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