0:04 so thanks for coming on and looking at
0:06 this video I'm not going to give you a
0:08 big educational lesson but what I am
0:11 going to tell you is that sales is a
0:14 mindset issue if you are in the wrong
0:17 mindset and you don't have a process to
0:19 back that up you're always going to
0:21 struggle with sales and I want to tell
0:24 you a quick story today about the first
0:28 time but I did my big sale which was the
0:31 foundation for me grow in my studio that
0:35 supports seven full-time staff and also
0:38 gives me a six-figure salary every year
0:42 now what happened was about five years
0:45 ago I would just have a gym and it
0:48 wasn't really bringing in the money that
0:51 we needed me and my wife I run the gym
0:53 with my wife and we knew we needed some
0:57 help because we seem to be working more
0:59 now than when we was when I was a
1:02 freelancer and of course that's not what
1:03 you want to do you don't wanna be a
1:06 slave to your business so I realized
1:09 that I needed some help with you know
1:13 how to implement a good solid sales
1:15 process into the business so we got a
1:17 mentor and we went through the process
1:22 and we learn everything you know we I
1:24 knew them what to do we were starting to
1:29 get inquiries and it came to the point
1:31 where right this is how we're going to
1:34 implement it into our business and I
1:36 remember one day I had my first
1:41 consultation but my head was just
1:45 telling me no it won't work go back free
1:48 10 pack 10 pack 10 pack and I sat down
1:50 and I sold a 10 pack to this gentleman
1:52 and I was just had to go home and tell
1:56 my wife and my wife was like why did why
1:59 didn't you just do the process and I
2:01 wouldn't work for me I was given these
2:05 rubbish excuses you know I'm getting the
2:06 wrong leads they're all the wrong people
2:09 this sales process won't work for my
2:12 business but it was all me messing
2:12 things up
2:16 me being too stubborn to take myself out
2:19 of the comfort zone but the funny thing
2:21 was what I was doing wasn't really
2:25 working so went home and tell my wife as
2:28 I mentioned before and she said you've
2:30 got to implement this Neil you've got to
2:34 implement it you've got to believe in it
2:39 and I had a sale the next day now we had
2:40 kind of started putting all our
2:42 messaging out there to track the over
2:46 45s the over 50s and we was getting a
2:48 lot of these people kind of inquiring
2:51 email so I had a consultation booked for
2:54 a missus avinasi oh I remember it
2:56 because I remember driving into work
2:58 with the music on and we this is gonna
3:01 be the one I'm gonna get the big sale
3:06 and I came in and I've had everything ready
3:06 ready
3:09 and the waters on the table for me and
3:11 this is effing Lazio and it's lady
3:12 walked through the door
3:16 now she was about 65 well she's 65 and
3:21 straightaway she's not going to buy up
3:23 for me the new way came into my head I
3:27 kind of just remember my wife's face and
3:28 I go home and tell you I haven't done it
3:30 again because of my stupid mindset
3:33 issues there's gonna be water pay
3:35 because we we invested in in the mentor
3:37 in which you know the good education you
3:40 have to you have to pay we had to get
3:42 return on the investment so I had to do
3:45 it I had to take myself out of that
3:48 comfort zone and forget about my kind of
3:52 behaviors that had led me to this point
3:55 and she was a little old woman she had
4:00 two shopping bags never seen somebody
4:02 inquire about personal train like this
4:06 before but she sat down and she said to
4:10 me you understand people
4:14 nobodies understand me before
4:17 and that's why I've never been to a gym
4:21 she told me that because you spoke about
4:23 the problem
4:25 because you presented yourself as the
4:29 solution I understood what I needed to
4:35 do so I did I did my sales process that
4:40 I'd been taught to the teeth
4:42 she was very emotional sales is about
4:44 building the problem and presenting a
4:46 solution and if you can do that in a
4:47 correct way
4:51 then the money becomes irrelevant and I
4:52 turn around to and I said well look I
4:54 really want to work with you but it's
4:57 just gonna take 8 to 12 months now we do
4:59 have an 8 to 12 month program with the
5:01 12-month program being the better rate
5:04 would you like to do it and under
5:07 presented to the price and she said Neil
5:09 I want to do it this is for the rest of
5:14 my life I want to do to 12 months by I
5:19 wanna pay up front I know if I pay up
5:22 front I'll do it now I'll give you the
5:26 contrast the day before I did a 10 pack
5:31 for 300 pounds ridiculous prices
5:35 particular surprises mrs. F inácio gave
5:39 me four and a half thousand pounds up
5:45 front she's been a member for four years
5:49 so from that one sale I've generated
5:52 18,000 pounds from one client and what's
5:55 more she tells everybody how great we
6:00 are and what I came to realize is that
6:08 sales is nothing about money sales is
6:10 about building a problem and presenting
6:13 the solution and if you can do that
6:19 correctly then money is more solving the
6:22 problem is more important than the money
6:25 that they spend and that way you're
6:28 going to get committed clients that want
6:32 to pay your prices if you bring prior
6:34 two people in on price they're always
6:36 going to be looking at the price
6:38 and they're always going to be wondering
6:39 whether they can afford you and they're
6:42 never going to be fully committed so
6:48 that's my story I've now got seven
6:53 full-time trainers working for me I've
6:54 got a business that I love I've got a
6:57 business full of people that do personal
7:00 training for 12 months at a time
7:03 and what's more that's given me more
7:06 freedom to do stuff and that's why I'm
7:08 talking in the camera today I'm talking
7:10 in the camera today because I want to
7:12 help more people like you help more
7:15 people so that you can build a business
7:20 just like me you know at one point I was
7:23 I was struggling personal trainer my
7:28 mindset wasn't allowing me to move into
7:31 that zone of change uncomfortable zone
7:35 and once I did all the magic happened
7:37 now in order to do that you obviously
7:41 have to have a process in place the
7:43 process that I teach the art fitness
7:45 cells but you have to have the
7:48 confidence that there is a way out of
7:51 the situation you're in all right I'm
7:54 always here to help you can inbox me I
7:56 will get in touch with you it's not
8:00 about money for me it's about building a
8:03 community that that support each other
8:06 and that's what this videos for is it's
8:08 my experience to help you get the
8:10 confidence to grow your business so look
8:13 take a I hope that helped it helped me
8:16 so I'm sure it can help you get in touch
8:18 watch out for me download any
8:20 information and join the art fitness
8:23 sales a great community in there we're
8:25 not a huge group but there's lots of
8:26 information for you to use in your
8:29 fitness businesses all right you take
