Tailored Fitness Systems can also provide workshops for individual clubs to run In-House. All workshops are 4 hours and include comprehensive training notes for all attendees.
Reception
Enquiry Handling Steps to building rapport Identifying enquiries What is an enquiry Asking the right questions Asking the right questions to identify the buying benefit of the client Using the buying benefit to get the appointment Overcoming concerns Following up non-appointments
Sales
Selling “Fitness” The benefit sales approach. First Impressions – the meet and greet Verbal and Non-Verbal Communication – What is it I’m really saying ? Conducting an effective needs analysis Asking the right questions to truly identify both the emotional goal and logical needs The Club Tour Presenting the features/benefits based on the needs of the client Program Presentation How to close the sale without having to ask the client to join. Effective follow up of No-Sales
Sales
Overcoming Objections
Why do clients object? What your clients really want
The 3 step process to isolating the concern Empathy vs Logic
Providing effective solutions Establishing options for the client to start
Internal Marketing
Internal Marketing and Generating Referrals Setting up an effective referral system How to ask for referrals at the Point Of Sale Following up members for referrals Generating appointments for referrals The sales process for a referral Generating outbound appointments Internal marketing campaigns
General
How to deliver 5 Customer Service Understanding your clients Steps to effective communication – Verbal and non-verbal Identifying Personality Styles Telephone Skills Front Desk Skills Handling Difficult customers How to exceed clients expectations
Personal Training
Marketing Personal Training and Enquiry Generation
What is Personal Training Which clients would benefit from PT The qualities of an effective Personal Trainer Setting targets for Personal Training growth Marketing Personal Training in your centre Marketing Personal Training externally Handling PT Enquiries
Personal Training
Effectively Growing a Personal Training Client Base in your Centre
Choosing a method of presenting Personal Training Effective goal setting as a Personal Trainer Understanding the benefits of Personal Training for different member segments How to conduct an effective lifestyle analysis Conducting an Introduction to Personal Training session (IPT) Upselling to long term clients Overcoming objections to Personal Training Effective follow up of Personal Training prospects
Personal Training
Personal Training Client Retention
How to effectively retain clients Goal setting Increasing length of stay as a client Tailoring your Personal Training to key Behavioral Styles Effective verbal and non verbal communication
Managing
Managing Staff for Performance
Knowing your management style Knowing you staff’s behavioral style Key motivators for staff Understanding the recognition formula Conducting performance reviews
Additional Modules
Selling PT at the point of sale Customer Service on the gym floor Winning Retention Strategies Staff recruitment Corporate Sales
WE CAN DESIGN AND TAILOR ANY TRAINING MODULE BASED ON THE SUBJECT AND CONTENT OF YOUR CHOICE!
Module Costs
All modules tailored to your club Comprehensive training notes Implementation plan Management follow up
Steps to building rapport
