to take them onto the floor and you’re gonna have to show them that what you do is difficult enough to give them a good workout, especially if they’ve been training with their girlfriends or bros down at the local Globo gym, with 108 plates on each side of the leg press. This to say their sample workout will be just that, more advanced.
With this person, you’re going to have to say, ‘Okay, a single leg squat done, deep and with load, (if it’s appropriate) can absolutely smoke you and it will give you big, strong legs and it will also actually help your core and balance. This is the person that needs the more advanced workouts. I’ll use examples of luck. A pushup is obviously a push, right? Upper body push. So if it was the low-level type of client, we would do, push-ups against the wall. If it’s the mid-level client it would be push-ups on your toes. which is like up on your knees down, you know, negatives on your, on your toes, that type of thing. With a really advanced person, all bets are off. You could do one-arm pushups or I mean however far you have to take it to challenge them at their level.