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Hey guys, Bedros here. This video is designed for anyone trying to learn the secrets to being awesome at selling personal fitness programs. You see, most of us in this industry are great trainers! We really know how to do a bang-up job when it comes to training our clients and getting them results. But what all our certifications and fitness knowledge doesn’t teach us is how to sell our services. And I’m pretty sure we are virtually useless if we don’t have the persuasive abilities to convince anyone of our abilities, even if our abilities are the best in the world.

So that’s why this video’s lesson is so important. Because if you can’t sell you aren’t going to train because you won’t have any clients. And if you don’t have any clients, you won’t have any money, and you’ll move back in with your mom and live on her couch. So lets make sure we practice these important techniques, eh?

First in my big four is the “R.” “R” stands for “Rapport.” If you don’t know or are uncertain, rapport is a French word meaning friendship or familiarity. So when I talk about the Know, Like and Trust factor in the video, and I tell you to build rapport with your prospects and clients, I mean that you need to form relationships with them.

And it should be pretty simple why. Aren’t you more likely to buy things from your friends? If you have a choice between buying your friend’s car or a car from the dealer for the same price, wouldn’t you rather help out your friend? Maybe even pay a little bit extra just because you like him and you want to help and support him? Well, if you can make each of your prospects genuinely feel as if you are one of their friends (and the easiest way to do this, by the way, is simply by making friends with all your clients) they are going to buy from you and maybe even pay you more than they would pay any stranger.

So building rapport is building relationships and friendships. This will make your life easier because you will be able to work with your friends all day, and it will make your clients like you better, stay with you longer, and pay extra for you.

Next is the “W,” which stands for “Wants.” If you are going to convince an individual to buy you, to buy from you, and to become and stay loyal to you, you had better find a way to make them want you. Why else would they do any of those things?

So, what is it that gets people to want things? Well, can’t get any more obvious than this people, it’s desires. People want what they desire and they desire certain things because those things possess desirable qualities. So, you guessed it, you need to display all the desirable qualities you possess. Show prospects what makes you special, explain how you are different, and demonstrate how you are the best. You have got to produce a long list of desirable qualities and your services will become what everyone wants.

And here is where the next feature comes into play: “B” is for “Benefits.” Benefits are those details you are going to show your clients in order to engender desire within them. As I said, how are you awesome, what makes you different, what do you have to offer?

Focus on all the ways you and your services will bring improvements to their lives. Get creative. Tell them about how people will perceive them differently and respect them more for being healthy and fit individuals. Explain how they will physically feel much better every day, how daily functions will be increased with better all-together health, how they will love their bodies and want to show them off and how they will be seen as beautiful and desirable. Explain exactly how you are going to change, alter, BENEFIT, their lives and you will be the only personal trainer they will ever want to do business with.

Finally, the “C” is the “Close.” It doesn’t get any more important than this crucial step. You can do all the showmanship in the world and put on an incredible show and get the R the W and the B but if you don’t get the close just right, you’ll lose the sale.

But it really isn’t complicated. As you’ll see in the video, I just want you to be clear and direct. Don’t sound like you are uncertain of yourself or that you are uncomfortable, and don’t sound like you are trying to hide the fact that you are selling or that you are trying to fool anyone. Be straightforward and honest, confidently make the offer, and if you’ve don’t everything else right, gotten the three other elements of the sale and presented your offer clearly and concisely, you will do just fine.

Finally, if you need anything else from me, any other help, check out my blogs, websites, and the rest of my videos. There’s tons of stuff here just waiting to be discovered by you, so get on it!

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