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Originally Posted by Jean-Paul
Ask them lots of questions in the beginning, get them talking about themselves, and they will tell you every point you need to focus on to close the deal. People don't care if you've got the XR4000 Thingamajig... A gym is just a box with equipment in it. They have one thing that they really want out of a gym membership. Get them to tell you what that is and you have your blueprint to close the deal right there.
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When I read your excellent post, JP, this last paragraph just jumped out at me. YES. If they start talking about themselves, you're in. Now you know exactly what to address.
Then I read the excellent post by K Manley.
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As JP mentioned the client wants to have the focus on them, in that regard I have found that simple posture analyses goes a long way. Find out which muscles are tight and which are weak (Gray Cook's movement screens are great for trainers in this regard, quick and simple) consult them on how these muscles create an individual training need for them that you can cater to. Do some mobility work for the tight muscles and then exercises for the weak ones. This usually makes them physically feel really good and shows them they've got muscles in places they never even thought of. Afterwards if the situation advises run them through half a tabata with an easy movement, so they get the strain and exhaustion they want from a safe exercise (that they immediately see the need of a trainer to push them through). By the end of these sessions they usually feel aligned, well worked and your insights into their muscle imbalances makes them think that you really understand their individual needs.
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Perfect. This absolutely works and lets the potential client (or new client) know that you have something that is going to help them. They're sold. I get excited about being able to show someone how they can function better, move more effectively, and reach their goals in a healthier way. They see that excitement and it all works together.