I was talking with a Personal Trainer the other day about selling training. He was experiencing an inability to close sales after new members went through their introductory session. What I realized in talking with him was that, while he was doing a great job getting them set to start on their health/fitness journey, he was failing to paint the picture of what to expect in the future and how training with you is the natural next step.

You should have just finished covering a medical health history, discoved their goals, past successes and obstacles. Now, paint the picture. Describe the importance of needing to start simple, how the body will soon adapt, and that greater challenges will need to be placed on it for it to continue to make progress. Illustrate specifically how working with you will help them to overcome the obstacles they’ve faced in the past and how it allows you to make adjustments in the program as needed to keep them on the fastest, safest path to reaching their goals. Point out the importance of keeping them accountable and how you can be that voice for them.

The better you paint the picture, the better they can see themselves succeeding by working with you.