As I write this issue, I’m 28,000 feet above the ground heading back to beautiful Chino Hills. I spent the weekend in Scottsdale, Arizona on a business trip. Talk about a fast growing fitness-conscious city…
But that’s not why I’m writing you today.
In this issue of your PT Profits Newsletter I’m going to share with you the twenty-four words that you should never use during a sales presentation with a prospective client.
See, there’s something called signal reaction. In a nutshell, signal reaction simply means ‘words that elicit a specific reaction by a person’. For example, guess the three letter word that when said out loud is proven to increase your heart rate and blood pressure.
Nope, it’s not what you think…
The three letter word I’m referring to is M-O-M.
Likewise, there are twenty-four words that will elicit a negative signal reaction from a potential buyer. In fact, Yale University found that these words actually create “sales resistance” – which is something that you do not want.
Here they are:
- PRICE DECISION
While some of these words do not typically come up during the consultation or sales process for fitness expert – most do. Think of safer more buyer friendly words that can be used in place of these sales killers.
I’ll start you off with a few…
Instead of PAY use INVEST
Instead of CONTRACT use AGREEMENT
Instead of OBLIGATION use COMMITTMENT
You get the picture, right?
For me, this little tweak in my sales and marketing vocabulary was partly responsible for my record breaking five year streak when I sold over 20,000 personal training sessions each year.
We’re going to go farther into the psychology of selling fitness over the next couple of issues, and you’re going to learn how to: overcome objections, get your prospects more committed, and increase the average size of every sale.
In my PT Business Course I give you every tool, system, and strategy that I used to out-market, out-sell, and out-earn my competition. Now you can have my ready-to-use marketing material, sales scripts and systems for yourself!
Get it at: