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The Episode: The 13 Steps to Successful Online Training Sales

Here’s some insider knowledge: You don’t have to know your episode topic before you start recording! Crazy, right? The OTS peeps use this episode to break down the many steps of a successful sales call. There are 13 in total, but the main takeaways are these: Persuasion is not what you think. If you want to sell more, you need to listen more than you speak, and sell the future, not your product.

In This Episode

  • Do this before you try to make any sale [15:41]
  • Persuasion 101: It’s not what you think [19:13]
  • The client needs to answer these three questions [20:09]
  • The questions that help the client envision their future self [25:41]
  • Summarize and shift the conversation to sales [27:32]
  • One more clarification question before the pitch [30:25]
  • The Pitch, broken down in three parts [31:34]
  • How to discuss the “investment”—how much is the “new you” worth? [34:41]

“Ask more clarifying questions. Your job is not to speak. Your job is to help them go deeper” – Jonathan Goodman

Persuasion 101: Don’t

The first rule of persuasion is that you don’t try to persuade anyone of anything. When you’re selling fitness, you persuade by elaborating on what your potential client tells you, and then showing them why you’re the best choice to help them achieve their stated goals. You aren’t changing the way your client thinks. You’re showing them you think the same way.

The Pitch

This is the most nerve-wracking part for all of us. Remember what you’re selling. It’s not your fitness or nutrition program. You’re selling the client a future version of themselves. That alone changes the value of your program from “whatever I can afford” to “priceless.”

Through Hell and Heaven

A successful sales call will be an emotional one. To understand your client, you need to help them articulate exactly why they need a fitness program. That reason may come from a dark place—bullying, medical problems, poor self-image … Then, after navigating through those tumultuous waters, you show them a brighter future, one you can help them reach.

Ready to scale up your online fitness business?

Apply for OTA 2 here: www.thePTDC.com/OTA2

Sponsors

This episode is brought to you by PT Distinction, the cutting-edge software designed purely for online coaches, to help them save time, expand their reach, and get back to doing what they do best—helping clients get amazing results.

As an added bonus for our listeners, get a full 60-DAY FREE TRIAL to test-drive PT Distinction. Start today at OnlineTrainer.com/ptd

This episode is brought to you by the Online Trainer Academy Certification and Mentorship, the leading business development course for personal trainers, nutrition coaches, and gym owners to responsibly and successfully start, build, and grow your online fitness or nutrition coaching business.

Start today for just $87/month at OnlineTrainer.com/Academy

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The Author

Jonathan Goodman is the founder of the Personal Trainer Development Center and author of multiple bestselling books for personal trainers. In addition, Jon founded the first-ever certification for online fitness trainers, the Online Trainer Academy. Originally from Toronto, Jon and his wife Alison spend their winters traveling the world with their baby boy, Calvin.