Honestly and don't take this the wrong way, but when you have difficulty in selling yourself, you are really lacking the confidence in your ability. However, experience takes time and when I started out, it took a few clients (maybe 2 years-worth), before I actually started understanding how to APPLY what I know to help someone else. It is harder than you think, because I am not talking about helping out your gym buddy get thru a new workout that was written in a book. Its understanding the theresholds people carry and inhibitions that have gotten them to the point they are at.
Once you recognize how to apply your skills and help others succeed, the confidence grows. Once the confidence grows, you need to draw attention to yourself, by establishing a "VIP-type" attitude. What that means--in the commercial gym setting--is you need to make your service exclusive to clients only. That makes members WANT to work with you, because you create that "Clients-only" persona. I don't mean not communicating and helping others, but helping others just enough that they want MORE.
Carry yourself around the gym in a way that draws attention to your services as exclusive offer to those willing to pay for them. Once you can do that (build that confidence first), the selling is easy. People want what they can't have. If they save the money and put it up, you will get your sales. The hard part--is making sure you get them the results.
If you see or talk to any GOOD trainer..they have a bit of cockiness or confidence about themselves. Its different in a commerical gym setting (as opposed to a YMCA--which I know also), because a comercial gym award you bonuses for your sales and that helps build confidence. When I worked at a Golds, we are a COCKY group of NASM trainers. Because we were a unit they KNEW we can help anyone and everyone. My monthly PT sales were in the $8000-10,000 range. We were making the club LOTS of money and with that, comes the hunger to make more money for yourself.
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