personal training sales presentation

Personal training sales pitch: Ideas, examples, and how to do it right

Personal trainers spend endless hours streamlining gym operations and fostering a positive workout environment for clients. In this bustling routine, they often forget that selling is essential to growing a business in the fitness industry. Mastering the art of selling is the key to growth and success. Most trainers cannot sell their fitness center services due to ineffective communication with clients, leading to a business loss. As per the Upmetrics research, the lack of effective communication leads to a 15.7% decline in revenue between 2022 and 2023 .

As a gym personal trainer, you might need help communicating your personal training services to your potential clients. Whether you’re an independent trainer or affiliated with a gym, mastering the art of pitching your services can significantly impact your gym’s success. A compelling personal training sales pitch highlights your expertise and communicates the value you bring to your potential customers.

But you might have a question in your mind about how to create a compelling sales pitch for your clients. You don’t need to worry about it. Here, we have a breakdown of everything you need to design a sales pitch that targets prospective clients.

Steps for creating a sales pitch

Creating a sales pitch for personal training services requires a strategic approach to communicate the value you offer to your clients. Your sales pitch acts as a template that guides your clients about your gym fitness goals. Furthermore, incorporating storytelling elements can captivate your audience, allowing them to visualize the transformative journey with your guidance. Here are the steps to crafting a compelling sales pitch.

Understand your audience

Before starting your sales pitch, understanding your audience is paramount as it enables you to craft a successful sales pitch. You can better understand your audience by identifying the demographics of your target clients. You should also consider factors such as age, gender, fitness goals, lifestyle, and motivational triggers while understanding your audience for a good pitch. According to the survey by Gitnux , 54% of the gym members are men, while 46% are women. However, the survey also shows that men are more likely to attend the gym regularly than women.

You must conduct market research and understand that a middle-aged professional may prioritize stress management and weight loss. At the same time, a young athlete may seek performance enhancement. Moreover, you can also use sales management software to understand your clients’ unique needs and preferences. By empathizing with your client’s challenges and aspirations, you can tailor your pitches to resonate deeply with their desires. Understanding your audience increases the likelihood of conversion.

Define your unique selling proposition

After profoundly analyzing your audience, you have to define a unique selling proposition to establish your brand identity. Your USP should encapsulate what sets you apart from your competition and why your clients should choose to work with you. As per the study by Entrepreneur , 70% of clients say they spend more money on a product or service if they believe it has a unique benefit. Moreover, companies with well-defined USPs are 53% more likely to be market leaders.

Your USP encompasses various elements, such as online training programs, personal training sessions, unique fitness philosophy, specific niche, or exceptional client results. For example, your USP might be centered around offering highly personalized training programs tailored to individual goals and lifestyles. You can differentiate yourself in the market by clearly defining and effectively communicating your USP.

Structure your pitch

You have to design a personal trainer sales pitch after completing your homework on understanding the audience and defining your USP. A well-organized pitch follows a clear framework that captures the attention of your clients, identifies their needs, and presents you as a solution. Your sales pitch should have the following structure.

Attention grabber: You must start your pitch with a compelling opening that captures your audience’s attention. This could be a thought-provoking question, a startling start about health and fitness, or a relatable anecdote that resonates with their experiences.
Problem identification : In your pitch, you must articulate the common challenges your potential clients face in achieving fitness goals. This helps you to demonstrate your understanding of your client’s needs.
Solution presentation : After highlighting your client’s problems, you can present your personal training services as the solution. You can highlight your USPs, such as personalized workout plans, personal training sessions, etc.
Highlight benefits : In your personal trainer sales pitch, you can emphasize the specific benefits and outcomes. Whether it be weight loss, increased strength, improved flexibility, or better health.
Call to action : After highlighting benefits, you can close the sales pitch with a clear and compelling call to action, prompting potential clients to take the next step. Whether it’s scheduling a consultation, signing up for a free trial session, or committing to a training package.

Tailor your pitch

To enhance the effectiveness of your sales pitch, you can tailor your personal training sales pitch. You have to tailor your pitch to offer a relevant solution to your clients. For example, if your client is time-constrained or working from home, you will add that your gym provides online training programs in your sales pitch.

Alternatively, you can emphasize your expertise in rehabilitation exercises and injury prevention techniques if your client is recovering from injury. Thus, it enables you to shift the attention of your target clients towards your gym personal training workout sessions. By tailoring your fitness sales pitch to meet the unique requirements of your clients, you can increase the chance of lead conversion into loyal clients.

Personal training sales pitch examples

Here are the three examples that enable you to understand how to design a personal training sales pitch.

Krav fitness sales pitch

Are you tired of struggling to shed those extra pounds with no success? Imagine having a personal trainer who understands your weight loss journey inside out. With Krav fitness personalized training programs tailored specifically for fat loss, you can achieve and maintain your dream weight for life. Our comprehensive approach combines targeted workouts and nutrition guidance to ensure success. Say goodbye to diets and hello to sustainable results!

Burn fitness sales pitch

Are you ready to take your fitness to the next level and build the muscular physique you’ve always wanted? Burn fitness expert personal trainers specialize in helping individuals like you maximize your strength and muscle gains. Through carefully designed training programs focused on progressive resistance training and muscle hypertrophy, we will guide you step by step toward your goals. Prepare to sculpt a body you’re proud of and unleash your full potential!

Fitness in motion sales pitch

Are you looking to improve your overall health and well-being while enhancing your functional fitness? Our holistic personal training services are designed to optimize your physical performance and enhance your quality of life. With a focus on injury prevention, our tailored programs cater to you irrespective of age and fitness level. Join us and take the first step towards a healthier, happier you today!

Personal training sales pitch ideas

You can also renovate your sales pitches with innovative ideas that enable your clients to understand better the benefits of having you as a personal trainer. These ideas can vary from using technology to workshops so your clients can understand your vision towards physical fitness. Here are some ideas you can utilize to innovate your personal training sales pitches.

Virtual reality fitness consultation

You can incorporate VR technology into your sale pitches to develop a better connection with your potential client with your fitness center. Through VR fitness consultations, your clients can virtually tour your gym facilities, experience workouts, and interact with trainers in a simulated environment.

This technology lets your clients visualize their fitness journey and feel more connected to the training program. By leveraging VR technology, you can create memorable and impactful sales pitches that resonate with modern audiences and highlight the unique benefits of your services.

Outdoor group training flash mob

To increase the likelihood of converting leads into potential clients, you can also organize an outdoor group training flash mob. It presents a dynamic way to showcase personal training services. You can lead spontaneous workout sessions in public spaces, engaging passersby with high-energy exercises and team camaraderie.

This interactive approach enables you to attract attention and emphasizes the effectiveness of group fitness. Moreover, it also allows you to connect with the community, promote your services, and improvise your personal training sales pitch with personalized training programs.

Celebrity trainer Q&A session

After presenting your pitch to your potential clients, you can host a celebrity trainer Q&A session. Inviting renowned fitness influencers to answer your leads’ questions creates excitement and draws the clients’ attention. Your clients can grab the opportunity to ask questions, gain valuable advice, and witness the expertise of the celebrity trainer.

Moreover, this collaboration enables you to enhance your client’s trust and credibility in you. By leveraging celebrity trainers, you can drive your prospective client’s interests and lead to enrollment in your personal training services.

Personalized fitness technology

You can also innovate your sales pitches by incorporating personalized fitness technology. You can demonstrate how innovative equipment and tracking apps optimize workouts and monitor your client’s real-time progress.

By tailoring these technologies, you can offer personalized insights and recommendations to your clients. Through this integration, you can position yourself as a cutting-edge professional, offering modern solutions that amplify the effectiveness of training sessions.

Final takeaway

Focusing on tailoring solutions based on your client’s recruitment enables you to develop an effective personal training sales pitch. This sale pitch lets you draw your prospective client’s attention towards your fitness center’s vision and goals. Moreover, it also enables you to convert the potential lead into a loyal client and drive your business growth.

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A Guide to Successful Personal Training Sales

Personal training sales is a challenging profession . It takes passion, persistence, and hard work to succeed. If you want to be successful in personal training sales, you need to develop clear goals and strategies for success.

Set and meet personal training sales goals

When you set personal training sales goals, you're telling yourself what you want to achieve in the next year, quarter, or month. These are important because they'll help keep your focus on what's important during those times when it's easy to get distracted by other things going on in your life or business. So before setting any personal training sales goals for yourself, ask these questions:
What do I want? (This can be anything from "I want my clients' clothes to fit better" through "I would like more time with my family," all the way up through "I want my business to thrive and expand.")
Why do I want this? (Understanding why something matters helps us prioritize our efforts.)
How am I going about achieving this goal right now? (Taking steps toward achieving a goal helps reinforce its importance.)

Have an effective sales process

The first step to selling personal training is understanding the client's problem. If you don't know what their needs are, how can you help them? So before starting on a solution, it's important that you define the problem.

For example: "You want more energy" or "You want to lose weight." Once they've defined their goal, then we can talk about ways in which personal training can help them achieve that goal.

It's also important not just for yourself but also for your clients who may have different goals than yours (or even similar ones) so make sure that when setting your own fitness goals think about who else could benefit from having those same experiences and write them down somewhere tangible (ie: not just on paper). This way other people will be able to keep track of what progress has been made towards achieving those goals so far along with providing support along the way!

Create a sales presentation that sells

A well-crafted presentation is the key to selling your services, and it's important to get it right. The goal of a sales presentation is not only to convince people that they need what you're selling but also to create a positive experience so they feel confident in their decision.

The best way to do this is by creating an engaging, interesting, and informative presentation tailored specifically for each client or prospect. You should also use testimonials from previous clients as part of the process; hearing what other people have said about working with you will help them feel more at ease when making their own purchasing decision.

When preparing for meetings with potential customers, make sure that you know all about their needs before showing up at their doorsteps--and then make sure those needs are being met! Be prepared for questions about what kind of service(s) are included in every package; be clear about benefits such as increased confidence/energy levels/weight loss etc., but don't go overboard with hyperbole because people can tell when something sounds too good (or bad) versus reality!

Offer a plan that motivates clients to succeed

A plan that is achievable, but also challenging. The key to success is offering a plan that will motivate your clients to succeed. It's important to offer them something they are able to complete, but also provide them with some sort of challenge or difficulty so they feel like they're making progress and getting stronger over time.

This should be tailored for each client based on their needs and goals (more on this later). Affordable pricing structure: Your goal is not only to attract new clients but also to retain existing ones! If someone signs up for personal training services with you once per week at $50/session and then stops coming after two weeks because they cannot afford your fees anymore--you've lost money! You need an affordable pricing structure if you want people who sign up now to stay long-term instead of dropping off after just one session or two weeks later like most people do when faced with high monthly payments upfront before even being able to see results from working out regularly which means more money lost overall due solely because customers didn't stick around long enough."

Build rapport with potential clients

The first step to successful personal training sales is building rapport with potential clients. You want to make sure that you're taking the time to get to know each client and establishing yourself as an expert in your industry, who understands their goals and motivations, has a sense of their personality, and can help them achieve them.

First of all, ask questions about the person's health history: what issues do they want to be addressed? What areas do they want to be toned up? How long has it been since they've worked out regularly? It's also important that you understand where they are in terms of their fitness level--do they have any injuries or medical conditions that might limit what types of exercises would be appropriate for them? Next comes finding out more about their lifestyle habits so that we can make recommendations based on real-world experience rather than just theoretical knowledge gained through research alone."

Build relationships with other professionals in the industry

This will help you establish yourself as a leader in the personal training business.
Build your personal brand by being active on social media and attending events where other professionals are present, such as local fitness expos or conventions.
Become a mentor for new trainers who want to learn from your experience and expertise, but don't know where to start.

If you have the right mindset

A healthy mindset is essential to your success as a personal trainer. It's important to remember that you're not just selling your services; you're also selling yourself and your brand. If you don't have confidence in yourself, it will be difficult for others to trust and believe in what it is that you've got to offer them.

In addition, having the right mindset for your business is key because this will help determine how much money and time goes into running it each day and whether or not those things are being used effectively!

The personal training industry is a growing one , and there are many opportunities for you to succeed as a trainer. If you have the right mindset and know what to do, then it's possible to have a successful career in this field.

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7 Amazing Sales Presentation Examples (And How to Make Them Your Own)

7 Types of Slides to Include In Your Sales Presentation

Inside the mind of your prospect: change is hard, before-after-bridge: the only formula you need to create a persuasive sales presentation, facebook — how smiles and simplicity make you more memorable, contently — how to build a strong bridge, brick by brick, yesware — how to go above and beyond with your benefits, uber — how to cater your content for readers quick to scan, dealtap — how to use leading questions to your advantage, zuora — how to win over your prospects by feeding them dots, linkedin sales navigator — how to create excitement with color, how to make a sales pitch in 4 straightforward steps, 7 embarrassing pitfalls to avoid in your presentation, over to you.

A brilliant sales presentation has a number of things going for it.

Being product-centered isn’t one of them. Or simply focusing on your sales pitch won’t do the trick.

So what can you do to make your offer compelling?

From different types of slides to persuasive techniques and visuals, we’ve got you covered.

Below, we look at data-backed strategies, examples, and easy steps to build your own sales presentations in minutes.

Title slide: Company name, topic, tagline
The “Before” picture: No more than three slides with relevant statistics and graphics.
The “After” picture: How life looks with your product. Use happy faces.
Company introduction: Who you are and what you do (as it applies to them).
The “Bridge” slide: Short outcome statements with icons in circles.
Social proof slides: Customer logos with the mission statement on one slide. Pull quote on another.
“We’re here for you” slide: Include a call-to-action and contact information.

Many sales presentations fall flat because they ignore this universal psychological bias: People overvalue the benefits of what they have over what they’re missing.

Harvard Business School professor John T. Gourville calls this the “ 9x Effect .” Left unchecked, it can be disastrous for your business.

the psychology behind a sales presentation

According to Gourville, “It’s not enough for a new product simply to be better. Unless the gains far outweigh the losses, customers will not adopt it.”

The good news: You can influence how prospects perceive these gains and losses. One of the best ways to prove value is to contrast life before and after your product.

Luckily, there’s a three-step formula for that.

Before → Here’s your world…
After → Imagine what it would be like if…
Bridge → Here’s how to get there.

Start with a vivid description of the pain, present an enviable world where that problem doesn’t exist, then explain how to get there using your tool.

It’s super simple, and it works for cold emails , drip campaigns , and sales discovery decks. Basically anywhere you need to get people excited about what you have to say.

In fact, a lot of companies are already using this formula to great success. The methods used in the sales presentation examples below will help you do the same.

We’re all drawn to happiness. A study at Harvard tells us that emotion is contagious .

You’ll notice that the “Before” (pre-Digital Age) pictures in Facebook’s slides all display neutral faces. But the cover slide that introduces Facebook and the “After” slides have smiling faces on them.

This is important. The placement of those graphics is an intentional persuasion technique.

Studies by psychologists show that we register smiles faster than any other expression. All it takes is 500 milliseconds (1/20th of a second). And when participants in a study were asked to recall expressions, they consistently remembered happy faces over neutral ones.

What to do about it : Add a happy stock photo to your intro and “After” slides, and keep people in “Before” slides to neutral expressions.

Here are some further techniques used during the sales presentation:

Tactic #1: Use Simple Graphics

Use simple graphics to convey meaning without text.

Example: Slide 2 is a picture of a consumer’s hand holding an iPhone — something we can all relate to.

Why It Works: Pictures are more effective than words — it’s called Picture Superiority . In presentations, pictures help you create connections with your audience. Instead of spoon-feeding them everything word for word, you let them interpret. This builds trust.

Tactic #2: Use Icons

Use icons to show statistics you’re comparing instead of listing them out.

Example: Slide 18 uses people icons to emphasize how small 38 out of 100 people is compared to 89 out of 100.

Why It Works: We process visuals 60,000 times faster than text.

Tactic #3: Include Statistics

Include statistics that tie real success to the benefits you mention.

Example: “71% lift driving visits to retailer title pages” (Slide 26).

Why It Works: Precise details prove that you are telling the truth.

Just like how you can’t drive from Marin County to San Francisco without the Golden Gate, you can’t connect a “Before” to an “After” without a bridge.

Add the mission statement of your company — something Contently does from Slide 1 of their deck. Having a logo-filled Customers slide isn’t unusual for sales presentations, but Contently goes one step further by showing you exactly what they do for these companies.

They then drive home the Before-After-Bridge Formula further with case studies:

Before : Customer’s needs when they came on

After: What your company accomplished for them

Bridge : How they got there (specific actions and outcomes)

Here are some other tactics we pulled from the sales presentation:

Tactic #1: Use Graphics/Diagrams

Use graphics, Venn diagrams, and/or equations to drive home your “Before” picture.

Why It Works: According to a Cornell study , graphs and equations have persuasive power. They “signal a scientific basis for claims, which grants them greater credibility.”

Tactic #2: Keep Slides That Have Bullets to a Minimum

Keep slides that have bullets to a minimum. No more than one in every five slides.

Why It Works: According to an experiment by the International Journal of Business Communication , “Subjects exposed to a graphic representation paid significantly more attention to , agreed more with, and better recalled the strategy than did subjects who saw a (textually identical) bulleted list.”

Tactic #3: Use Visual Examples

Follow up your descriptions with visual examples.

Example: After stating “15000+ vetted, ready to work journalists searchable by location, topical experience, and social media influence” on Slide 8, Contently shows what this looks like firsthand on slides 9 and 10.

Why It Works: The same reason why prospects clamor for demos and car buyers ask for test drives. You’re never truly convinced until you see something for yourself.

Which is more effective for you?

This statement — “On average, Yesware customers save ten hours per week” — or this image:

The graphic shows you what that 10 hours looks like for prospects vs. customers. It also calls out a pain that the product removes: data entry.

Visuals are more effective every time. They fuel retention of a presentation from 10% to 65% .

But it’s not as easy as just including a graphic. You need to keep the design clean.

Can you feel it?

Clutter provokes anxiety and stress because it bombards our minds with excessive visual stimuli, causing our senses to work overtime on stimuli that aren’t important.

Here’s a tip from Yesware’s Graphic Designer, Ginelle DeAntonis:

“Customer logos won’t all necessarily have the same dimensions, but keep them the same size visually so that they all have the same importance. You should also disperse colors throughout, so that you don’t for example end up with a bunch of blue logos next to each other. Organize them in a way that’s easy for the eye, because in the end it’s a lot of information at once.”

Here are more tactics to inspire sales presentation ideas:

Tactic #1: Personalize Your Final Slide

Personalize your final slide with your contact information and a headline that drives emotion.

Example: Our Mid-Market Team Lead Kyle includes his phone number and email address with “We’re Here For You”

Why It Works: These small details show your audience that:

This is about giving them the end picture, not making a sale
The end of the presentation doesn’t mean the end of the conversation
Questions are welcomed

Tactic #2: Pair Outcome Statements With Icons in Circles

Example: Slide 4 does this with seven different “After” outcomes.

Why It Works: We already know why pictures work, but circles have power , too. They imply completeness, infiniteness, and harmony.

Tactic #3: Include Specific Success Metrics

Don’t just list who you work with; include specific success metrics that hit home what you’ve done for them.

Example: 35% New Business Growth for Boomtrain; 30% Higher Reply Rates for Dyn.

Why It Works: Social proof drives action. It’s why we wait in lines at restaurants and put ourselves on waitlists for sold-out items.

People can only focus for eight seconds at a time. (Sadly, goldfish have one second on us.)

This means you need to cut to the chase fast.

Uber’s headlines in Slides 2-9 tailor the “After” picture to specific pain points. As a result, there’s no need to explicitly state a “Before.”

Slides 11-13 then continue touching on “Before” problems tangentially with customer quotes:

So instead of self-touting benefits, the brand steps aside to let consumers hear from their peers — something that sways 92% of consumers .

Leading questions may be banned from the courtroom, but they aren’t in the boardroom.

DealTap’s slides ask viewers to choose between two scenarios over and over. Each has an obvious winner:

Ever heard of the Focusing Effect?

It’s part of what makes us tick as humans and what makes this design move effective. We focus on one thing and then ignore the rest. Here, DealTap puts the magnifying glass on paperwork vs. automated transactions.

Easy choice.

Sure, DealTap’s platform might have complexities that rival paperwork, but we don’t think about that. We’re looking at the pile of work one the left and the simpler, single interface on the right.

Here are some other tactics to use in your own sales presentation:

Tactic #1: Tell a Story

Tell a story that flows from one slide to the next.

Example: Here’s the story DealTap tells from slides 4 to 8: “Transactions are complicated” → “Expectations on all sides” → “Too many disconnected tools” → “Slow and error prone process” → “However, there’s an opportunity.

Why It Works: Storytelling in sales with a clear beginning and end (or in this case, a “Before” and “After”) trigger a trust hormone called Oxytocin.

Tactic #2: This vs. That

If it’s hard to separate out one “Before” and “After” vision with your product or service because you offer many dissimilar benefits, consider a “This vs. That” theme for each.

Why It Works: It breaks up your points into simple decisions and sets you up to win emotional reactions from your audience with stock photos.

Remember how satisfying it was to play connect the dots? Forming a bigger picture out of disconnected circles.

That’s what you need to make your audience do.

Zuora tells a story by:

Laying out the reality (the “Before” part of the Before-After-Bridge formula).
Asking you a question that you want to answer (the “After”)
Giving you hints to help you connect the dots
Showing you the common thread (the “Bridge”)

You can achieve this by founding your sales presentation on your audience’s intuitions. Set them up with the closely-set “dots,” then let them make the connection.

Here are more tactical sales presentation ideas to steal for your own use:

Tactic #1: Use Logos and Testimonials

Use logos and testimonial pull-quotes for your highest-profile customers to strengthen your sales presentation.

Example: Slides 21 to 23 include customer quotes from Schneider Electric, Financial Times, and Box.

Why It Works: It’s called social proof . Prospects value other people’s opinions and trust reputable sources more than you.

Tactic #2: Include White Space

Pad your images with white space.

Example: Slide 17 includes two simple graphics on a white background to drive home an important concept.

Why It Works: White space creates separation, balance, and attracts the audience’s eyes to the main focus: your image.

Tactic #3: Incorporate Hard Data

Incorporate hard data with a memorable background to make your data stand out.

Example: Slide 5 includes statistics with a backdrop that stands out. The number and exciting title (‘A Global Phenomenon’) are the main focuses of the slide.

Why It Works: Vivid backdrops are proven to be memorable and help your audience take away important numbers or data.

Psychology tells us that seeing colors can set our mood .

The color red is proven to increase the pulse and heart rate. Beyond that, it’s associated with being active, aggressive, and outspoken. LinkedIn Sales Navigator uses red on slides to draw attention to main points:

You can use hues in your own slides to guide your audience’s emotions. Green gives peace; grey adds a sense of calm; blue breeds trust. See more here .

Tip: You can grab free photos from Creative Commons and then set them to black & white and add a colored filter on top using a (also free) tool like Canva . Here’s the sizing for your image:

Caveat: Check with your marketing team first to see if you have a specific color palette or brand guidelines to follow.

Here are some other takeaways from LinkedIn’s sales presentation:

Tactic #1: Include a CTA on Final Slide

Include one clear call-to-action on your final slide.

Example: Slide 9 has a “Learn More” CTA button.

Why It Works: According to the Paradox of Choice , the more options you give, the less likely they are to act.

Step One : Ask marketing for your company’s style guide (color, logo, and font style).

Step Two: Answer these questions to outline the “Before → After → Bridge” formula for your sales pitch :

What are your ICP’s pain points?
What end picture resonates with them?
How does your company come into play?

Step Three: Ask account management/marketing which customers you can mention in your slides (plus where to access any case studies for pull quotes).

Step Four: Download photos from Creative Commons . Remember: Graphics > Text. Use Canva to edit on your own — free and fast.

What are the sales presentation strategies that work best for your industry and customers? Tweet us: @Yesware .

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Personal Training Sales: Complete Step-By-Step Process

Let’s cut to the chase, no matter how amazing your sessions might be and no matter how qualified you are, if you can’t make people buy your sessions, you will fail as a personal trainer.

I know, it sucks to hear this, but it’s the truth. I’ve seen trainers that were so knowledgeable they could be doctors, but they failed because they didn’t know how to sell to people.

That’s a massive shame, and I made this site to help fit pros succeed in the tough world of fitness, so in this article, I’m going to be showing you the step-by-step process you can use so that you never have to hear the words “Let me think about it”, again.

Sound good?

Here’s a sneak peek of what we’ll be covering in this article

How to weed out the time-wasters, and only meet with qualified leads
How to have 90% of the sales process complete before you even meet at the gym
How to get your prospect to sell personal training to themselves
How to easily overcome the most frustrating and common objections

These are just a few of the points we’ll be covering, there’s a ton more to learn about how to make personal training sales easy and effective, and it’s right here in this article, so keep reading!

The five steps to selling personal training

Take your prospect off the gym floor and get them seated
Find their “why” and their pain points
Sell results and benefits
Overcome common objections
Develop a strong closing strategy

Weed out the timewasters before you even start

Let’s set the scene, you’ve spent the last two weeks talking to twenty people each day, giving out cards, and teaching classes so you have a ton of complimentary sessions booked in. Great, this means you’re going to be pretty much fully booked after this week, right?

Probably not!

Sorry to break it to you, but you are going to have a whole bunch of people there that have no intention of ever training with you. Either they don’t understand the cost of training with you, or they are just trying to get a freebie.

To make your sales easier, why not let the people you’ve booked into a complimentary session know everything about your training right from the get-go? This way, if it’s too expensive or they don’t have the time commitment, they will either call up and cancel or just not show up at all.

Letting people know your prices etc before you begin is a great way of making sure the people who actually do turn up to your sessions, are at least warm to the idea of training with you. It’ll cut down the number of complimentary sessions you complete, for sure, but it’ll also save you a ton of time.

So what’s the best way of letting people see your prices? Well, step two has this completely covered, and it’s genius (if I do say so myself).

How to have 90% of the sales process complete before you even meet

Lots of trainers get nervous when it comes to sales, teaching people how to exercise and eat right comes naturally to them, but asking for money certainly doesn’t. If this is the case, why not have an information booklet about yourself do all the sales talk and presentation for you before you even meet for the consultation session?

In this booklet, you will have the following:

Information about your certifications/qualifications
Information about yourself as a trainer, your style of training, types of clients you usually work with, etc
Testimonials from previous clients (family members if you are new to being a PT)
Your package options
Your terms and conditions

By creating this booklet, you have answered 90% of the questions that most prospects will have for you when it comes to the end of the complimentary session. You need to make sure that your booklet covers all of the most common objections to personal training (which we will get to later), so that if they still turn up to the session, you know they are interested in signing up with you.

Take them away from the gym floor and get them seated

I used to see this all the time, a trainer would finish a complimentary session with a prospect, then with both of them standing up, the trainer would say something like “So, what did you think, would you like to continue?”. The prospect (already half-turned away from the trainer) would always say those dreaded words, “I’ll need to think about it”

The trainer would lower their head and simply say, ok, no worries.

Having your prospect standing up during a sales presentation is a massive no-no, they are thinking about everything under the sun except signing up for sessions with you. They are probably already thinking of making a B-line for the door so they can get changed and go back to work.

Instead, as soon as the last exercise in the complimentary session is complete, get them off the gym floor. Anywhere, is better, maybe you have a reception with a couple of seats? This is now where you “close” your deals.

By taking them off the gym floor, you have removed all distractions, and by sitting them down, you have also removed their ability to simply walk away. They will have to stand up out of a chair and make their excuses. Even though this is still only a small barrier, any barrier to them leaving will help you in your sales presentation.

Talk to them about their goals and find their pain points

Now, you’ve given them your booklet, so you should have covered just about every question they could ask in that, however, it’s always good to ask if they have any further questions, or if there was anything you missed out. You want your prospect to be engaging with you (and you with them) as much as possible.

What you won’t have managed to do yet though, is to really dive into their goals and their “why” for training.

Every person is in a gym for a reason, maybe it’s to lose weight, maybe it’s to get stronger, or leaner, whatever the case, they have a specific reason, even if they aren’t fully aware of it yet.

Your job now is to uncover these truths and get to the core reason that your prospect is training. If (for example) it’s fat loss, you need to keep asking the same simple question:

Let’s use an example of weight loss. Your prospect says they want to lose weight, to which you ask “Why?”

This may throw them a bit, as they probably think it’s obvious why someone would want to lose weight, but make them tell you. If they say, “I want to lose weight because I’m going to a wedding and I want to look good”. Ask them, “How would it make you feel if you lost the weight and could wear the dress you want?”.

By answering this question, you are putting them in the frame of mind that they can achieve this, and you are making them imagine feeling and looking this way. You then need to ask “What would happen if you didn’t reach this goal?”. This then gets them thinking about how important this goal really is to them and how much they want to achieve it.

You can keep going down this route a few more times, but be careful not to overdo it, or your questions could get frustrating, the main goal is to really get down to the reason why they want to achieve their goal and what it would feel like if they both did and did not achieve it.

Get people in a “yes” mindset

I know what you’re thinking, you obviously want your prospect to say yes because you want them to say yes to signing up for your sessions, so why am I stating the obvious?

Well, we do want them to say yes to signing up for your sessions, but more importantly, we want them to be saying yes as many times as possible before we even get to that point in the presentation.

You see, the more times someone says yes, the more geared up they are to keep saying yes. Let’s take a look at some example questions that will lead to easy “yes” answers.

Did you enjoy the session today?
Did you feel it in (whichever body part or area was being targeted)?
Do you think workouts like that will help you in the future?
Is 7 am (or whatever time they already told you was their preferred time) your preferred time to train?

You don’t want to overdo it or ask really dumb questions, but where you can find ways of asking questions that will almost certainly result in them saying yes.

The reason to do this is that they are confirming that your sessions are going to help them, so when it comes to decision-making time, their minds are already made up.

For example, if you’ve asked, “Did you feel it in the area we were trying to target?”, and they said yes, and “Do you think sessions like this will help you in the future?”, and they said “yes”, you can see that in their minds, they are confirming that this is a worthwhile product that is going to help them.

Sell results and benefits instead of packages

If you have ever undergone any kind of sales training, you will no doubt have been told to sell the benefits of the product, and in the case of personal training sales, the results that can be achieved, over prices and package options.

People don’t want to buy personal training because it’s a good price, they aren’t buying a turkey, they want results and will be willing to pay for them.

This is why testimonials with before and after pictures work so well in your presentation booklet, you are clearly demonstrating the results of your training programs. People will instantly imagine themselves in the same situation as one of your past clients that have got great results, and this is far more powerful than just having competitive pricing.

Setting your pricing structure is still important, and to learn everything you need to know about how to create and price personal training packages that sell themselves, take a look at the article I wrote about it by clicking the link below.

How To Create, Price, And Sell Personal Training Packages

How to overcome the most common objections

There are certain objections that every personal trainer will have heard in their career, and probably a hell of a lot of times, too.

In this section, I will outline some of the most common you’ll hear and explain how you can easily overcome them. Remember, your booklet should already cover 90% of these objections, so you shouldn’t expect to hear too many of them, however, it’s always good to be prepared just in case.

Let me think about it

I can’t afford it, i need to speak to my partner first, i’ll be ok with just my gym membership.

Probably the most common objection you’ll hear, and perhaps the most frustrating, as it has no specific issue to address.

Ask the person whilst they are sitting in front of you if there is anything they are still unclear about that you can answer now to help them with their decision. Make it clear to them that you understand they may need a little extra time to go through the benefits of training and thank them for letting you know they need extra time.

Nine times out of ten, this will lead them to tell you exactly what it is that’s bothering them, which will almost certainly be common objection number two.

We have now got to the crux of most people’s objections when it comes to making a purchase, the price.

It’s important to remember that hiring a personal trainer is expensive, and there are a lot of people out there that would love to hire a PT but cannot afford it. Or at least, they don’t think they can.

It’s your duty as a personal trainer to make your services available to as many people as possible. So, instead of only having two or three options for training, you should have an array of prices to cover all budgets.

You should have blocks of sessions that cover standard sessions, such as hour-long and 45-minute options, but also offer half-hour sessions and even packages for two or three sessions per month.

The prospect may assume they can’t afford your services if they are aware of the standard prices for personal training in the area, however, if you can show you have other options that are within their budget, they really should have no reason for them to say they can’t afford it.

This common sales objection isn’t what it seems at first. Even though you may think the prospect is genuinely going to go home and discuss this purchase with their partner, they probably aren’t. It’s more likely that they are simply saying this as an excuse to be able to walk away from the table when the prospect of money has been brought up.

This objection commonly occurs if the prospect has not built enough confidence in you, or more likely, you have not built enough trust or rapport with them. If the objection were true, the information booklet would have this situation covered, as the prospect would have had time to go through your information and discuss it with their partner before coming to the session.

If you believe the objection to be genuine, ask the prospect what they think their partner would have questions about. You then have the option to cover these questions and answer them fully whilst your prospect is in front of you.

Remember, the majority of the time, it’ll come down to price, so if your prospect says they think their partner will be concerned about the price being too high, you can refer them to the pricing structure you have that gives multiple options to cover all budgets.

If this does not put them at ease, you could offer to speak to their partner directly to answer any questions they may have over a telephone call.

The main thing to remember with this objection is that in most cases, it will be a white lie to get away from the sale, don’t let them go that easily, address everything you can there and then, especially the price, as that’s probably the real issue.

This is a great objection, as you have a ton of leverage to counteract it.

Even if someone has enjoyed your session, they may not see the longer-term benefits and may be scared off by the price. So, what you can do here is actually use that price objection against them.

Typical gym memberships in London are around £60-80 per month, with some being £125 upwards. You could easily state that you have seen people coming into the gym every week for years and making no progress other than maintaining where they are currently at in terms of fitness.

“Now, doesn’t it make sense to spend just a little extra money for six months or so, to learn everything you need to know about training? This way, you’re going to be getting way more for your money from every month’s gym membership you’re paying for the rest of your life.”

The above is what I have personally used to overcome this objection several times during my career, and it really works a charm.

You are disarming the “threat” by stating the prospect may only need a few months of training to learn what they need and then it’s up to them if they want to carry on, and you are also telling them they will be spending both their time and money more effectively by training with you for a short period.

How to close the sale

This is it, you are at the final hurdle, closing the deal and getting that signature on a piece of paper.

The first thing to do is to summarise everything you have covered up until this point, this is also another great opportunity to get a few more “yes” answers in.

Here’s a quick example:

“Ok Robert, so far you have said that you’d like to lose weight specifically in time for your daughter’s wedding in six months’ time”

Wait for “yes” confirmation

“We’ve also said that you would prefer to train for an hour at a time and your preferred times to train are from 1-2 pm each day”

“Ok, well, taking your timeframes and goals into account, I would recommend you take the second package option I have available. This includes two 1-hour personal training sessions per week, workout programs for when you’re not training with me, diet tips, and phone calls whenever you need them.”

And then the most fundamental part of the close

“How does that sound to you Robert, shall we get you started with that?”

After this point, you do not say a single thing, the first person to talk here, loses.

Once your offer is on the table, look at your prospect and wait for their response. If they have any further objections, you can overcome them now, but if you have done your job of overcoming these before this point in the presentation, there should be nothing left to answer, and your chances of closing the deal are now significantly higher.

Love to love rejection

No matter what you do, how finely tuned your sales presentation is, or how much practice you’ve had, there will ALWAYS be rejections.

My best piece of advice here for trainers of any experience level is to learn to love these rejections instead of fearing them. After you have had several rejections, you’ll start to see it isn’t something to get frustrated about, it’s simply part of the job.

Not caring about rejections will make you fear them less, which interestingly, will make you more confident, which in turn will make you more likely to sell in the first place. People can sense nervousness, so if you’re scared they will probably reject you.

Bit of a self-fulfilling prophecy!

You’re in the driving seat here, you’re the expert and you know how to fix their problems, all you’ve got to do is show them how much they don’t know and do it with some confidence!

Personal training sales can be tough, but a little preparation can make the whole process much easier.

The biggest weapon at your disposal is your personal training booklet, and I really cannot emphasize what a huge difference this made to my personal training sales. It cuts out nearly all objections and only leaves you with people who are genuinely interested in purchasing from you.

Listening to your prospect is also one of the most important things you can do during sales, do not overwhelm them, speak only when you need to, and let them do most of the talking.

I hope this guide has helped, and I am confident that if you adopt even just a few of these techniques, you will see an immediate uplift in your personal training sales conversions.

Good luck, and have a great day!

If you have enjoyed this article, please feel free to share it or link back to it!

Chris Walker

Chris Walker worked in the City of London as a fully qualified REP's level three personal trainer for just under ten years. He built and maintained a client base of 40 individuals and worked with several high profile clients, including actors, actresses, comedians and politicians.

10 Best Sales Presentations To Inspire Your Sales Deck [+ 5 Tips]

Published: August 17, 2022

While many salespeople focus on making their sales decks flashy, fun, and exciting, they do little to ensure that their presentations address the prospect's top concerns and offer an irresistible solution.

sales rep uses sales deck during presentation with prospects

As a result, many presentations are met with wishy-washy responses that drag along the sales process and waste valuable time.

What does a great sales deck look like? We'll take a look at some of the best, and provide tips for creating your own stellar sales deck and presentation.

What is a sales deck?

A sales deck is a slide presentation (e.g., PowerPoint, Keynote, etc.) used to supplement a sales pitch. The sales pitch, given by a salesperson to a prospect, often includes an overview of the product or service, offers a value proposition and solution for the prospect, and includes examples of success stories from other clients.

The primary purpose of a sales deck and presentation is to introduce a solution (ie, your pitch ) that ultimately leads the prospect to purchase from your company.

If you've done everything right during the discovery process — digging deep into your prospect's challenges and understanding exactly what they need — only to get a noncommittal response, then your presentation needs some major adjusting.

10 Free PowerPoint Templates

Download ten free PowerPoint templates for a better presentation.

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You're all set!

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Sales Deck vs Pitch Deck

A sales deck is a pitch meant to convince a prospect to make a purchase by showcasing your product features, benefits, and value proposition.

A pitch deck , on the other hand, is usually created for investors who want to learn more about your company, vision, products, financials, and target audience. Think of the pitch deck more like a synthesized version of your business plan.

Ready to see some sales deck examples? Here are a few of the best, in no particular order.

Sales Deck Examples

UpstartWorks
Attention Media
Leadgeeks.io

1. Leadnomics Sales Deck by Katya Kovalenko

Leadnomics has done something few companies successfully do in presentations: Showcase their brand identity.

The internet marketing agency hired a designer to create a sales deck that reflected their sleek, techie brand.

So while prospects learn about Leadnomics and what it offers, they can also get a peek into what it represents as a brand.

2. UpstartWorks Sales Deck by BrightCarbon

This slide deck for UpstartWorks starts with an image of the road to success, followed by a value proposition and a list of benefits buyers can enjoy from working with the company. They provide an overview of what they deliver to customers, who their clients are, and the results their customer base has seen.

The sales deck touches on all the key points a sales presentation should cover. And when it includes graphics and logos, they are clearly organized and not cluttered.

3. QS Sales Deck by BrightCarbon

QS , a platform that ranks colleges and universities, effectively uses icons and visuals throughout its sales deck to communicate its messages. At just a few slides, this is one of the shortest sales decks featured on this list.

If you’re going to make your sales deck short, make sure the information you include gets straight to the point, and be sure to front-load the most important information.

In terms of content, QS showcases its features, value proposition, and client impact.

4. Attention Media Sales Deck by Slides

Attention Media , a B2B creative agency, hired a presentation design agency to create a sales deck that features statistics and reasons businesses should work with them.

Key figures and messages are either in a bold, large, or bright font to make them stand out from the rest of the text.

While their slide deck is on the shorter side (the typical presentation is around 10 to 15 slides ), they include intriguing visuals and statistics that grab attention and keep viewers interested.

5. Freshworks Sales Deck by BrightCarbon

Freshworks is a B2B software platform that promises an all-in-one package for businesses. Its sales deck emphasizes simple text and organization. The problem and solution are introduced using graphics, which makes the text easier for readers to prioritize.

They include a dedicated slide to their mobile app, one of the product’s key differentiators and most salient benefits. The following slides provide a step-by-step walkthrough of how customers are onboarded and what they can expect on a regular basis.

Since the slides aren’t text-heavy, the salesperson can easily elaborate and answer any questions the prospect might have.

6. Soraa Sales Deck by BrightCarbon

Soraa , a lighting company, starts its sales deck with a visually appealing table of contents that contains three items: “Quality of light,” “Simply perfect light,” and “Why Soraa?”

The brand then dives into what its prospects care about most: How the light will look in their spaces and how they can apply Soraa’s offerings to their specific use case. It sprinkles in the benefits of using Soraaa as a lighting supplier. And it does this all while maintaining its strong branding.

7. Planetly Sales Deck by OCHI Design

The first thing Planetly does in its sales presentation is present an eye-catching statistic about customers wanting more eco-friendly brands. Then, they present the reasons behind that data.

The deck doesn't overwhelm prospects with too much text, opting for more graphics and visuals instead. It introduces a hard-hitting stat about the problem their prospect is facing, engages them by asking a question, and provides a solution to the issue.

The slide deck continues to outline specific product details and what sets the solution apart from others, ultimately leading to a slide that represents the expected outcome for the prospect.

8. MEOM Sales Deck by Katya Kovalenko

What you’ll first notice when scrolling through MEOM's sales deck is that it’s straightforward and easy to scan.

The brand kept it simple with their deck, making it easier for consumers to take in the information. Too often, companies overload their decks with information, and by the end of the presentation, consumers can’t remember anything.

On every slide, MEOM has one main message with supporting information in smaller font. In addition, the brand incorporates a detailed look at one of its staff members — a powerful tool when trying to attract consumers.

9. Leadgeeks.io Sales Deck by Paweł Mikołajek

Sometimes, the best way to explain a concept is through a series of process maps and timelines. In this sales deck, Leadgeeks.io takes this approach to explain its product process and onboarding process.

This method helps consumers visualize how this software will help them reach their goals and how they can adopt it at their business.

10. Accern Sales Deck by Katya Kovalenko

Similar to Leadnomics, software company Accern puts its branding at the forefront of the sales deck.

In addition to the use of design to make the sales deck stand out, Accern also highlights customer case studies in its deck, another form of social proof that shows the success other customers have found with this tool.

Each of these presentations provides a general overview of the products, problems, and solutions, and they can easily be tailored and customized to each prospective company. A custom presentation not only piques the prospect's interest but also increases the likelihood that they'll buy from you.

Curious as to how you can word your presentation during your meeting with prospects? Below, we go over the best examples we’ve seen so far.

Download Now: Free Elevator Pitch Templates

E-pitch templates to better sell your product, fund your business, or network.

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Example Sales Presentation

While there are plenty of videos online on how to deliver a sales presentation, there aren’t quite as many live sales presentations to watch.

That’s because sales presentations are delivered in the privacy of a meeting between the sales rep and the prospect, and are often not recorded with the intention of sharing online.

As a sales rep, though, you have an excellent resource for inspiration: explainer videos. Companies publish explainer videos to pitch their products to qualified leads. (Sound familiar?) Use the below examples to hone your own pitch to buyers, and pay close attention to the structure of each video.

This explainer video for Leadjet starts with an urgent problem: Finding leads on LinkedIn and moving them to a CRM loses valuable time and minimizes lead opportunities. Leadjet then presents its product as the solution.

The video jumps into the benefits users can enjoy, such as synchronizing conversations over both your CRM and LinkedIn, keeping the lead status updated, and adding custom details. In this video, Leadjet follows the ideal sales presentation structure: problem, solution, and benefits.

2. Node Influencer App

The Node influencer app allows small business owners to connect with influencers on social media. It starts its video with a simple question: “Looking to promote your brand with social influencers?” The presentation effectively identifies and addresses the target market before pitching the product to viewers.

This presentation is more tutorial-based, making it ideal inspiration if you’re creating a sales deck for someone who’s closer to making a decision. People most often want to see actionable demos when they’re ready to choose a provider.

This explainer video from Upsend, a former customer service software, begins with a problem: Most customers want instant responses to their queries, but customer service systems can be expensive for new companies. Enter Upsend.

The presenter addresses the target market — startups and small businesses — while assuaging their concerns about budget. In addition, it covers the most important features of the platform and the end result for the user. If Upsend were still available, this would be a product a new business would immediately want to add to their tech stack.

4. Algoplanner

Within a few seconds of the start of this presentation, Algoplanner drives home the critical urgency of adopting a supply chain software. It uses a scary number to pull your attention, citing a possible “loss of millions of dollars” if you fail to adopt the right tool.

It then introduces its product with a breakdown of what the software can do for users. Plus, it provides powerful stats to back up its claims, including that users can reduce automation development costs by 80%. The call to action at the end is powerful and simple, telling viewers to schedule a demo.

Sales Deck Presentation Tips

Ready for your presentation? Sticking to these five simple sales presentation guidelines, recommended by Marc Wayshak , will help you blow your competition away while dramatically increasing your chances of closing the sale.

1. Lead with solutions.

Have you ever met with a prospect who was excited about your product or service – and used your presentation to keep on selling? This is called over-selling, and it's the leading cause of death for sales presentations.

When you start your presentation, first lead with solutions. Don't talk about the benefits of your product's features or tell the prospect how great your company is.

Simply dive into how you're going to solve the deepest frustration your prospect is facing right now.

2. Incorporate case studies.

Once you've addressed the specific solutions you can provide to the prospect, it's time to add some color to your presentation.

Turn your sales presentation into an engaging story by sharing case studies of similar prospects and the results they've achieved with your help.

This step is important for building trust and credibility with the prospect. At the same time, case studies bring your solutions to life in the real world, making your presentation more engaging.

3. Ask for feedback throughout.

Most presentations are a one-way monologue by the salesperson. This approach is boring – and it's certainly no way to connect with a prospect.

Instead, ask short questions throughout your presentation like "Does that make sense?" or "Can you see how this would work for you?" Asking for feedback periodically ensures your prospect stays on the same page.

4. Welcome interruptions.

If you want to close more sales, you have to care about what your prospect is thinking throughout your presentation.

Any interruption is the perfect opportunity to find out. Whenever a prospect interrupts you – either with a verbal remark or subtle shift in their facial expression or posture – stop immediately.

Acknowledge the interruption, and welcome the opportunity to explore it with the prospect. Never ignore signals just to stay on a roll and conclude your point. Invite prospects to ask their questions or share their concerns.

The opportunity to respond to those concerns is always more valuable than whatever you were about to say.

5. Wrap it up quickly.

Your presentation should be ASAP: as short as possible.

It's natural for salespeople to get excited about what they have to share, but this causes most of them to ramble on for far too long.

Prospects only care about themselves and their challenges. Present the information they'll be interested in and nothing more.

Practice your next sales presentation with a colleague or friend and ask for their honest feedback on its length.

Sales Deck Template

Ready to start creating your own sales deck? Get started with these free templates .

It includes ten Powerpoint templates, each with a different focus.

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How to find a sales deck template.

Haven’t found what you’re looking for? Here are additional resources to find a sales deck.

This presentation platform allows you to pick from hundreds of templates and fully customize the template you choose. The best part? It’s free and offers premium packages for teams who want analytics, multiple users, and live video collaboration.

On this graphic design platform, you can search through countless presentation templates and customize them. Canva also offers extensive collaboration features, such as file sharing and commenting.

Get Inspired With These Sales Presentations

When delivering a sales presentation to a prospect, you can do so with the knowledge that thousands and millions of others have been in the same position as you. Luckily, we can see their work online to guide our sales deck creation process. Use these decks to structure your own, and you’ll be well on the road to closing more deals and exceeding your quota.

Editor’s Note: This post was originally published in April 2019 and has been updated for comprehensiveness.

Don't forget to share this post!

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Personal Trainer Sales Script

By horrible I mean I was awful… really bad… like totally clueless on how to create and deliver a good presentation that would get people excited about my programs and get them to but training from me.

So I used what I had going for me which was my ability to connect with people, the ability to get them to open up, and the fact that I was the best trainer in the entire gym – at least that what I thought and that’s how I carried myself.

Little did I know, that entire proccess was the foundation of Close Clients, my #1 program for trainers who want to know how to sell personal training

Years later when I set out to create a systematized personal trainer sales script that could be used by my entire staff at all of my locations, I had a foundation to go off of.

I explain the five core foundational steps in selling personal training programs in the video below – and below that I break down each step in greater detail.

The first step : Alright, so the first step in selling any kind of fitness program is to be liked by the person who you’re going to be asking to become a clients. So you gotta build rapport and trust. See if the person you’re going to work with doesn’t know, like and trust you then you’re going to have one hell of a time selling them personal training. Years ago IBM did an internal study that proved that people want to only deal with those who they trust. Study went on to prove that people decide whether they will buy from you or not within the first 70 seconds of meeting you. So establishing rapport is really important in selling your personal training services. In fact it’s the first step of your personal training sales script .

The second step: Probably the most important factor in selling your fitness services is figuring out what people WANT from you when they come in for a consultation or even when call or email to get more info from you. Selling folks what they want is important. But most personal trainers are used to selling the clients what she NEEDS and that create a huge disconnect.

I know this might sound counter intuitive for you becuase as trainers we’re taught to focus on the clients needs and wants. But the reality of it is that those who are the best at selling personal training are the ones that really ask a lot of questions and figure out what the prospective clients wants from a training program.

The third step: This is a little tricky, but the name of the game is to get commitment. Needless to say no one is going to invest in a program if they are not committed to the program, the outcome, and the money they are going to pay out for it. I’ve tested out a bunch of different ways to get commitment from prospects and the one method that consistently worked the best is getting them to commit to a short term goal that can be met in the next 8-12 weeks.

It makes sense when you think about it… if you are all pumped about achieving a specific fitness goal in the next few weeks then odds are you’re going to commit to the idea and make a purchase decision when asked to, so long as you see value in what’s being offered to you. The fourth step: And to that point… value. Most trainers think that cost is the #1 determining factor when someone is looking to buy a personal training program. But cost is not the determining factor at all – it’s VALUE. If you can increase precised value in your program by using the three steps above and delivering a killer trial workout, then you’re going to build a ton of value. And when you build a ton of value then your personal trainer sales script is going to be that much more powerful.

The fifth step: This has got to be the part of fitness sales proccess that was hardest for me to grasp. The close. I’ll make it easy for you to understand since I didn’t have anyone to help me with it. If you’ve done your job right… meaning if you’ve given a great consultation, workout, delivered the value, established the rapport, identified the prospects wants and got them excited and committed to working with you then this next part is EASY.

If there was one thing I’d want you to incorporate in your personal training sales system, it’s how to ask for the sale the right way. Like I said, I demonstrate it in the video above for you so be sure to really get that script down.

Now, if you’ve used my Close Clients system before then some of this might be familiar to you. If it is, then I’d really love to hear your feedback. How has Close Clients worked for you? What other approach to selling has worked best in your fitness business?

Leave your comment and feedback below 🙂

How to Give The Ultimate Personal Training Price Presentation

Last Updated: 31st October 2022
Personal Training Resources
Editors: Harry Griffiths
Verified By: Luke Hughes

Whether you’ve just qualified or have been in the business for years, knowing how to give a good personal training price presentation can make the difference between gaining a new client or not!

But with so much to consider, it can be hard to know where to start. That’s why we’ve compiled the ultimate guide to price presentation for personal trainers, covering:

Step 1- Create A Packages Structure For Your Personal Training Price Presentation

Step 2- use these strategies when personal training price presenting, step 3- conduct a needs analysis in your personal training price presentation, step 4- implement these tips when personal training price presenting, step 5- follow these scripts when personal training price presenting.

Before we get started, increase your clientbase with our Level 4 Sports Nutrition Course . Or, browse our full range of courses by downloading our free course prospectus here.

EXPERT ADVICE ON BOOSTING YOUR PT INCOME

12 ways you can boost your pt income.

One of the most important things to remember about personal training price presentation is to keep it as simple as possible for the potential client.

If they are presented with lots of options and complicated figures, they are likely to become confused, disengaged and may not sign up at all.

So, before you even start your PT price presentation, you should make sure that you have a simple and easy to understand price package structure.

Plus, taking the time to create an effective pricing structure beforehand means that you will feel more confident in the price presentation itself.

We have a whole article here detailing how to create a personal trainer package . But in summary, a package pricing structure is simply when a client pays a set price for a set amount of sessions.

Monthly Packages/ Memberships

The best way to present your prices in a PT price presentation is by using a monthly package structure, or a monthly membership.

This is when a client pays a set price every month for a certain number of sessions per week, such as the example below:

As you can see, compared to the previous example, the potential client now has just 3 choices: bronze, silver or gold.

This is a lot easier for a potential client to process and understand, making it more likely for them to stay engaged with your price presentation.

With this in mind, you should limit your pricing options to no more than 3- as we will explain next in Step 2.

With monthly packages, you can make money as a personal trainer payments via an automatic direct debit. This gives you a more stable and guaranteed income compared to one-off block session payments, and means that you won’t have to re-sell a new package to the client every month.

Or, you can get your client to pay for the year upfront. This is a better option as it means you get a higher value revenue straight away, and avoids the risk of them cancelling a direct debit since they are committed to a full year.

Naming your pricing options like in the example above (i.e. bronze, silver, gold) is also a good way to keep a potential client engaged when personal training price presenting.

For example, they are much more likely to remember ‘gold’, rather than ‘the third option’.

Plus, ‘gold’ has connotations of high value and being the ‘best’, which can help in convincing them to choose this option!

For more information about how to create a personal training packages, watch our video guide below:

So, you should have now created your personal training pricing packages. But here are some top tips to make sure that you present your packages effectively:

Only Present Your Highest Value Packages In Your Personal Training Price Presentation

As we have said, you should aim to have 3 different price options. To take the example above, this could be bronze, silver and gold.

However, for more ideas and inspiration, check out our article ' Personal Training Package Ideas & Inspiration '.

When presenting your packages to a potential client, you should start by actually only presenting two of these options !

More specifically, these should be your two highest yielding or ‘top end’ packages.

These are the packages that have the most sessions a week included and are therefore of highest value to you. In this case, this is the silver and gold packages.

So, why should you only present your highest value packages in your personal training price presentation?

Firstly, giving the potential client just two options makes it even easier for them to choose!

It also gives them a 50/50 choice, so even if they don’t choose the top package, the other choice is still of higher value compared to your lowest option.

This therefore results in higher revenue sales, since you will make more higher value sales!

If after you present your top two packages and the potential client says that they are both too expensive for them, only then should you present your lowest value option (in this case, the bronze package).

Notice also how you have stated “10% off paid in full sales”. This encourages clients to pay for a year’s worth of sessions upfront, rather than setting up a monthly direct debit.

Even with a 10% discount, this means that you are getting a higher value sale straight away. It also means that they are committed to a full year with you, reducing the risk of them leaving by cancelling a direct debit.

Never Advertise the Overall Monthly Cost

As you can see from the table above, we have not explicitly advertised the monthly overall cost of the silver and gold packages.

Instead, we have just stated the cost per session and the amount of sessions they get in a month.

This is a simple yet highly effective technique when personal training price presenting, as again, it presents the most expensive option as being the best value for money for the client.

For example, you could present the gold package by telling the potential client that “it costs £288 a month”.

Or, you could phrase it as being “£24 per session, compared to the silver option which is £27 per session”.

To a potential client, hearing a larger figure like £288 immediately makes the package sound a lot more expensive- and therefore less appealing. Hearing such a large figure may make them immediately dismiss that option and become disengaged with your price presentation.

However, hearing a smaller figure of £24 sounds a lot more appealing, particularly when compared to £27.

When presented in this way, the potential client will think that the gold option is best as it will save them £3 per session.

This is true, but in reality, they will actually be giving you more money overall each month!

For you as a business, although the gold package means that you earn less per session than the silver package, the overall take-home income each month is higher (£288 compared to £216).

So, with this technique, you are still presenting the facts of each package, just framing the highest value option in a more positive way!

Adjust Your Terminology in Your Personal Training Price Presentation

When presenting your pricing packages, you should use persuasive language to make the higher value options appear more appealing to the potential client.

Instead of saying that the gold package is “more expensive” than the silver, phrase it in a way that emphasises the extra value they would get with the gold package.

For example, you could say, “the gold package is only £20 more and you get all of this [list what they get with the gold package]”.

Framing it in this way distracts the potential client from the extra cost of the gold package and makes them instead focus on the benefits they will get from it.

Remember that people ultimately want the option that benefits them the most, and want to feel like they are getting a ‘good deal’.

Take the Next Step in Your Personal Training Career

Enrol on our Level 4 Sports Nutrition Course to help your clients successfully reach their goals!

In a personal training price presentation, a needs analysis is when you identify and understand your potential client’s needs and goals for personal training.

This is an important part of a PT price presentation as gathering this information can help you tailor your presentation specifically to them. This then helps them engage with you and be more likely to sign up.

The more information you can find out about your client and their needs, the better your price presentation will be!

The best way to do this is to ask open questions (i.e. not just yes/no answers) about their past, present and future. This is called ‘Timeline Selling’.

You can also look at a needs analysis in terms of ‘pain’ and ‘pleasure’:

Pain. This is the problem or issue that your client wants to resolve, that is causing them ‘pain’.

For example, a pain could be that they are 10kg overweight and as a result are suffering from low self-confidence.

As a personal trainer, you should see yourself almost like a doctor, who can help cure that ‘pain’!

Pleasure. This is the result that will solve their ‘pain’ and bring them ‘pleasure’. In other words, the pleasure that they will feel as a result of a positive action.

For example, the pleasure to the pain of being overweight could be how good and confident they will feel when they have lost weight.

This pleasure could be something they want to feel in the future, or something they may have already felt in the past and want to feel again.

In your personal training price presentation, you should therefore present your services as a way for them to achieve this pleasure point, i.e. you will help them lose weight.

To find out a potential client’s pain and pleasure points, you should ask them about their past, present and future.

1. Ask Questions About Their Past

Ask your potential client open questions about their past in terms of health and fitness, such as:

Can you tell me about a time in your past when you looked and felt confident in your health and appearance?
How long ago was that?
Where were you training?
How often were you training?
What type of training were you doing?
What made you stop training?
If you had to score how you felt from 1 to 10, what number would you give it?

Finding these things out will help you identify their pleasure points. This will then help you shape the rest of your PT price presentation, as you can help them find this pleasure again!

For example, they may tell you about 2 years ago when they were training 3 to 4 times a week and felt confident and energised. This is their pleasure point!

You can then use this in your price presentation to tell them that training with you will help them get back to that pleasure that they felt in the past.

Knowing the reasons why they stopped training can also help you frame yourself as a ‘solution’ to this problem.

For example, say they tell you that they stopped training because they got a new job with long, stressful days and didn’t have the time to fit in the gym.

You could present a solution to this problem in your price presentation by offering them short half an hour sessions that they can fit into their busy day.

2. Ask Questions About Their Present

price presentation for personal trainers

Now that you have established their past, you should find out about their current situation in relation to health and fitness, asking open questions such as:

How long have you been a member of this gym for?
What type of training are you doing right now?
How many times per week are you training?
What days and times are you training?
How do you feel about your health and fitness right now?
If you had to give a mark out of 10 compared to where you were… what would you rate yourself now?

Finding out about their present helps you identify their ‘pain’ points. In other words, the problem that they have right now that they want to resolve.

This will then help you tailor your PT price presentation to their exact needs and goals.

3. Ask Questions About Their Future

price presentation for personal trainers 4

Now that you have established the potential client’s pain and pleasure points, asking about the future can help you show how training with you can help them get to where they want to be.

Some open questions to ask are:

What is it you want to achieve?
What timeline are you looking to achieve your goals by?
Why is hitting these goals important to you?
How supportive are your friends and family to you reaching your fitness goals?
How do you think you will feel if you hit these goals?
If you had to score out of 10 if I could help you hit those goals by that timeframe how would you feel?

Knowing these things can help you establish their goals, timeframes and pleasure points they want to feel in the future. Again, you can then use this to give a personal training price presentation that is completely tailored to their goals!

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Enjoying this article so far? Here’s 3 more we think you’ll love:

Personal Training Consultation: Guide, Examples and Script
How to Sell as a Personal Trainer: Untapped Secrets
How to Create Personal Training Packages

So, now that you know how to structure a PT price presentation, here are some tips to implement during the presentation itself:

Tip #1- Be Confident When Personal Training Price Presenting

price presentation for personal trainers 3

One of the most important things to remember when giving a personal training price presentation is to be confident! If you are confident in what you are selling, this will rub off onto the customer and make them have confidence in you and what you are saying. This then makes them much more likely to buy that product!

Remember that the potential client you are presenting to is probably uncertain themselves about the different options and what to choose.

So if you display even the smallest hint of doubt or uncertainty about what you are saying, a customer will pick up on this negative energy, leaving room for them to change their mind and not make that purchase.

Some ways you can show confidence when personal training price presenting are:

Use affirmative language

Instead of phrases like “I think…” and “maybe” that convey doubt, use affirmative language to convey certainty and that you are sure about what you are saying.

For example, compare these two sentences:

“I think you would like the gold package best because you would probably benefit from having 3 sessions a week”
“The gold package is the best option for you because you will need 3 sessions a week to reach your goals”

Of course, sentence 2 is the most effective and persuasive.

Sentence 1 uses phrases like “I think and “probably”, which convey doubt and uncertainty.

Whereas sentence 2 tells the potential client that the gold package is the best option and they will need it to reach their goals, conveying certainty and presenting this information as if it is a fact, rather than a suggestion.

Use confident body language

As well as your words, your body language can also help you appear confident and therefore more persuasive.

Here are some tips for confident body language in a PT price presentation:

Maintain eye contact
Have open body language, i.e. don’t cross your arms over your chest
Have a firm handshake

Tip #2- Never Negotiate Your Prices

price presentation for personal trainers 2

In a personal training price presentation, you should never negotiate your prices.

As we have said, in sales, you should convey confidence in your product. Part of this is knowing the worth of your product, which you can show by sticking to the prices you set in Step 1!

This is because sticking to your prices shows that you are confident that your package is worth that. This will then rub off onto the potential client, making them also have confidence in it!

For example, say a client tries to ask for a lower price for the gold package. First, you should persist with selling them the gold package at the price you originally set.

If they are still unwilling to pay that amount, instead of reducing the price of the gold package, simply sell them the silver package instead.

This ensures that your packages retain their true value, showing that you have confidence in your products.

Plus, if you have different clients paying different prices for the same package, this can cause you unnecessary confusion and complications for you. It is much easier to organise your finances if you know that every client on the gold package is paying the same amount.

Tip #3- Use the ‘Alternate Closing’ Technique

In sales, the Alternate Closing technique is a way of ending your personal training price presentation that helps to guide a potential client towards making a purchase.

It works on the assumption that they will make a purchase and takes the option of saying “no” out of the equation.

In other words, you may be tempted to end your PT price presentation with questions like:

“Do you want to take the gold package?”
“Are you keen to sign up?”
“Do you want to go for it?”

All of these questions prompt ‘yes/no’ answers, leaving room for them to say “no” and therefore lose a sale.

However, with the Alternate Closing technique, you use open questions (i.e. questions that prompt more than a yes/no answer).

Instead of starting questions with “do” and “are”, start with the word “which”. For example:

“Which option do you want to go for?”
“Which package suits you best?”
“Which package do you like the sound of?”

The answer to all of these questions will lead you to a sale. It assumes that they are going to sign up, and the only decision they need to make is which package they will choose.

For example, even if a client chooses the silver package rather than the gold, you have still made a sale!

Phrasing it in such a way ultimately pushes the potential client towards a sale, but by asking them a question, it appears as though you are giving them a choice.

By giving them the ultimate final decision, this avoids you appearing too ‘pushy’ and therefore makes them more likely to buy your package!

We will give an example script using the Alternate Closing techniques in Step 5 of this article below!

Tip #4- Slow Your Tone of Voice Down at Key Moments

price presentation for personal trainers 6

As we have said, you should try and keep your PT price presentation as simple and easy to understand as possible for the potential client, to avoid them getting confused and disengaged.

One way to do this is to slow down the tone of your voice, to make it easier for the client to understand.

You should do this particularly at key moments, such as when you are presenting figures, or when you are talking about your top package.

If you talk too quickly, the potential client won’t have time to process what you are telling them.

That said, speaking slowly doesn’t mean that you should adopt a patronising tone of voice! Instead, simply speak in a way that allows you to emphasise key points of your price presentation, whilst still keeping the natural flow of the conversation.

Tip #5- Price Present Beside Your Potential Client, Not Opposite Them

A subtle yet important technique to use in a personal training price presentation is to sit beside your potential client, not opposite them.

This may seem like a small detail, but it can make a huge difference to how you build rapport with your potential client- which can then influence whether you make a sale or not.

Sitting opposite your client immediately creates a sense of formality and can seem intimidating, as if you are conducting a job interview!

This creates an uneven power balance, puts pressure on the potential client and can make them feel uncomfortable.

However, sitting next to your client makes the atmosphere a lot more informal and relaxed. It helps you build rapport, almost as if you are just having a chat with a friend.

If you are right handed, you should sit to the right of the potential client. If you are left handed, sit to their left.

Building rapport with your potential client in the price presentation is important because as a personal trainer, you are essentially selling yourself! Your personality is a huge part of your product, and is one of the main things that a potential client will be looking for when they are choosing a personal trainer .

With this in mind, sitting next to rather than opposite your potential client is one of the most effective ways to build rapport- which can then help your client feel more relaxed and therefore likely to choose you as their PT.

Plus, from a practical sense, sitting next to your client also makes it easier to show them something on a laptop or any printed material you are using in your price presentation.

Tip #6- Visually Highlight the Package You Want Them to Choose

Another small but effective technique to use when personal training price presenting is to visually highlight the package you want your potential client to choose.

Again, this is much easier to do when you are sitting beside your client.

For example, if you are talking about the gold package, you could draw a circle around that option in a red pen.

If you are using your laptop to show your packages, then you could simply highlight it or have this option in bold.

It sounds simple, but this helps to draw your potential client’s attention to that option, physically emphasising that this is the option they should choose.

Tip #7- Place the Package You Want Them to Choose on the Right

As well as physically highlighting the to use when personal training price presenting is to always place the package you want them to choose on the right hand side.

Accordinging to research in marketing psychology , people are more likely to choose something on the right hand side over the left.

This is because when we read (in English), we read from left to right. This means that our eye line naturally ends on the bottom right hand side of a page.

This is called the ‘anchor position’, and is where you should place the most important information or product you want to convey to potential customers.

With this in mind, when you are presenting a personal training price presenting, make sure that you put your top package on the right hand side of the page (either paper or on a screen).

This will draw the potential client’s attention to your highest value package, and subconsciously make them more likely to choose it!

Tip #8- Use Conformity or ‘FOMO’ Techniques

Another great technique to use in a price presentation for personal trainers is to use the idea of conformity.

You may also hear this sales technique known as ‘FOMO’, standing for ‘Fear Of Missing Out’.

In sales, this is the idea that customers are more likely to buy something if everyone else has it and it is ‘popular’, because they don’t want to miss out.

Even if they wouldn’t like to admit it, at a subconscious psychological level, most people want to ‘fit in’ and don’t want to ‘miss out’ on something good.

In relation to a personal training price presentation, this is when you present your highest value package as the most popular option in order to persuade potential clients to choose it.

Some good phrases to use to do this are:

“The gold package is the most popular option with my clients”
“My clients have seen the most results with the gold package”
“Most of my clients who are also looking to lose weight like you have chosen the gold package because…”

These phrases all help persuade the potential client to choose the gold package by referencing the results of other clients. According to the idea of ‘FOMO’, they will want to also get these same results, making them more likely to choose that option!

Tip #9- Add Urgency to Your Personal Training Price Presentation

price presentation for personal trainers 5

Our final tip for conducting a price presentation for personal trainers is to create a sense of urgency.

In other words, convey the idea that there is a limited amount of time for them to sign up before they ‘miss out’.

Without this sense of urgency, a potential client may say that they will ‘think about it’ or ‘get back to you’. This then increases the risk of them forgetting and not following through, meaning that you lose a potential sale!

The best way to create urgency is by creating a special offer or promotion if they sign up with you right there and then.

An offer is something that adds value to a package that a client would benefit from, usually with a deadline. You can then use this to encourage a potential client to sign up, so that they can benefit from this offer.

Some examples of offers to add to a personal training package are:

Free nutrition plan
Free merchandise e.g. t-shirt, water bottle, protein shaker
Free bootcamp session
Bring a friend along to a session for free

Notice how all of these things add value to the potential client, but don’t change the amount of money they ultimately give you.

Plus, they are all things that are fairly low-cost and require little effort for you. This means that they will help you attract clients, whilst still making sure you are making a worthwhile profit.

You should also add a deadline to your special offer. This encourages a potential client to sign up there and then.

We will give an example of how to incorporate this into your personal training price presentation in the next section of this article!

So, you should now know what to include in your personal training price presentation. But for some more inspiration, here is an example script you can base your own on.

To make it easier to follow, we’ve broken it down into segments.

Stage 1- Opening Your Personal Training Price Presentation

Once you have sat down with your client, here’s an example of how you can start your PT price presentation.

YOU: Hi Jack, how are you today? CLIENT: I’m good thanks, how are you? YOU: Not too bad thanks, it’s Friday after all! Have you got much planned for the weekend? CLIENT: Yes I’m going to visit my family in Wales for the weekend. YOU: Lovely! Hope the weather holds out for you, it’s been raining all week hasn’t it?

As you can see, the start of your price presentation actually doesn’t mention anything to do with prices and packages at all!

Instead, you should start with ‘small talk’ and build rapport with your potential client.

Building rapport is a great way to break the ice, help your potential client feel relaxed and show your personality before you get into the price presentation.

Launching straight into talking about prices and figures would appear intimidating and overwhelm them, making them less likely to engage with your price presentation.

Firstly, notice how in the script above, we have used the potential client’s first name to greet them.

This may seem small, but it helps to start to build that connection and make the potential client feel valued and noticed.

When building rapport, you should stick to neutral topics. In other words, topics that are relevant to everyone, regardless of your background or situation.

Neutral topics are things like:

The weather
Days of the week
Time of the year
What they did/ are going to do at the weekend
Holidays

For example, in the script above, we have used the fact that it is Friday to talk about what they are doing on the weekend and the weather.

Avoid talking about any topics that could divide opinion or be controversial, such as politics or religion.

For more tips for opening your personal training price presentation, check out our guide to building rapport with clients here .

Stage 2- Conducting the Needs Analysis

Once you have built rapport with the potential client, you can now start personal training price presenting.

As we explained in Step 3, the first thing you need to do is conduct a needs analysis.

Firstly, start by asking questions about their past.

YOU: Before I get into the details of each package, I just want to get an idea of your fitness journey so far and your goals for personal training. So, can you tell me about a time in the past when you felt your most confident and healthy? CLIENT: Probably about 3 years ago before I had kids. I was going to the gym a few times a week and cooking healthy meals everyday. YOU: What kind of training were you doing in the gym? CLIENT: A mix of weight training and cardio, and I also liked going to spinning classes. YOU: And what kind of meals were you cooking? CLIENT: Before I had the kids I used to be able to spend time cooking longer recipes. They were always pretty healthy. I particularly liked cooking Asian food such as curries and stir fries. YOU: What made you stop going to the gym as regularly and cooking healthy meals? CLIENT: Honestly, with 2 kids I just don’t have the time! By the time I’ve picked them up from the nursery and done all the other jobs I need to do around the house, going to the gym or spending time cooking is the last thing on my mind.

As you can see, you have established what kind of training they were doing in the past that made them feel their most confident and healthy.

Notice how all of the questions are open (i.e. not just yes/no answers), which prompts the client to open up and give you as much information as possible.

Next, you should ask about their present.

YOU: So, what kind of training are you doing right now? CLIENT: I usually just just use the cardio machines now as I don’t feel that confident going into the weights section now anymore, even though I used to! YOU: And how often are you going to the gym? CLIENT: Only once a week or twice if that, and I sometimes go to a spin class on a Saturday morning. YOU: What days do you usually go if you do? CLIENT: Usually Mondays or Wednesdays, as that’s when I finish work early, so I have more free time in the evening. YOU: How do you feel about your health and fitness right now? CLIENT: Not great at the moment. As I say, I’ve lost my confidence with weight training so I feel like I’ve gained weight and lost the muscle tone I used to have. I’m just struggling to incorporate the gym into my routine with working full time and having 2 kids.

As you can see, we have asked open questions to establish the potential client’s current situation with health and fitness. This will then help you tailor your price presentation to their specific situation.

For example, we have asked what days they usually go to the gym. You then know that they are available to train during those times, so you can include these days when presenting them a package.

Similarly, asking how they currently feel about their health and fitness can also help you identify the ‘pains’ and ‘pleasures’ we talked about in Step 3.

For example, they say that they have lost confidence, have gained weight and are struggling to fit exercise into their routine.

With this in mind, you can then present your services as a PT as being able to ‘solve’ these problems. You could emphasise how with the gold package, 3 sessions a week will help them lose weight and gain their confidence back.

Knowing that time is an issue for them, you could offer them shorter half an hour sessions rather than a full hour, to fit in with their other commitments with work and looking after their children.

The final part of the needs analysis is asking about their future.

YOU: What do you want to achieve with personal training? CLIENT: I think I just want to get my confidence back and lose the weight I’ve put on since having children, as well as toning up a bit. YOU: When do you want to achieve that by? CLIENT: Well, I have a family holiday coming up in June, so I’d love to have lost that weight by then. YOU: Do you have a good support system to help you on your fitness journey, such as family and friends? CLIENT: Yes, my husband is really supportive. He goes to the gym a lot so he’s good at motivating me, and has said we could even go to the gym together. YOU: How would you feel if you hit your goal before your holiday? CLIENT: I’d feel amazing! I’d love to feel confident both physically and mentally so I can really relax and feel good in the outfits I want to wear on holiday.

Again, you have asked open questions to get as much information as possible from the client about their goals, so you can present your top package as being the best way to achieve them.

Notice also how you have asked both practical questions (e.g. a specific date they want to achieve their goals by), and more abstract questions about feelings.

This shows that you are a human who wants to help them on a personal level, rather than just helping them achieve a functional goal.

Stage 3- Presenting Your Prices

Once you have built rapport and conducted your needs analysis, you are now ready to do the bulk of the personal training price presentation.

This is when you will explain the details of each package and use the tips we have given you in this article!

Start by presenting your top two packages.

YOU: So, I have 2 packages to offer you today. The first option is the Silver package which gives you just 2 sessions a week, working out at £27 per session. Or, the second and most popular option is the Gold package. This gives you 3 sessions a week, which works out much better value at just £24 per session.

As you can see, this presents the Gold package as the better option through conformity techniques (“most popular option…”) and the most value for money (“which worlds out much better value at just…”)

Next, give more detail about the top package to emphasise that this is the option they should choose.

YOU: Based on what you’ve told me about your goals, I highly recommend going with the Gold package. If you’re serious about losing weight and toning up before your holiday in June, you will definitely need 3 sessions a week. This regularity is also what will help you gain that confidence back in the gym! I had a client recently who had a very similar goal to you of losing weight before a holiday, and they saw amazing results with the Gold package!

By relating the package directly to their specific goals, this highlights that the Gold package is the best option for them. Phrases such as “highly recommend” and “you will definitely need” are not only persuasive, but also give you an air of authority and expertise.

Again, conformity is also used when talking about another client who saw “amazing results” with the Gold package. This further persuades the potential client to choose this option.

To take this further, you should then add on your special offer or promotion.

YOU: In fact, it’s a good job you came in today, because I actually have a special offer on the Gold package that runs out today! If you sign up today, you’ll also get a free nutrition plan worth £100. You said that you want to get back to cooking healthy meals like you used to, so this will really help you achieve this goal!

This adds urgency by telling them that the offer “runs out today”, encouraging the potential client to sign up right there and then.

You have also related back to their specific goals, by saying that the free nutrition plan would help them achieve their goal of eating healthily again.

Once you have presented your packages, it’s now time to close your personal training price presentation.

YOU: So, what do you think? Which option suits you best?

This uses the Alternate Closing technique that we talked about earlier in our tips section, which removes the possibility of them saying ‘no’.

The important thing here is to give the potential client some time to speak. Remain silent to let them think about this question for at least 30 seconds. This is called the ‘Silent Assassin’ technique!

You will then get several possible answers to this final question, such as:

CLIENT: I think the Silver package is best for me. I’m not sure, maybe I’ll go for the Gold package… I suppose the Silver package I definitely want to go for the Gold package!

Notice how all of these options have different levels of assertiveness and enthusiasm. However, how they phrase it technically does not matter, as long as they are affirming that they do indeed want to choose that package.

This is why next, you need to confirm the sale.

YOU: I completely agree with your choice, the Gold option is perfect for you. Let’s sign you up for that then. So, what we need to do now is book you in for your first session and I’ll just need some details from you. Can I have your name and date of birth please?

This first sentence ensures that there is no room for doubt that they have chosen that option.

Then, you have used an Assumptive Closing technique. This is when you work on the assumption that you have made the sale and start the signing up process straight away.

Notice how the client has not spoken since saying which package they have chosen. You have immediately segwayed from confirming the sale to signing them up. Before they know it, they are giving you their details and signing up for their first session!

You would then continue the signing up process (also known as the onboarding process), which includes:

Getting their details such as name, address, date of birth etc. Keep this fairly brief and avoid leaving them to fill in a paper form or questionnaire, as this gives them time to rethink and back out of the sale.
Giving them a personal training welcome pack .
Book their first session

Finally, you should take payment. Always do this last, so that they have completed the rest of the onboarding process and are therefore fully committed.

You will need a card terminal for this, and we recommend using WorldPay or Sage for paid in full sales, and Go Cardless for monthly direct debits.

You should ask the client whether they want to pay for the package in full (i.e. for a full year), or set up a monthly direct debit.

YOU : Do you want to pay the higher monthly amount via direct debit, or pay in full and get the 10% discount? Which would you prefer?

Again, this uses the Alternate Closing technique and places emphasis on the paid in full option, encouraging them to choose this.

Before You Go!

So, that concludes our complete guide to conducting the best price presentation for personal trainers! We hope that our tips, techniques and example scripts have given you the confidence you need to nail your next PT price presentation!

Take your fitness career to the next level by enrolling on our Level 4 Sports Nutrition Course . Enquire today, or download our free course prospectus here for more information about our full range of courses.

Written by Alice Williams

Alice graduated with a First-Class degree in French and Linguistics from the University of Leeds in 2019. As part of her degree, she spent a year living in France where she worked for a lifestyle blog, gaining professional experience in both translation and content writing.

Alice is also a qualifiied yoga teacher, allowing her write from a place of expertise when it comes to yoga!

When she’s not writing or practicing yoga, she also loves running, cooking and music!

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How to Gain Personal Training Clients in a Gym Part 2: Adopt a Sales Mindset

Not everyone has a “sales mindset.” That’s understandable—we’re primarily trainers, not salespeople.

When I was an assistant fitness manager at a big downtown gym, I remember listening to a colleague complain about being told to “sell more.”

I let him rant, but told him the only thing to do was care about the client, do his best work, and ask for the chance to do more.

That’s what I believe: Service leads to sales . Some call this “consultative selling.”

Here’s a few things I’ve learned, and coached, when it comes to the “sales” mindset.

1. You never lose. You either win or you learn.

Imagine how a new member feels, or a current member who’s never had personal training. They know very little, and what they know might be wrong.

They need a test drive. It’s like buying a car.

Let’s look at some numbers from a typical big gym. Try not to freak out.

In one hour of service or prospecting time, you might talk to or call 20 to 30 people.
Maybe five or six of those will agree to try a complimentary session with you.
Half will show up.
Out of 10 complimentary sessions, one client will purchase training.

Freaking out yet? Don’t. Here are some more numbers:

Most full-time trainers will carry 15 to 20 active clients.
You’ll have to do 150 to 200 complimentary sessions to get to full-time.
That means you’ll have to book 300 to 400 complimentary sessions.
That means you’ll have to work 60 to 80 hours of service or prospecting time.
So let’s call it a total of 450 to 600 hours of work to get to full-time.

And here’s the most personal number of all:

YOU’LL PROBABLY HEAR “NO” 400 TO 600 TIMES ON THE ROAD TO FULL-TIME.

You can look at that as 600 slaps in the face (a.k.a. rejection).

Or you can look at that as 600 relationships, 600 chances to share what you love, 600 opportunities to practice your craft, 600 hours of service, 600 potential life-changing interactions.

Virtually every client I’ve had started with a complimentary session or intro package.

And they’ve accomplished incredible things: 100-plus pounds of weight loss, athletic scholarships, overcoming the effects of cancer treatments. Boundlessly gratifying stories.

2. Sometimes “no” means not right now

Let’s walk through the process of getting clients to commit.

If you get a “YES”:

Congratulations!
Are you clear about your client’s expectations? Goals? What’s important to them?
Time to deliver!

If you get a “NO”:

Did you actually ask for the sale? Too many new trainers finish off a consultation with a fluffy “So, what do you think?” Or worse, “Okay, thanks for coming in. Good luck with your workouts.” And then they run away!

You have to ask. If you did, and it was a “no,” do you know the real reason for the “no”? Fear of the unknown is natural.

Sometimes “no” is actually “I’m not sure.”

They need encouragement and your confidence that getting started is going to be worth it and help them reach their goals.

Here are some objections that aren’t real “no’s”:

“Not sure I have the time.”
"I want to train on my own.”
“Let me talk to my spouse.”
And the classic “Can I sleep on it and call you tomorrow?” usually results in radio silence, and awkward eye contact and avoidance in the gym.

A real (and good) “no” sounds like this:

“I really enjoyed working with you and I wish I could sign up but I have six more payments on my car and I can’t rack up any more debt on my credit card. I’m going to try to do everything you’ve told me to do, I’m going to start taking your spin class on Saturday and I really want to start saving some money so that I can train with you in the future."

Related: What to do when your personal training clients can’t afford you.

Here’s what I ask to test if a “no” is real:

Is there anything you feel like I missed in our session today in relation to your expectations? (e.g., learning circuit machines, squat technique, getting a nutrition plan)
If your membership included five free personal training sessions, would there be anything holding you back from wanting to use those sessions with me?
If your boss gave you two paid hours a day to work out, would you choose to work with me?

These questions can feel scary because you’ll get a really direct answer. But, it’s a “no” already, right? You might as well learn something.

In my career, “no” has often meant “not right now.” So what happens in the next interactions is crucial. (More on that in a bit.)

That said …

3. There’s nothing wrong with “no”

It can be hard for a client to say what they actually mean, which might be:

I don’t like you.
You don’t get me.
You don’t listen.
I don’t trust you.
I don’t understand you.
I felt confused and frustrated by our session.
I don’t like the sound of your plan.
You didn’t address my concerns.
I don’t feel safe.
I don’t feel seen.
I don’t want to spend any further time with you.
You’re smart but I don’t feel any “spark.”
You don’t inspire me.
I don’t agree with you.

Ouch, right? But none of those mean you’re a bad person or that you failed.

Chemistry between a client and a trainer is much like chemistry between people who are dating. We don’t like everyone. Not everyone will like us.

If you let “no” from someone who was “never meant to be” get in the way of meeting all the people you will help in the future, that’s a huge loss.

Remember, I’ve started from zero clients many times, and I’ve been told “no” over 4,000 times.

You’ll hear “no” less as you get better at screening, communicating, and “selling,” and as you get better educated over time.

I don’t want to even imagine where I’d be if I’d given up in my first three months (that’s where we see the highest attrition in the PT industry).

4. What you do after “no” matters

We’ve heard about the awkward avoidance after a complimentary consult that didn’t close. And about clients who started off saying “no” but eventually signed up.

So how do you go about getting those future “yes” clients?

Here are five steps:

1. Thank them for coming in to work with you

You learned something. Hopefully they did too. This ends the session on a positive note.

2. Give them something to walk away with

They showed up for a reason. Did they get what they came for?

At minimum, I give them a copy of what we did together and offer recommendations about FITT (frequency, intensity, time, type) for anything they could repeat on their own.

3. Book a follow-up

They have a goal. If they are going to train on their own, that goal still exists. We want to circle back and either celebrate that they are succeeding or revisit our options.

Say something like:

“It seems like you’re ready to get after your goals! Would it be okay if we reconnect in three weeks to see how you’re doing? I’d love to book you for a follow-up. We can redo your body composition scan and take a look at the progress you’ve made with your cardio and strength.”

Then propose a specific date and time.

4. Send them an email or a text the next day

Check to see how they’re feeling after the session.

5. Be friendly the next time you see them in the gym.

Say hello, address them by name, ask how they’re doing. Give them some encouragement. Help them realize it’s not weird.

You want them to feel good about seeing you—that a “no” is not a reason to feel bad or embarrassed!

I believe that anyone who gets into a fitness career does so because of enjoyment, excitement, passion, and the positive impact fitness has had on their own lives. What an amazing industry to be a part of!

That being said, it’s still a job. It still takes WORK.

If you want to make it, you’ve got to accept and work past the long days, the outpouring of energy—and the “no’s.”

My favorite boss used to say, “You’ve got to have the grit to not quit.”

See you out there!

For more tips on how to get clients in a gym, check out part one: “Get Noticed.”

Logan Dubé entered the fitness industry after a 20-year athletic career culminating at the pro level, and has experience in many areas, including group fitness, personal training, business operation, club management, executive leadership, and education. They are the director of fitness education for Fitness World Canada and director of the British Columbia Personal Training Institute . Logan is also a master instructor for the Pain-Free Performance Specialist Certification , TRX, TriggerPoint, and Hyperice. You can connect with them on Instagram .

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Personal Training Package Ideas & Pricing That Boost Revenue

Published by caroline @ wellness creative co on 7 june 2023 7 june 2023.

The right personal training package ideas and pricing strategies can dramatically boost your revenue . Getting these aspects right makes it so much easier to convert inquiries into paying clients.

In this article – we explain how personal trainers can package their services and present their pricing in a way that’s persuasive and engaging.

But it’s not only useful for PTs – it’s also effective for gym membership sales consultants, fitness studio owners, and yoga instructors.

We’re a team of qualified personal trainers and fitness coaches with 15+ years of industry experience , so we know first-hand what works (and what doesn’t!). We’ve trained other fitness professionals in sales, marketing, and business growth, so our strategies are tried and tested.

Most fitness professionals don’t put much thought into how much to charge – they simply set their prices in line with their competitors. But smart pricing is crucial to successful selling .

Get it wrong, and you’ll be facing an uphill battle to get more clients. But get it right and the entire sales process will be so much simpler.

In this 3-minute video, learn how to package and price your personal training services using a technique called anchoring . If you prefer to read or use a screen reader there is a full transcript further below…

Personal Training Package Ideas

Now you know the most effective way to price your PT packages, let’s cover what to include in them. How can you provide the necessary value to justify your pricing?

Here are some personal training package ideas to get you started that follow the 1x/2.5x/5x pricing formula….

Personal Training Package Idea #1

The first way you can package personal training is by the volume of training sessions you provide…

Lower tier – one single personal training session.
Mid-tier – three personal training sessions.
Upper tier – seven personal training sessions.

This is a simple way of pricing your personal training sessions based on volume. You can also adjust this package based on training frequency, such as one, two, or three PT sessions per week (bundled into a monthly package).

Personal Training Package Idea #2

Alternatively, you can bundle nutrition coaching or other services in with your multi-session packages…

Lower tier – six-week package including 12 personal training sessions.
Mid-tier – six-week package including 12 personal training sessions and nutritional coaching.
Upper tier – six-week package including 12 personal training sessions, nutritional coaching, and a personalised workout supplement bundle.

Because this approach includes lots of additional value for the client, it’s an effective way of charging higher prices for your personal training.

Personal Training Package Idea #3

If you’re trying to figure out how to price online personal training, here’s an example package you can use…

Lower tier – $30 fitness training ebook.
Mid-tier – $75 fitness training video course.
Upper tier – $150 bundle of 4x online personal training sessions.

This package illustrates how you can sell one-to-many services like fitness ebooks and online workout programmes at the lower end. This enables you to dedicate your training time to one-to-one sessions with online clients at the higher end.

Personal Training Price Presenting Tips

Here’s the transcript of the video above where we outline the most effective personal training pricing technique…

“The first personal training price presenting strategy I want to talk to you about is anchoring. Anchoring is an especially effective strategy when it comes to selling big ticket items, like personal training packages or annual memberships.

And it’s based on the premise that nothing is cheap, or expensive, when considered on its own, only when compared to other things. And anchoring provides this comparison.

So think about a $200 training program – that might be considered expensive on its own or without any context. But if it’s next to a $500 training package, then all of a sudden it seems better value.

So the best way to implement an anchoring strategy is to offer 3 price options. And the middle option should be the one that you really want to sell.

And this has been tested extensively. In one test they had 2 beers – a regular priced beer and a more expensive premium one. And in this case where there were only two choices, 80% of people chose the premium beer.

Then they introduced a third ‘bargain’ beer, which was at the cheap end of the spectrum. So now they had a cheap, regular, and premium option. And what they saw was that the ‘regular’ option became the best seller, also with 80% of sales. So the majority went for the middle option, but interestingly, no-one bought the cheapest beer.

And then they tested this theory even further. The took away the cheapest option, and introduced a super-high priced beer that was even more expensive than the premium one. So now they had a regular beer, an expensive premium beer, and a seriously expensive beer. And in this case the expensive premium beer that was now the middle option, got 85% of the sales.

This test demonstrates that how much something costs, or the ticket price, often isn’t the deciding factor. It’s whether someone thinks it’s good value that determines how much a product or service sells. And you can increase its perceived value, simply by providing a cheaper and more expensive option for comparison.

This approach is really popular online. You’ll often see websites that offer three different pricing options, and highlight the middle one as being the ‘best value’ or ‘most popular’.

You can also use colours and callout badges to draw attention to the middle option. Although as we saw in the testing, that middle option is likely to be your best seller no matter what, so long as you’re offering real value in return.

And you can even offer two of the options at the same price, but differentiate the value in some other way (such as a pay-as-you-go versus weekly commitment).

Now you might be wondering how different your prices should be and if there’s an ideal ratio. Well based on extensive testing, your middle option should be priced at 2.5 times that of your basic one. And your premium option should be priced at 5 times more than your basis one.

So in this example… if your basic option is $100, then ideally the middle option would be around $250, and the premium option would be about $500.”

PT Sales & Pricing Strategy Tips

Our online course on How To Sell Personal Training contains an entire module dedicated to pricing.

It expands on the most common mistake people make when using anchoring, how to use the reframing strategy, and create a price guide. Learn more about the course here .

Personal Training Business Templates & More

Our ready-made templates make it quicker, cheaper, and easier to promote your fitness business. They can improve the effectiveness of your sales and marketing campaigns. If you aren’t an experienced marketer, then templates also provide a useful guide for you to follow.

Whether you run a gym club, fitness studio, or personal training business, these templates will save you time and effort. They’ll help you to plan and organize your promotional activities so that you generate more revenue . You’ll get 60+ templates covering sales, marketing, lead gen, client training, and business start-up resources.

Personal Training Package Pricing Ideas Pinterest

Caroline @ Wellness Creative Co

Qualified personal trainer (BSc Sports Science) & nutritionist (MSc Human Nutrition) with 15+ years of fitness & wellness marketing experience working with global brands.

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Time in Elektrostal , Moscow Oblast, Russia now

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Time zone info for Elektrostal

The time in Elektrostal is 8 hours ahead of the time in New York when New York is on standard time, and 7 hours ahead of the time in New York when New York is on daylight saving time.
Elektrostal does not change between summer time and winter time.
The IANA time zone identifier for Elektrostal is Europe/Moscow.

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The current local time in Elektrostal is 23 minutes ahead of apparent solar time.

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Location: Moscow Oblast, Russia
Latitude: 55.79. Longitude: 38.46
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Sales Presentation: Ideas, Examples and Templates to Present Like a Pro
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How To Do A Personal Training Price Presentation
Best Selling Skills Equipped In Every Sales Person
6 Components of an Effective Sales Training Program

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COMMENTS

How to Sell Personal Training in 5 Steps
Step four: Get the buy-in. Before you talk about your personal training price, book the new client into your schedule. If you get clients to commit to times and dates first, they'll be less likely to balk at the sale. In The Art of Choosing, Sheena Iyengar calls this the foot-in-the-door technique.
Personal Training Sales Pitch: Ideas, Examples, & Scripts
Solution presentation: After highlighting your client's problems, you can present your personal training services as the solution. You can highlight your USPs, such as personalized workout plans, personal training sessions, etc. Highlight benefits: In your personal trainer sales pitch, you can emphasize the specific benefits and outcomes ...
FREE Personal Training Sales Script PDF
Using a personal training sales script is an effective way to maximise revenue. By learning to address objections, you can increase the number of enquiries that convert into sales. In this article - learn how to improve your sales process by using a proven script to sell personal training (with downloadable PDF template).
A Guide to Successful Personal Training Sales
Discover the key strategies to boost your personal training sales! Learn how to attract and retain clients with our proven methods. ... Create a sales presentation that sells. A well-crafted presentation is the key to selling your services, and it's important to get it right. The goal of a sales presentation is not only to convince people that ...
7 Amazing Sales Presentation Examples (& How to Copy Them)
7 Types of Slides to Include In Your Sales Presentation. The "Before" picture: No more than three slides with relevant statistics and graphics. The "After" picture: How life looks with your product. Use happy faces. Company introduction: Who you are and what you do (as it applies to them).
Personal Training Sales: Complete Step-By-Step Process
Having your prospect standing up during a sales presentation is a massive no-no, they are thinking about everything under the sun except signing up for sessions with you. ... and in the case of personal training sales, the results that can be achieved, over prices and package options. People don't want to buy personal training because it's ...
PDF The Sales Presentation—An In-depth Look and Building a ...
sales presentation: 1. Have you ever worked with a personal trainer before, and if not, why do you feel that now is the right time to do so? Hiring a personal trainer is often a big decision for many. Often, there is a key reason that someone is taking their health/fitness more seriously now and it is often a key motivation driver for them. 2.
Sales Presentation Template and Examples
A good sales presentation is more than a simple pitch, a demo or a list of facts and figures. Done well, at the right time in your sales process, it's a tool for getting your prospects' attention, drumming up excitement and moving prospects toward a buying decision.. In this guide, you'll learn how to use the power of storytelling to drive decision-making and close more deals.
15 Sales Presentation Techniques That Will Help You Close More Deals Today
1. Structure your presentation. Guiding your prospects down a clear path is key to a successful sales presentation. You'll follow a logical structure, and listeners will understand how each element of your presentation relates to one another, rather than them having to piece together disjointed information on their own.
Five Strategies for Stronger Personal Training Sales
Develop an entire sales approach that your trainers follow, and consistently measure to find ways to improve it. 4. Don't use sales training just for membership sales. Hold weekly sales training for your personal training staff. Work on the script, troubleshoot their presentations and role-play to help them get comfortable with the entire ...
10 Best Sales Presentations To Inspire Your Sales Deck [+ 5 Tips]
In addition, the brand incorporates a detailed look at one of its staff members — a powerful tool when trying to attract consumers. 9. Leadgeeks.io Sales Deck by Paweł Mikołajek. Sometimes, the best way to explain a concept is through a series of process maps and timelines.
How to structure the perfect sales presentation
Step 4: Present the solution. With the stakes raised, your audience needs a solution: a clear path toward their goal. An effective sales presentation presents your product as a means to the ...
Selling Personal Training
11 Modules of Step-By-Step Personal Training Sales Education. Over this 11 Module Course, you will learn my EXACT Step- By-Step Sales System, (Including video demonstrations, and even a video demonstration of me conducting the full sales presentation) You'll also be provided with the EXACT scripting that you'll use EVERY time to close the sale, no matter who you are sitting with.
Personal Trainer Sales Script
In fact it's the first step of your personal training sales script. The second step: Probably the most important factor in selling your fitness services is figuring out what people WANT from you when they come in for a consultation or even when call or email to get more info from you. Selling folks what they want is important.
How To Do A Personal Training Price Presentation
In sales, the Alternate Closing technique is a way of ending your personal training price presentation that helps to guide a potential client towards making a purchase. It works on the assumption that they will make a purchase and takes the option of saying "no" out of the equation.
The Sales Presentation—An In-Depth Look and Building a Customized
The Sales Presentation—An In-Depth Look and Building a Customized System for Success. by David Crump, NSCA-CPT. Personal Training Quarterly December 2018. Vol 5, Issue 3. Beyond the programing, exercise technique, and human physiology, it is also important to create a customized system for sales success. Reframing the purpose of the sales ...
How to Gain Personal Training Clients in a Gym Part 2: Adopt a Sales
Then propose a specific date and time. 4. Send them an email or a text the next day. Check to see how they're feeling after the session. 5. Be friendly the next time you see them in the gym. Say hello, address them by name, ask how they're doing. Give them some encouragement. Help them realize it's not weird.
Personal Training Package Ideas & Pricing That Boost Revenue
Lower tier - $30 fitness training ebook. Mid-tier - $75 fitness training video course. Upper tier - $150 bundle of 4x online personal training sessions. This package illustrates how you can sell one-to-many services like fitness ebooks and online workout programmes at the lower end.
Sales Training Pro: The Complete Sales Presentation Course
And you have to give a lot of these sales presentations to be successful. In fact…. According to a Smartcompany report: 1% of sales are made on the first contact. 2% of sales are made on the second contact. 5% of sales are made on the third contact. 12% of sales are made on the fourth contact. 80% of sales are made on the fifth contact (or above)
Time in Elektrostal, Moscow Oblast, Russia now
Sunrise, sunset, day length and solar time for Elektrostal. Sunrise: 04:06AM. Sunset: 08:40PM. Day length: 16h 34m. Solar noon: 12:23PM. The current local time in Elektrostal is 23 minutes ahead of apparent solar time.
Elektrostal
Elektrostal , lit: Electric and Сталь , lit: Steel) is a city in Moscow Oblast, Russia, located 58 kilometers east of Moscow. Population: 155,196 ; 146,294 ...
Elektrostal, Moscow Oblast, Russia
Elektrostal Geography. Geographic Information regarding City of Elektrostal. Elektrostal Geographical coordinates. Latitude: 55.8, Longitude: 38.45. 55° 48′ 0″ North, 38° 27′ 0″ East. Elektrostal Area. 4,951 hectares. 49.51 km² (19.12 sq mi) Elektrostal Altitude.
Best 15 Home & House Stagers in Elektrostal', Moscow Oblast, Russia
The first step will likely be to make sure the home is impeccably clean, including the exterior of the house. Next the house stagers will work on removing the personal touches that are unique to the current owners. Paint colors might go from dramatic reds and purples to neutral tones like beige and taupe, in order to appeal to the masses.