Change your relationship with sales & SELL ANYTHING

Today we are going to talk about changing your relationship with selling so you can SELL ANYTHING

Download the FREE worksheet and use it to help change your relationship with sales and when you do you will be able to SELL ANYTHING

I know you might be in that place where you’re thinking how does coachGrazy sell all the stuff he does, or you have tried to sell your private sessions, coaching or memberships and it did not do as well as you thought… or you tried to sell online training, and nobody bought it.

In this video I’m going to tell you why, and we are going to go step by step through a simple system that will go on to serve you in so many awesome ways.

Hello, my friends my name is Graham, but my friends call me coachGrazy

Personally, I don’t think this stuff is at all advanced, it’s just arranging the stuff that you are saying or putting down in writing, so it follows a more logical system. A simple system that explains clearly why somebody should buy something from you.

If you implement and master this stuff…. it will your life.

If you are someone who thinks selling is a bad thing and would prefer getting a root canal to having to sell, then you are not alone. But believe me it’s a myth that selling is difficult, or hard or weird or a con.

If you are someone who simply does not like selling, I assure you, what you don’t like is likely your concept of selling and or your experience of being sold to by someone who was doing it all wrong, or for the wrong reasons.

This negative feeling associated with selling is normal but trust me it’s not what selling in our industry is all about.

Saying I don’t believe in or like selling is like saying I don’t believe in or like friendship because you have been hurt by a friend in the past. Fact is friendship is awesome, but if your past experiences have not been great your feelings associated with it may be tarnished, just like there is nothing wrong with selling its just our experiences that may have tarnished our opinion and feelings about it.

The reason I’m saying this is because I deeply care about what you are about to go and do and the impact you will have in the industry.

If you are truly going to sell something that inspires and instructs other people to improve their lives, their health, their fitness and wellbeing and or to achieve their dreams, then I want you to do an amazing job of it and feel comfortable and safe in doing so.

You are going to change people’s lives and, in many situations, save lives, and you should be really excited about it.

The first step towards embracing selling is to think of selling in the Health and Fitness Industry, the same as training your clients.

I personally don’t even think about selling because all im doing is training the customer on why the thing that I have is the perfect fit for them.

All I’m doing is training them on what I have and if what I have for them fits their needs and desires it sells itself, that’s it.

My whole job is to train them on how what I have can help them and why what I have is important in their life.

So now it’s not so scary because you are not selling anything, you are just training your audience so they understand what you have and how it will benefit them.

I know you are passionate about helping people and you can only do that in a limited way with the free stuff you give away. I know you are passionate about your skills and products, and this amazing industry we are in?

I know you are is somebody who cares about helping other people and if someone really wants transformation from you, they will need more in-depth content from you and training with you… or they will need a personal experience with you… and to get that they have to pay for it, because that’s how you make a living and survive to help others.

I’m no different, I give heaps of free content away, like this video, my podcast, my blog’s, my worksheets etc, but if you want to deep dive into what I have to offer you have to pay me for it.

So, I want you to give yourself permission to train people on why what you have to offer your stuff is good for them.

Now my personal success is not because I’m a great salesperson, it’s because I follow a proven simple system that’s duplicatable across platforms like social media, video, written word, face to face meetings, phone calls etc

This system is all you really need to get in the game.

Now I want you to think about what you want to sell, is it a private PT session or a private consult, is a group class, is it a membership, maybe it’s an online program or course, or one on one coaching.

I just want you to think of something you want to sell because it will help as we go through the system.

Now I’m not going to deep dive into the system because you have to pay me for that, but I am going to share it with you, so you can get in the game now.

And as always, you can download the FREE worksheet, so here we go.

Step 1 is to tell your audience who you are and what you do.

Step 2 is to ask them a “have you ever question” that relates to what you have and your audience.

For example, have you ever been in a situation where life just keep throwing stuff at you, and before you knew it you were out of condition, not sleeping well, not eating well and just feeling flat?

Then remember to shut up and let them answer.

Step 3 is to share with them your story of struggle.

For example:

I recently navigated a separation and because I was so focused on ensuring everyone else was feeling safe and secure, I actually neglected my personal health and fitness and before long I was suffering physically and mentally and as a result was less effective in everything I was doing.

Step 4 is to tell them your story of finding the solution to your struggle

So, I found myself a Personal Trainer, someone I was able to connect and communicate with, someone who could not only offer me amazing products and services but accountability.

Step 5 is to share with them some results you have achieved as a result of your solution

Having found an amazing Personal Trainer my health and fitness quickly returned. I was so much more effective during the day and was able to be fully present when I was around the people I loved.

Step 6 is telling them what you are selling today

This is an example of how I structure this for me personally in an authentic and meaningful way where I’m teaching not selling.

I was able to build my Health and Fitness studio and have a massive impact on my local community and develop a loyal client base, and in doing so I have learned that there is a strategy for doing that, so what I have for you today is this program, it’s called the PT Success Program, it’s a program that teaches you how you share your skills, qualifications, products, services and your message and get paid for it.

It teaches you how to make a real difference and to make a fortune doing it. That’s what I have, it’s called PT Success program and it will teach you exactly the same strategies that I used to successfully build and market my brand, so weather you are a Personal Trainer, a Dietitian, Massage Therapist, Life Coach, Gym Owner, Physio, Chiro or any Health and Fitness Industry professional, this is going to teach you how do you get yourself and your products and services out there. That’s what the PT Success Program is.

So that’s me just saying, here’s what I’m selling to you. It’s a very simple overview of my solution.

Step 7 is to say, here’s why it’s great for you and where you emphasise the benefits.

Benefits are different from features. A simple example is that a feature of this presentation is the worksheet you can download, a benefit is the positive effect this will have on you, or the change in your perception of sales that will happen when you watch or listen to this presentation. A benefit is the clarity you will have, that you no longer have to hunt around to find a solution to simple sales strategy or what to say.

Step 8 is to say how its different. For example, this course is different because most others don’t cover these sales secrets in such simple ways or teach you in the ways that I teach you.

Just work out what’s different in your offering to others. What’s the secret sauce that you have that others don’t?

Step 9 is to share with them why it’s a great deal for them.

This is simple if you have done all of the steps beforehand because the value of your offer has already been clearly established for them. If the cost to the customer is less than the value to the customer then their decision is already made.

Step 10 is to tell them what else they get, what additional value, bonuses etc they will be getting.

I’ll tell you why this is so important, it’s because the people who over deliver on the value they provide and the promises they made are always the ones who sit on top of the leader board.

Step 11, which always comes after your bonuses is your assurance that there is no risk, your guarantee, your try before you buy.

This should absolutely always be offered; it creates a safe place for the customer to make their decision.

Step 12 is why you need to buy now, it’s the deadline, but this does come with a caveat, it has to be authentic and true.

There are many ways you can present this, for example you could just say this offer is so good you can’t afford to miss the opportunity so act now.

Step 13 is to Solve their number 1 objection or problem with another bonus offer. For example, look I know you are starting your Health and Fitness Journey and its normal to be fearful of rejection or failure, well as an added bonus I have included a video and a step-by-step worksheet on how to overcome your fears and it also comes with a 30-minute free consultation personally with me.

And the final step is a full offer recap from step 9, but it’s done really quickly. In other words, tell them what you just told them.

Last but not least, and this is really important:

Make sure you are more enthusiastic at the end of your call or talk or presentation than you were at the beginning, so the customer can actually feel why it’s so important that they do this right now

It goes something like this, I can’t wait to welcome you to the team, I’m so excited to have you with us, click on that link I just sent you and I’ll see you on the other side.

Wherever you are watching, reading or listening to this I sincerely hope this has helped you.

I have used this same strategy when I was training a National Sales Team responsible for generating hundreds of millions of dollars in annual revenue and I used it to build and grow my own private Health Studio, I use it on the phone when selling Nationally Accredited Fitness certifications, I use it face to face, I use it in my videos, and I use it now when I sell my courses and coaching programs.

I want you to follow this system with enthusiasm and excitement, but when you deliver it, I want you to remember all you are doing is teaching people on what you have and how you can help them.

Download the FREE worksheet and use it to help change your relationship with sales and when you do you will be able to SELL ANYTHING

Wherever you are watching, reading or listening to this I sincerely hope I have helped you in some small way and don’t hesitate to reach out to me or my team if and when you need us. 

The world needs inspirational individuals just like you, please help me change the world in a positive way by following me on social. 

You can find me on Instagram at coach underscore grazy, that’s coach underscore G R A Z Y 

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coachGrazy 

Coach, Mentor, Business Advisor 
On Top Performance Academy 

WEB:      www.coachgrazy.com 

EM:         [email protected] 

I’m coach Grazy and I look forward to chatting again next week.