Tequila and Coffee with Johnny & DP (Week 11)

Welcome to Tequila and Coffee with Johnny and DP!  In this Virtual Social Hour, we’ll meet on a Zoom Meeting (camera and audio on for everyone, although optional). Johnny and DP will facilitate a discussion on all things health, fitness and community. We invite you to join us in this casual, laid back environment as […]

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Weekly Discussion (Week 11)

This week engage a potential client and try out the 4C approach. Adopt it to your environment and circumstances.  How’d it go?  What did you find useful? Would you use it again? What might you do differently the next time, if anything? […]

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Servicing Members using 4Q

Selling personal training or memberships can be daunting.  Through our use of the 4Q, we’ve found it incredibly useful to help coach prospective clients on the what, how and why they should hire a coach. This week, we’ll: Define “Selling” Explore a systematic approach to fostering a relationship: the 4C’s Discover the 4Q Workout Signature to […]

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The Client AKA The Hero

From a coaching perspective, the Client is the Hero, as we (a personal trainer, manager, salesperson) are the Hero’s Guide. The best Guides are Authoritative: having the knowledge, skill set, confidence and communication skills to positively affect the hero Empathetic: being able to truly feel what the hero is experiencing with no judgement and minimal […]

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What is Selling?

Selling, from a coaching perspective, is facilitating a process by which a potential client can initiate and perpetuate the decisions that help the client have what they want. It’s imperative to understand What a client really wants What motivates them The impact of what your selling has on the client The specific gameplan to achieve what a client […]

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4 C’s

The 4 C’s is designed help a guide create a seamless, yet purposeful initial experience with a potential new client. Connection: Connecting with a client is about listening to a client’s needs, identifying their values, creating a safe environment and building trust to overcome a client’s initial anxieties to joining a gym or working with a personal trainer. […]

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4 C’s: Compliment

We often make the mistake of instilling our own personal values and bias when working with a member. If these values don’t align with the client, we often create more resistance and distance between you and the member. Instead, our second C focuses on the idea of Complimenting the client and meeting them where they’re at. […]

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4 C’s: Confirm/Close

The last aspect of the 4C’s is to Confirm and Close. Here are some guidelines as you wrap up an initial consult or tour: Have the mental framework that you’re Solving, not Selling.  Review the main problem(s) your client is looking to solve (i.e. what goals they have and potential obstacles in the way) and […]

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