In our last blog we discussed overcoming our phobia of sales and recognizing that sales is actually about helping and educating. As fitness professionals, many of us followed this career path because we want to HELP others. So, by realizing that we are not “selling” in the traditional sense of the word, but HELPING, we can become more comfortable with this essential part of our job.
Prospective clients come to you because they have a problem. Many want to lose weight, feel better, and enjoy better health. We know that by doing so, they will enjoy better quality of life, better productivity at work, and more positive relationships. We know our services will help them and we are eager to do so.
View Yourself as a Solution Provider
So, during the process of turning prospects into clients (aka selling) you are actually just providing a solution to their problem. You are helping them with their problem. YOU are the SOLUTION.
Consider the alternative— if you don’t present yourself as a solution to their problem; if you don’t explain how your training services and expertise can help them achieve their goals; one of two things will happen. They will either go somewhere else to get this help. Or they will give up and not pursue their goals. So, nobody wins.
So next time you are approaching a prospective client or a current client to ask for the “SALE” and get them to purchase a package of sessions or a coaching service—remember, you are giving them a solution to their problem and you are HELPING!
Read the previous post titled “Are You Sales-Phobic” to learn more about the selling process and how to overcome your phobia. In the next post, we will look at selling as EDUCATING!