Page 44 - VAFM Section 1

Sales Concepts

Step 1

Trust Relationship (5 min)

*You can’t obtain hot button without effectively building a strong trust relationship first

A. Find common ground
80% them and 20% you

B. Ask questions:
Where are you from?
How long have you lived here?
Do you have children?
What do you do around here for fun?

Step 2

Basic Information/Goals Analysis (15 min)

*In this section you will gather as much intel as possible

Body fat test and weight
Walk with member to get body weight-Plug in information into hand held BF tester while member is
filling out top section of first page.

Health Questionnaire/Medication
Gathering this information will expose the member to the concept of saving money on medication
by investing in personal training.

Basic Information
The objective in this section is to gather information that will allow you to store bullets and
proactively handle objections

Goals Analysis
Determining what body parts they want to change will dictate the workout
The objective in asking them how they want to feel is to get them to uncover their hot button.
This section will expose their level of seriousness and level of commitment
This section must create an emotional buying climate