I had a rare and golden chance to offer advice to my 23 year old son, Stephen, last night. Here’s the awesome part: HE ASKED FOR IT! That’s right! It wasn’t me pinning him in a corner, wagging my finger, “shoulding” all over him, it was him arriving at my doorstep at a pre-arranged time because he needed my council. Golden.
Long blog short, Steve just got a job as an Assistant Manager at L.A. Fitness. Even though he passed his Personal Trainer Certification and LOVES working out he has ZERO experience in management and less than zero in sales. His job, get this, is to sell 1 year’s worth of personal training (6 months at the least) to the new members! He needed my help with how to make these huge sales. I almost told him he was asking the wrong person (I was the Mary Kay saleswoman who shied away from selling a tube of lipstick) until I thought about my wise fellow MSR bloggers.
I realized my advice couldn’t come from a point of sales expertise, because I had none, it had to come from a standpoint of, first and foremost, bringing value to the customer and secondly, communicating effectively so they can really relate to what it is you’re saying. As it turned out I was sharing the wisdom of all of my fellow motivational keynote speakers on this site!
- What’s the benefit? How will personal training sessions help them achieve their goals?
- You’re the host, welcome them into your “home”.
- Be truthful about your own challenges in the gym so they can feel a connection with you.
- You’re not selling for your commission; you’re offering them a support system.
- Instead of dryly reading the questions verbatim off the assessment sheet, turn it into more of a conversation so that one topic organically flows into the next one (i.e. better connection with client)
- Fear of failure? Oh, you bet! I told him to leap anyway. That was the only way he was going to learn and grow.
- Be funny! You’re not leading the client to the gallows, you’re showing the client a great new place to hang out! Make their visit enjoyable.
- Fake it till you make it. Tell yourself you’re the best Assistant Manager this place has ever had and prove yourself right!
Steve texted the next day (because that’s how it’s done with kids these days) and said; “Such a better day! I didn’t sell anything due to a sales pitch mistake, but it felt so good! I established great rapport and it felt increasingly natural. Thank you again!” And the best part: “I’m lucky to have such a kick as* mom!” Golden.
So I would just like to thank all of you brilliant and funny and supportive motivational speakers on this site for sharing all your assorted wisdom that proved extremely useful as “Mom’s advice”. You all kick a**!