The Personal Training Sales Education Textbook: A simple and effective sales system designed specifically for the personal trainer in the health club

By Tim Tierney

This book contains a simple and effective sales system for the personal trainer. Whether you’re a seasoned health club veteran seeking some innovative sales techniques to add to your bag of tricks or you’re brand new to the personal training industry and are in need of a complete personal training sales system that will hand you the tools to rapidly generate a top level income in your gym, you’ve come to the right place.

This entire system is designed to be easy to use. It's not just some book full of sales techniques that have been randomly thrown together. Instead, it’s a complete step-by-step system that has been carefully broken down into bite-sized chunks that are easy and fun to do.

Bottom-line if you are a trainer who works in a health club and possesses that rare deep down burning desire to be the very best at what you do, then prepare yourself to enjoy the rewards that are limited to those few people who never allow themselves to settle for anything less than the very best of who they are, and who they know they can become.

• Language: English
• Publisher: Tim Tierney
• Release date: Jan 26, 2012
• ISBN: 9781465745378

Book preview

Acknowledgements

This book is dedicated to the incredible people I have came into contact with over the years. Everyone of these incredible people I have met, have become a number of things to me. They are my teachers and mentors. They are my business associates and clients. They are my employers and employees. The list goes on and on, as does the list of names these titles belong to.

More importantly, these incredible people I have encountered over the years have each given me the honor of allowing me to call them my friends. Each one of these persons has played a role towards the completion of this book. I dedicate this book to each one of these incredible individuals. My Heart and Mind goes out to you.

The list goes on and on

Eddie Carrington

Randy Humola

Naqam Washington

Felicia Banks

Howard Brodsky

Tom Dinatale

Frank Ardito

Dome Paroongsup

Laila Milanian

The 50th St. Personal Training Staff

The Original Penta Crew

And of course

my Mom Denise, my Dad Dan, and my two brothers Dan Jr. And Jeff.

Introduction

Just as star professional athletes must prepare for their big event; likewise personal trainers must be well prepared for their first meeting with a potential client. Similar to the champion that has a game plan well written out to ensure a win; the personal trainer must plan out every step of his first client meeting to ensure success. Where success to the athletic superstar is scoring points and winning the game, success to the professional trainer is gaining a client that continues on with the personal training program. The professional athlete must constantly drill the entire plan over and over again to help guarantee no mistakes are made on the field. The trainer must follow the exact same ritual in preparation for their first meeting with a potential new client.

The real importance of the above paragraph is fully realized with this known fact. It doesn't matter how much talent an athlete of any sport possesses. Without a full understanding for the rules of the game, the most gifted players will never reach their full potential in their chosen field. To become a master or expert with a certain skill or trade, first, one must become a master of the basics or fundamentals involved in the art. Then extraordinary results will surely follow.

The Personal Training Sales Business Model is a comprehensive sales system for the Personal Trainer. This textbook translates this complex business model into a simple step-by-step process for the trainer to immediately implement in his/her own health club or gym facility. All the knowledge you need to master this exciting game is now at your fingertips. It is now up to you, to learn these rules and complete the mastery of your chosen profession, just as every other great champion has before you.

As you read the next pages, you will come across a great deal of information containing tips, techniques, and skills that are all crucial in becoming (and of course, remaining) a Personal Trainer.

The techniques and steps contained in this book are useful only if you apply them every chance you get. Not only while you are at work, but while you are relaxing at home or hanging out with your friends. When you are able to do this, the information contained here goes from useful to extremely valuable. A wise man once told me, To become an expert in anything, you must make it part of your life. To become a successful personal trainer, you must become an expert not only in the fitness field, but also in the art of persuasion and communication.

Do not under-estimate that last sentence. If you are entering this field for the first time and this is the first book you are reading on the subject, I have to say you are going about it the wrong way. The foundation that needs to be built starts with extensive fitness and exercise knowledge ranging from anatomy to physiology; and exercise selection to exercise theory. These are the pillars of knowledge that should be used to build your foundation.

Remember, your clients will see your true intentions. If the majority of your education centers around sales, then they will see you as a salesperson. If, however, you first build a sound education of the above topics and then follow that up with sales and communication training, your clients will see you as someone who is truly trying to help them, and that I hope is why you are reading this book. Not to sell more people, but on the contrary, to help as many people as possible.

When this book was written, taken into account were the differences one can encounter in different health club facilities with different management applying different systems and procedures. The P.T. Sales Cycle is not meant to replace or substitute the management's program or direction. The valuable skills and techniques in this book are used to enhance the personal trainer's performance in any environment or setting.

The result of a properly implemented P.T. Sales Cycle will be directly seen in the number of clients the trainer works with in a day and the pay check amount. These numbers will increase. They will increase dramatically, if you wish. Use the P.T. Sales Cycle to choose where these numbers stop. As a personal trainer, a salesperson, and an entrepreneur you have the power to make this decision.

The differences between health clubs may occur in different states, or between clubs in the same town, but with different owners. The way the facility is managed and the amount and type of members using the facility are just a few of the many variables that can change from establishment to establishment.

The great thing about the skills and techniques of the P.T. Sales Cycle is that they are universal in every health club or fitness related setting, making this system ideal for any personal trainers wishing to put themselves at an advantage over the average trainer. Although the information contained here is valuable to all personal trainers in every aspect of the health and fitness field, trainers in the health club or commercial gym setting were the primary focus of this book.

By narrowing the field of vision, more exact and detailed information was able to be given that is more relative to the personal trainer in this type of environment. The goal of this book is to allow the personal trainer to immediately implement the P.T. Sales Cycle