Page 45 - VAFM Section 1

Sales Concepts

Step 3

Education/Needs awareness (10 min)

*This is where you differentiate what they think they need vs. what they actually need

Through the use of diagrams this will demonstrate the importance of building muscle and the
increase of their resting metabolism.
This section will solidify their trust in you as a fitness professional
This section is to expose hope of gain and the fear of loss.

Step 4

6 Month Timeline

Fill in Weight and Body Fat%
Average person loses .5% of BF a month without a program, people that follow a program can lose
up to 1.5% BF per month or more.
Use timeline to show them how were going to prevent them from hitting a plateau by changing their
program every 4-6 weeks

Step 5

Workout

Should last no more than 20 minutes
Show them the difference of them doing it on their own compared to working with a Personal
Trainer
3 basic machines then show them a dynamic workout
Train the body parts they want to change the most
Ask a lot of yes questions
Pre close before you bring them back to the desk
Step 6
Price Presentation
*Follow price script exactly the way it’s written out