Selling Personal Training

The concept of selling personal training is being given a new dimension by the personal trainers in this fast changing world where customer is the king. The age-old techniques of effecting a sale of the products to a prospective customer using the persuasive skills of a trained salesman are being redesigned and redefined. The vast increase in the use of Internet and the globalization of markets is acting as the catalyst in this new outlook and personal trainers are being sought to assist in effecting sales and increasing the sales, whichever suits one’s requirement.

In addition to imparting training to the sales personnel to effect a sale, the modern day personal trainer is entrusted with the responsibility of selling personal training program to the individuals as well as companies aspiring to increase the top line growth of the firm.

The personal trainer views the sales from a perspective totally different from that of a salesman. This is the innovative thing that a personal trainer brings to the business and ensures that the sale of products, which is the ultimate motto, is increased. Basically, the salesman sells goods to the customers that depreciate over a period of time, both in terms of value and utility, and takes money from the customers for the sales made to them.

The personal trainer also does the same thing, but under a totally different perspective. He views the transaction not as a sale from the salesman’s point of view, but as a purchase from the customer’s point of view and takes the position of an assistant buyer, educating the customer about the merits of the products he purchased. In the process, the personal trainer’s feelings or ideas about the product is transferred to the buyer. This puts the customer in a different perspective in that he visualizes the value in the products he bought more than as a mere expense incurred at the persuasion of the seller.

The added advantage for the personal trainer from this approach is that the buyer will feel the urge more to buy the product than the seller selling the product. This transformation in the perception, especially from the customer’s point of view, not only results in recurring sales but also increases the possibility for referral sales through the customer who already felt the importance of his purchase. This is the difference that a personal trainer brings to the business and is sought by individuals and companies for selling personal training programs to the individuals and the salesmen.

It has been pointed out that the personal trainer acts as an assistant buyer and brings about a drastic change in the perception of purchase from the customer’s point of view. The personal trainer is quick to identify the need for the purchase of a product. Most of the purchases made by the people is to fulfill their emotions. Purchasing or buying, in the view of the personal trainer, by the consumers is to overcome the pain of not owning the product.

The personal trainer effectively interprets the difference between the want and the need for a product. It has been discovered that most of the purchases from the customers is primarily to satisfy a want and not to fulfill a need. This “want” is identified as the major driving force than the fulfillment of the need. The personal trainer exploits on this concept more and uses the same effectively for selling personal training programs to the salesmen, and in turn, make the sales force an effective one in the organization.

The personal trainer, in his complimentary sessions with the sales personnel or individuals, tries to drive this point of the importance of want from the buyer’s perspective to his advantage. The personal trainer sets up a system for improving the sales of the product and approaches the issue with a clear strategy. Most of the programs dwell on the concept of want, understanding of the customer’s preference for a product and the importance of congruence of ideas or feelings between the personal trainer or the salesman with that of the prospective buyer to effect a transaction between the two parties to the transaction.

One more aspect that is concentrated on by the personal trainer in imparting the unique selling personal training programs to the salesmen and the individuals alike is the perception of the salesmen with regard to the sale. The salesmen, by nature, or more interested in completing a sale and pocketing the commission that may accrue to them in the transaction. When this notion takes precedence, the importance of the buyer in the transaction takes the back seat and the probability of the success of a sales hinges more on the persuasion skills of the salesmen. The personal trainer is asked to help the salesmen change this perspective, and imparts the required selling personal training programs in a one-to-one interactive session. The innovative approach of the personal trainer finally triumphs and the probability of converting prospects to sales and retaining the customers is easily achieved.

Get good at selling personal training and your business will thrive