so what are the best types of personal
training interview questions so that you
can enroll more clients. In this video
I'm gonna share the exact things that
you need to focus on inside a personal
training consultation so that you can
charge higher prices and enroll more
clients
Hey Lee Constantantinou here founder of personal trainers elite - helping personal trainers
attract high-end clients and grow their
income with on-line marketing and in
this video today I'm gonna be sharing
the exact strategies that you want to
ask during a personal training interview
so you can enroll more clients and
charge higher fees and if you stick
around until the end I'm gonna share the
four questions that you want to ask
word-for-word so you can enroll more
clients and if this is your first time
here why don't you consider subscribing
hit the like button if you find this
video helpful and hey drop a comment
below let me know where you're from and
what your goal is right now so it's two
types of questions that if you ask
during a personal training consultation
you're gonna make signing up clients so
much easier and effortless and you will
no longer feel salesy or pushy or feel
that awkward kind of silence that
happens when you start talking about
what you do and this is just it most
personal trainers are great at getting
results for clients helping people but
they really struggle when it comes to
actually selling what they're doing so
in this video you're gonna learn how to
actually start selling your personal
training services in a way that's going
to appeal to both the logic and the
emotion of your prospects and I explain
what that means so behind me you're
going to see two things and I'm gonna
explain what they mean and how they're
gonna help you during your consultation
so your prospects right now are doing
two things they're either moving away
from pain or they're moving towards
pleasure and so during your personal
training interview when you're having a
consultation you want to really
understand where somebody is now what
they're experiencing in their life and
then where they want to be what is their
pleasures what do they want to
experience what they want to have how do
they want to feel and when you can
understand these two during a
consultation it's going to make
clients a whole lot easier so when it
comes to the clients pain points when it
comes to or prospects or a lead or
whatever you want to call them the pain
points out there feeling right now this
is really to understand what is going on
in their life you see this is really
relevant because when it comes to
selling high-end personal training
packages people are always going to look
at the price of the investment right it
was going to be price shopping in some
shape way or form so if you don't first
establish what is this costing them
right now what's going on in their life
how is this affecting them the pain that
they're feeling not physically but maybe
emotionally then they're not going to
really want a value and pay a high-end
price for training and so you really
want to dig deep and understand what is
the pain that they are feeling right now
how is it affecting their personal lives
their confidence their self-esteem maybe
was affecting their energy their
relationship time with the kids are so
many factors that could be causing them
pain and if you don't actually uncover
and get under the hood and really dig in
to see what's going on then it's gonna
make charging higher prices or even
enrolling them very hard because you
wouldn't have built that emotional
connection that you need to build during
a consultation so that they can build
trust with you and feel like you
understand them and that's part of this
process it's showing empathy so that the
prospect is sitting across from you is
really feeling like you understand them
and really want to help and so you can
only get to that point with them if you
go deep and uncover what's going on in
their life those pain points so that you
can show them what they need so that
they can get to the promised land which
is the pleasure where they want to
essentially be after working with you so
if they're not moving away from pain
your prospect is moving towards pleasure
in some cases people are both moving
away from pain and towards pleasure but
more often than not they're usually
moving away from pain but we also want
to understand where they want to be the
pleasure how do they want to feel what
do they want to experience in their life
that they are not experiencing now
because this is going to help you
position your program your service in a
way that's going to help them get to the
place they want to be experience what
they want to have and feel and so if you
don't again understand where they want
to be their goals they're not going to
build that connection with you because
they're not going to feel understood
alright there's this saying that nobody
cares how much you know until they know
how much you care so this is the time
for you to really show that you care
about their well-being their goals their
desires their ambitions and pave the way
for them and you can only get there by
again digging into those questions those
those those depths that are going to get
get them to uncover how they are feeling
right now
and how they want to feel and what's
stopping them from getting there and
when you can show them the gap that's
stopping them from getting to where they
want to be when you can be the gap for
them they're going to jump on board and
they're gonna work with you because you
have been someone who's listened you've
showed them empathy and you've shown
them what they're missing in their life
so that they can start experiencing the
things that they want to have and this
is so powerful if you do this during a
consultation against it's gonna make
signing up so much more fluid so much
easier you won't feel salesy and pushy
or that awkwardness that happens when
you start talking about how much your
program is or your services are and I
know so many personal trainers reach out
to me asking how to charge higher prices
and and this is really it you don't
charge higher prices by just giving our
prices like a Pizza Hut menu you
position your program your package in a
way that connects deeply with both the
logic of the prospect and their emotion
by uncovering what's going on in their
life and what this is holding them back
from achieving okay so this is really
powerful stuff when you apply it inside
your consultation and now I'm gonna drop
you four questions to ask during the
consultation so that you can make this
process smooth and effortless so the
first question that you want to ask and
this is one to open up
so what made you want to have this
consultation with me today okay this is
the opening question in a consultation
because you want to hear from the
prospect what actually brought them down
to you why are they there why did they
want to see you specifically right
because you know that there's a lot of
competition out there it's fierce
online/offline the world is your
competition and so you want to
understand what specifically brought
them to you and why because that's can
again build your confidence help you
understand why they're there make sure
that they're there for the right reasons
because if they're not there for the
right reasons then you can end it right
there but more often than not they will
tell you exactly why they're there
what's going on in their life and
they'll start uncovering a lot of their
pain points just by asking that opening
question the second question that you
want to ask is what is your biggest
struggle right now and when you ask this
question to a prospect you're really
trying to uncover that pain point by
going deep in their biggest struggle
what's holding them back from moving
them to where they want to be the
struggle when most of the time if it's
someone wants to lose weight or be their
nutrition stress you know lack of
exercise activity all these kind of
things start coming out and so when you
know what their struggle is you can then
start understanding what they need
because when you present your program
your services you know that you're going
to be able to fill that gap for them and
help them with their struggles so for
example if someone's saying I'm really
struggling with binge eating because I'm
starving and dieting during the week and
I'm going crazy on the weekend you know
that maybe you have a plan that helps
them with binge eating maybe you have
some strategies that help them not binge
E and stick with their nutritional goals
and when you can understand that early
in the consultation that builds your
confidence so that when you start
presenting your program your services
you really start focusing on those
struggles that they were having and
start molding your program start talking
about your services in a way that
appeals specifically to them okay
because people want a program that's
tailored they don't want this generic
thing
they can get from anywhere so when you
start talking about specifics that
they're experiencing they're gonna
believe in you they're gonna trust in
you and they're going to sign up on your
program the third question that you want
to ask a little bit later on in this
consultation is this what result do you
need to see if you to be like wow this
is the best decision I've ever made in
my life and when you ask that question
you kind of want to emphasize and make
it fine make it happy because you now
want to know where they want to be you
want to know the pleasure the result
what they want to what they want desire
in their life what do they really want
and then you can then slowly start
thinking about what you do and how you
can help them because they when they
tell you this is the result I need to
cease to know it's working
you can think great that is perfect I
can help them with that because if in
that moment you don't feel that
confidence inside you if you don't truly
feel that where they want to be and that
result that they want experience isn't
possible through working with you then
you're not gonna be able to show that
confidence when it comes to presenting
your program so when they start telling
you I want to lose four pounds in the
next four week so I want to see two more
inches on my arms when they start
sharing the results that they want to
have you can then start talking about
that when you're presenting your program
again we're weaving in the things that
the prospect is saying during the
presentation of your services because
again that's what's going to make them
feel drawn to you they're going to feel
understood they're gonna feel like you
are empathizing with them and that you
want to help them which you truly do
right and so when you tailor that
consultation and start tweaking the
words that you use to their goals and
their pains and their problems they're
gonna be so drawn in that it's going to
be so easy just to sign them up so again
great question to understand their goals
and just listen in to what they want so
you can really start talking about that
during the closing of the consultation
the fourth and really powerful question
that you want to ask right at the very
end of the consultation is this
if you don't do this now what is gonna
happen and when you ask that question
you want to just emphasize that pause
and calmness about your voice because
this is a serious matter if this
prospect this person doesn't take action
now what's gonna happen and most of the
time they will say something like well
if I don't do this now nothing will
change I'll stay where I am I'll stay
stuck I stay unhappy I'll stay all these
things and and that you know that that's
a notes that sinks in that hits them and
you know we want to put them in that
place that help them realize that this
is the time right and the reason why
most people have struggled with their
fitness with their health is because
they've put it on the back burner they
find other things to do they're too busy
they make excuses and so this is about
putting them on the line making them
accountable and empowering that decision
today in that moment when they're in the
consultation with you because that's
what's going to help them the most right
now as much as all these questions are
establishing where they are their pain
there goes our desires we need them to
take action if we're going to help them
and so this question of just putting it
down and asking them what's going to
happen makes them really think about
that make somebody think well if I don't
do this I'm just gonna stay stuck and
then you can really understand if this
person is serious about taking action
now or if they're not and if they
already take action great you can move
through your consultation present your
program present your services and
they're gonna be so on board with you
because again you've empathize with them
you've understood them and you've guided
them you've been the guide for them the
the leader that's gonna take them to the
place they want to be I hope you found
this video helpful if you did drop me a
comment below or hey if you ask any
other questions that you find helpful
during a consultation hey why don't you
pop them in the comments as well or if
you find any of these helpful let me
know because I want to know what it is
that you found most helpful and if you
do use these as well come back to this
video comment below and remember to
subscribe and like this video if you
learned something new today and if you
want to go and learn how I helped us and
trains attract high end clients and grow
their income with online marketing head
over to per her
as lead calm to check out my free
training and learn how I scaled up my PT
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thanks for watching and I'll see you in
the next one
