Hello everyone. I want to welcome you to another edition of my video blogs. Do you know what your strengths are? Most people have always been told to focus in on their weaknesses, but if you really want to lead a fulfilled and successful life you need to do the opposite. See what I am talking about.
Coach Dave
Do you believe that luck plays a major role in your success? Well, if you think that only lucky people are successful, you need to start thinking differently. People who are successful put themselves into situations to reap opportunities that arise, and once presented with an opportunity their knowledge and skills allow them to make good decisions. In a previous post “Learning Never Ends” I tell new trainers and interns, the best piece of advice I received early in my career, was to never stop learning. I believe that the success I have achieved to this point has been attributed to that discipline. Another key to creating your own luck is to have a great attitude. I recently read a quote by Joe Cirulli, Gainesville Health and Fitness CEO, about what his thoughts on the economy were and how it is going to affect his business. He said, in their company values they preach this quote, ” We are the creators of our own future.” I could not have said it any better and if you want to be successful then you need to create your own luck.
Here are some other approaches to make luck work for you:
Create a mind map
Have a plan
Learn from your past and your failures
Always believe in yourself and your abilities
Network, Network, Network – I have had three jobs in my career and they have all been because I knew someone that knew the person who was looking to hire a trainer.
Finish – The journey is never over. The biggest mistake people make is that they give up too soon. As I mention in my book “Anatomy of Sales” I almost gave up on the fitness industry but hanging on has now led me to where I am today.
Okay, I know I said I was going to finish up the 5 Steps to Successful Selling series last week, but things got away from me. Sorry about that! So, today I am going to finish up with step number five, “The Fortune is in the Follow up.” In case you are just joining me with this series you can see the start of the series at the original post 5 steps to Successful Selling.
V. The Fortune in the Follow-Up
A.) Past and Present Clients – So many times I see personal trainers asking and looking for new clients and I tell them that you need to look at your current clients and previous ones to see if you can get more sessions from them as opposed to looking to add sessions through new clients. Why do I say this? Well, it is easy to get clients whom you have already established a trusted relationship with to buy from you as to build a new relationship.
B.) New Members – Now, if you are new or need to build up a current and past client list then you need to focus in on new members to your gym or club. The key here is to build trust and rapport with them and show them that you can solve their problems. Once you have established that relationship set a time frame, say like six weeks, and follow up with them to see how things are going and keep the connection. You never know if they will decide to start training.
I can’t tell you
Last week we talked about the 5 Steps to Successful Selling and I wanted to finish it up with the last two steps. Just to recap the first three steps were:
I. The Importance of Personal/Professional Development
II. The Necessity of Prospecting
III. The Power of Planning
Okay, well step number four is The Art of Closing. Step four is probably the step I see trainers struggle with the most. The main reason for this is trainers try to wing it and don’t use the proper tools and techniques.So here is step four and if you want to increase your sales become a master at closing.
A.)Prepared Presentation
B.) Closing Techniques
C.) Closing Tools
With College graduation fast approaching I came across a really great article that every needs to read whether you are graduating now, a recent graduate, or someone who needs a fresh reminder of what it takes to be successful in today’s fast technological economy. I hope you really take to heart what Dennis Waitley has to say here. Let me know your thoughts.
The acquisition of knowledge, which is the new global power, is a life-long experience, not a collection of facts or skills. Not long ago, what you learned in school was largely all you needed to learn to secure a career. With knowledge expanding exponentially, this is no longer true. For example, hundreds of scientific papers are published daily.
Every thirty seconds, some new technological company produces yet another innovation. Your formal education has a very short shelf life. Life-long learning, once a luxury for the few, has become absolutely vital to continued success. Continue gaining expertise and avoid thinking like an expert.
In a world of e-mail, fax dispersal, voice mail, sound bites, concise reports, business plans, and meeting briefs, the individuals who can articulate their goals, substantiate their claims, and support their visions, will own the future. In the 21st Century, literacy will be the major difference between the haves and have-nots.
Why do fewer than 10 percent of the public buy and read nonfiction books? One reason is that many would rather get home than get ahead. They are motivated to get by and get pulled along by the company, the economy, or the government.
Another reason is that many individuals believe that information found in books, computer programs, and training sessions has no value in the business world. How self-deluding!
Action Idea – Increase Your Reading, Writing and Vocabulary Proficiency. One of the most important qualities of successful leaders is an ability to express thoughts and knowledge. Research by management and human resource experts confirms that no matter what the field of employment, people with large vocabularies – those able to speak clearly and concisely, using simple as well as descriptive words – are best at accomplishing their goals. Well chosen, carefully considered words can close the sale, negotiate the raise, enhance relationships, and change destinies.
— Denis Waitley
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