12 Aug The Consultation Series: Part 2
On completion of last week’s homework, you have now pin pointed your fears in the area of asking for money. I am going to assume that you either have worked or are working on overcoming them, and yes, I understand what it means when you “assume” things. I’m giving you the benefit of the doubt here.
The Other Extreme
Now that we have overcome the fear of asking for the sale, I would like to talk about the other extreme. Have you ever heard the saying, “People don’t care how much you know until they know how much you care?” This couldn’t be more relevant than it is here. When sitting down with someone, they do not want to hear about how smart you are or about all the things you have done. They want to know that you actually care about them as a person and that you will do what it takes to help them. In Part 1 of the Consultation Series, I spoke on the fear of asking for money, but on the flip side there are trainers who are only in it for the money. These are the trainers who are annoyed at someone asking them a question and don’t want to answer because they are not going to get paid for “their great wealth of knowledge.” These trainers really don’t care what you have to say, they just want to hear themselves talk and have someone to pay them for it. So please, do not be this person, and if you are … stop. Trainers like that are the ones who not only give personal training a bad reputation but will also make someone never want to have a trainer again. This in turn only hurts the person who was actually reaching out to get help. It’s sad, but it happens a lot. Well, I think you know how I feel about that subject.
From A to B
With those things out of the way, how do you “do” a consultation; what kind of questions do you ask? Is there an actual road map? There is, and there isn’t, even though that may sound confusing. When you understand we are dealing with people, it all makes sense. I will give you some outlines to follow and even examples of what to say and how to say it. Understanding that my language may not sound like your language; I suggest you put your own personality into it.
Now that we know our language may be a little different, would it be safe to say that each prospect may have their own dialect as well? So even if you use the same routine or outline for your consultation, it may take a different direction each time. I am not as concerned with what direction the consultation is going, as much as where it ends. Did you transfer the prospect into a client, which is what I want to focus on? Sometimes the best path from A to B may not be what you think it is, but as long as you get to destination B, it doesn’t matter.
At this point you may be saying, “Enough already! What’s the blueprint?” To that I say, “You are already learning it.” Having the right mindset before you sit down with someone is key.
Homework for this week:
Stop thinking so much about the sale and honestly ask yourself, “How can I help this person?” Also if you have other friends that are in the fitness industry, feel free to share this with them as we will continue to dive into the subject. There just might be something in this series that will take the lid off their current thinking and help them get to the next level.
Making a Difference