A potential fitness training prospect calls you on the phone, and is interested in hiring you as a trainer. He tells you he wants to lose weight. You say excellent my rates are $100 per session. He says take a hike. Did you know enough about the client before telling him your price? Perhaps not.

Before talking to the personal training prospect he felt fitness training services would cost him around $50 a session. He was shocked when you said $100. If you knew enough about the personal training prospect you probably could have increased his perceived value of your services.

Personal fitness trainers all to often just focus on what prospects need. This particular prospect needed training because he was forty pounds overweight, and had high blood pressure. He knows he needs it, but does he really really want it? Probably not, because it take WORK! When he heard $100 a session, plus work, he didn’t see the value. Why? Because he needed training.

If you become more of a detective during the interview process you will uncover the fitness training prospects wants. What does the prospect REALLY WANT? He might need exercise, but what does he want, and why? It is your job as a professional fitness trainer to uncover these all important questions. Another words, you must ask the right questions, and shut up and listen. When you listen you will get all kinds of information regarding your prospects wants.

If you passionately incorporate the clients wants into your personal training sales presentation, you will have a much better chance of getting a new client who will pay higher fees.

Here are some good examples of WANTS:

1) I want to live long enought to see my grandchildren get married.
2) I want to exercise so I can hike a mountain with my wife.
3) I want to be the most fit at my 25 year high school reunion.
4) I want to be more desirable to the opposite sex.
5) I want to attract a spouse.
6) I want greater self confidence.

Therefore, the moral of the story is dig deep for the real reason people want to workout. You will be a much more successful fitness trainer if you listen and focus on what the prospect, and client really wants.