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Personal Training Fees to new clients seems expense. How do overcome that question of uncertainity?
Brian M. Wright, MS, CSCS, NSCA-CPT 8/17/2012 12:0
Posted: Thursday, December 25, 2014 2:19 PM
Joined: 8/17/2012
Posts: 2

I follow a sales process that I learned from a coaching program I hired. NPE is a great fitness cosching resource. The key to overcoming objections is to establish value. People find the money when they value something. In the preconsultation, we establish goals, needs, previous lack of success. I then bridge the gap for why they sought the help (explain the services and costs-prescreen) from there they book an assessment, which at that point we should have handled all objections-we just close the deal and figure out logistics. The key is the preconsultatiomn call.