Hiya,
I can definitely help on this one - I've worked in sales and sales training for a long time, always leading top producing teams. What you're talking about here is one technique that some people use, creating scarcity, it can definitely work but it's by no means the only option.
I'll lay out here a simple approach to selling which should let you see a dramatic increase in results immediately.
1. The first thing you need to do is ask them some questions and then shut up and listen. You probably know the old expression about having one mouth and two ears, and using them in that proportion. That's the key thing to do hear. You should be listening about twice as much as you talk. You might need to ask them several layers of questions to get at the real truth of the matter. So you might ask "What do you want to accomplish", and they could answer "I want to lose weight". Great - now you know they want to lose weight, but you're still going to need to ask them how much weight they want to lose, why they want to lose it, how that will make them feel, why it's important to them to feel that way.
If you ask enough questions, and honestly show that you care about helping them achieve that goal then it will help you to build trust with the person you're talking to. Make them feel important and valued and they'll open up to you.
This is the bulk of the time that you'll spend in selling to them, and is by far the most important. By the end of this period the person should be feeling pumped up and excited about working with you, before you've even tried to sell them anything.
2. Now that you've asked all these questions they've armed you with the information you need to sell to them. You just have to show them how you can help them achieve their goals. I'm going to assume that you're good at what you do, and that you will be able to help them. You'll need to show them evidence of how you can help them. What will you get them to do. What results did that get for other people you worked with. How do you know you can help them. Testimonials are good here. Before and after pictures can help. Also talking them through any processes you use which help you to get results are very important. Do you help people with just training, or with their nutrition too?
Throughout this stage you should be asking them lots of questions like "How does that sound?", "Do you think that would be helpful?" to get an idea of where they're at.
3. Now you need to close them on the deal. If you've done the first two parts right then this should be the easy part. I suggest that close them by saying something like "So most people train once a week, which is $60/ week. Most of my clients find that's some of the best money they spend as it really gets them the results they want. Would you prefer to train in the mornings, in the afternoons, or is evening better?"
This is the basics of the sales process. There's lots more little tweaks you can use along the way to make sure that you're getting people excited about working with you, but that should set you off on the right path.
It also helps if you have lots of prospects to meet with, as that keeps you busy and positive. I've recorded a few videos about how to market yourself using referrals, Google and Facebook. Just go to www dot marketingpersonaltrainers dot com
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