You Will Not Believe This

You're never going to believe this.


If I didn't know the person I would have a hard time believing this is true.


But sadly, it is.


It's the perfect example of people buying things they want much more than things they need.


One of my clients was telling me today about a mutual friend's hernia.


It's going to require surgery.


Unfortunately, and for whatever reason, this self-employed business man doesn't have health insurance.


This, and the fact that he claims he doesn't have the money for the operation, are the reasons he uses to explain why he has not gone ahead and had the surgery.


Ok. So that's not terribly unusual.


But here's the catch:


This same man just went out and purchased 2 brand new motor scooters for $4,000.


I'm not a surgeon.


I've got no clue as to how much a hernia operation costs.


But I've got to imagine that $4,000 would have at least been a good start.


Amazing, isn't it?


Amazing that someone would put aside even their health so they could buy something they want much more than spend the money on something they need.


But in reality, this happens all the time. Day in and day out.


Let's face it, just about everyone could really use the help of a qualified fitness professional.


Yet how do you think you will convince someone of that when you know there are people in this world with hernias who are riding motor scooters?


You can't. People buy what they want, not what they need.


So what does this mean to you?


Well, ask yourself how much time you've wasted in the past trying to convince someone of the value of personal training.


I know I used to.


You really can't so don't bother.


Instead you need to use your time much more wisely by eliminating prospects who would never spend the money on your services.


And you'd better be able to close the people that do want to hire a personal trainer.


Look at it this way, do you really think in this incredibly busy, highly over-connected world we live in a person would actually take the time to sit down and discuss hiring you if they weren't super serious about it?


If you set a sales appointment with a prospect then you've pretty much already got a new client. Here's 5 tips to help you out:


1-Before you even set the appointment make sure they are a qualified prospect.


2-Let them talk the vast majority of the time about why they would hire a personal trainer. Find out their reasons. Sorry, they don't care about yours.


3-Talk about money at the end.


4-Sales is nothing more than a conversation.


5-Remember, if they took the time to meet with you, 99% of the time they've already made the decision to hire you. Get out of your own way and let them tell you why.


Who loves ya? ;-)


Yours in prosperity,


Jim Labadie
http://www.howtogetmoreclients.com