- Like chapter 7 most of this is common sense and there won’t be many test questions covering this chapter. Your best plan for studying is to skim the chapter and read through anything that doesn’t make sense. I will highlight certain key terms that are likely to be tested on here.
- Leads – Potential customers. People who have shown an interest in personal training services.
- Prospecting – Activity that searches potential customers and clients. I.e. handing out flyers or giving a talk at a business.
- Point of sale client – A client who purchases PT the same time they sign up for regular gym membership.
- New business – A new client who has purchased PT services.
- Re-sign – An existing client who signs up for more PT.
- Forecasting – Applying percentages based on previous performance to estimate future performance. For example if you sell 20% of those you meet with on average then you can increase your overall client base by increasing the number of people you meet with.
- PAR-Q pg. 258 – An assessment to obtain information regarding a client’s personal history, background, lifestyle, and medical background. Very important both to start your client off with the right training and also to cover your butt legally.
- Objective assessment – Observations that can be directly measured and quantified. These would include pulse, blood pressure, body composition, circumference measurements, waist to hip ratio, and body mass index. These are again really simple concepts that you should already have a good base knowledge in so I won’t go into detail here.
- Systolic vs diastolic pressure – Systolic is the top number, it represents the pressure in the arterial system after the heart contracts. Diastolic is the bottom number and measures the pressure when the heart is resting and filling. They like to test over this.120/80 is acceptable, anything higher your client should get cleared by a doctor.
The Sales Presentation pg. 270
- Good information in this section for anyone who is new to sales. The most important thing to remember is that the potential client is coming to you to solve their problem. So in order to solve that problem you first need to figure out what it is specifically and then tell the client how you can solve it for them. Sales is not about pushing services on a client and tricking them into buying – it’s about helping the client find the best solution that fits their needs. Questions are your friend. A good salesperson will listen more than they talk.
- Again nothing here will likely be tested on but it’s really good information to know so take the 15 minutes and read it.