What steps can the Certified Personal Trainer take to avoid losing a sale?
The Certified Personal Trainer must place enough value into the sale. First, find out what the client’s goals are. Then, focus on the benefits that relate to the client’s goals versus features of a personal training program (number of sessions, types of assessments, what materials come with the product, etc.). Next, make sure you have created rapport with your client. Trust must be established before rapport can be built. Finally, affirmatively ask for the sale.
