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IHRSA 2016 Session Spotlight: Proven Strategies to Sell Personal Training

A thriving personal training program can yield significant revenue, but many health clubs struggle to master the sales process.

That’s because traditional personal training sales methods often create several barriers, says Steve Satin, president and founder of Satin Wellness, who will present “Strength to Sell: Proven Strategies to Sell Personal Training” at IHRSA 2016 in Orlando.

Common Barriers to Selling Personal Training

Health clubs often rely on their front desk team, membership team, and personal trainers to sell personal training—an approach that can be detrimental to the sales process.

“Generally, the front desk team and the membership team are focused on bringing in new members—that’s their job—and it’s not as focused on selling personal training—it could even feel like overselling to a prospective or new member,” Satin says. “Many personal trainers are in this business because they love to work with clients and assist them in reaching their goals. Very few enjoy selling the personal training to members—they often feel uncomfortable or even pushy.”

Boost Revenue by Educating Staff

To overcome those barriers, health club operators should educate staff members about the best ways to promote personal training in their specific touch point. Each of the three member touch points has different role to play in the personal training sales process.

“The front desk team is a great place to ask appropriate questions, the membership team can easily provide the option of personal training to an enthusiastic new member, and the personal training team can absolutely sell once they learn an approach that is focused on the best interest of the member,” Satin says. “Increased personal training revenue comes from building the comfort and confidence of the entire club team on exactly how to navigate the sales conversation with a member.”  

Convention-goers who attend “Strength to Sell” on Monday, March 21 in Orlando will leave the session with proven sales skills to increase their personal training business.  

“They will team up to practice with actual case studies and leave with a real-world approach that works for their members and their staff,” Satin says. “They will leave with confidence, comfort, and the motivation to get started right away.”

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