'Sales' Isn't a Dirty Word
At first, personal trainers may have concerns about pushing their services. After all, they chose their profession because they enjoy helping people, not selling.
"The biggest [barrier] is that personal trainers think of 'sales' as a dirty word," said Michele Melkerson-Granryd, general manager for BB Fitness Studios in Austin, TX.
Overcoming this barrier requires changing the personal trainer's mindset. For instance, you can stress that sales doesn't mean approaching members in the middle of their workout, which can be awkward. The topic can be broached more organically, such as when already engaged in a conversation with a member in the lobby.
Another tip: framing personal training services not as a blatant upsell, but as something that will help the member achieve his or her fitness goals.
"The personal training team can absolutely sell once they learn an approach that is focused on the best interest of the member," Satin said.