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The Personal Training Sales Education Textbook: A simple and effective sales system designed specifically for the personal trainer in the health club. Paperback – February 12, 2003


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The Personal Training Sales Education Textbook: A simple and effective sales system designed specifically for the personal trainer in the health club. + Ignite the Fire -: The Secrets to Building a Successful Personal Training Career + The Little Black Book of Fitness Business Success
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Product Details

  • Paperback: 126 pages
  • Publisher: CreateSpace Independent Publishing Platform (February 12, 2003)
  • Language: English
  • ISBN-10: 1463567235
  • ISBN-13: 978-1463567231
  • Product Dimensions: 6 x 0.3 x 9 inches
  • Shipping Weight: 7.8 ounces (View shipping rates and policies)
  • Average Customer Review: 4.5 out of 5 stars  See all reviews (24 customer reviews)
  • Amazon Best Sellers Rank: #299,822 in Books (See Top 100 in Books)

Editorial Reviews

About the Author

Tim Tierney has spent over 12 years in the fitness industry. He has conducted personal training sales workshops throughout the United States, and has consulted with numerous club owners on how to increase their personal training revenues and profitability.

Customer Reviews

4.5 out of 5 stars
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See all 24 customer reviews
Its simple to read and fun to use.
nazca13
My first week was kind of rough and I only signed up one new personal training client : ( and then my manager gave me this book and asked me to read it.
Amy
The PT sales cycle is the core of my personal training business and the trainers who now work for me.
C. Bogue

Most Helpful Customer Reviews

10 of 10 people found the following review helpful By Josh P. on November 14, 2012
Format: Kindle Edition Verified Purchase
I've read my fair share of business and sales books over the years. This would be the first book I have read which is just for trainers. It takes every sales technique that I've learned from other sales resources and molds it into a complete step by step system specific to the personal fitness trainer working in the club setting.

The entire book is designed to uncover the client's true feelings for exercising in the first place and then attach these feelings to the purchase of personal training sessions. There are some pretty powerful questions used as examples which I've already used with some success. I would highly recommend this book to anyone in the industry, well worth the investment.
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10 of 11 people found the following review helpful By Amy on July 30, 2011
Format: Paperback
I am fairly new to the fitness industry (okay I'm very new, i just started two weeks ago!). My first week was kind of rough and I only signed up one new personal training client : ( and then my manager gave me this book and asked me to read it. Well, I did read it the same night and I must say I wish he would of given me this book my first day because i have already signed up 5 more clients (not including my first one!) 5 clients in one week is great for our little gym, and i plan on doing it again next week thanks to this book!
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7 of 7 people found the following review helpful By Kalina Peeva on September 29, 2013
Format: Paperback Verified Purchase
As a PT at a big club I found this book super usuful. It helped me structure my presentation and learn many ways to overcome objections. Regardless of your style or the club you work at, you are going to benefit from all the information on how to close your potential clients. It doesn't really cover re-signing existing clients but it is well worth the money. Combined with the Ignite the Fire and you are way ahead of the game
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6 of 6 people found the following review helpful By Curtis Proctor on February 13, 2013
Format: Paperback
This is indeed a book that should be read by all trainers when they first enter their field. It provides a basic understanding of the art of sales and the science of communication but more importantly, and this is why I think this book CAN be so valuable, it is taught through the eyes of another personal trainer. One who does a very fine job of relaying this information in a easy-to-read conversation style of writing.

I've trained in commercial gyms, private studios, and everything in between. This material is geared towards the commercial environment but as a trainer who now owns his own studio, i can tell you this sales process can be used effectively in any setting. I would recommend this read to anyone in the fitness industry, regardless of your background or experience.
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6 of 6 people found the following review helpful By E. Goodwin on January 29, 2013
Format: Paperback
This is pretty good book on selling for personal trainers. If you've ever read up on NLP or conversational hypnosis, you'll notice it in this book. The structure of the questions and techniques are originated from these two practices. Its pretty neat how its customized for personal trainers and the interactions they encounter with clients.

The first part covers basic fundamental selling skills that any sales person will learn early on in their career (or they won't have a career for very long). What makes this book different from other "sales" books I've read over the years is that every technique, every question, every word for that matter; is specifically related to situations that personal trainers encounter on a daily basis.

The second half of the book explains a pretty in-depth sales process, given to the reader in five steps (i.e. 5 chapters). The basis of this process comes from Nuero Linguistic Programming which is a way of implanting thoughts and ideas in a persons mind through a normal conversation.

I was thoroughly impressed with this book, I've already passed my copy on to others in my gym who are struggling with their numbers. If you want help getting new clients then read this book, and then read it again.
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2 of 2 people found the following review helpful By David Martensen on July 25, 2011
Format: Paperback
The book is easy to read and full of simple ideas and solutions, but if you don't implement the ideas, even the greatest of ideas won't work. Give this book a read. ... it is the best money I have spent in a long time for my fitness career, and I just got back from an awesome Core Flexibility Workshop by Reebok!

Also, his ideas about getting people to call you back after their initial personal training session are so simple and effective, I almost laughed when I started receiving so many call-backs. Just goes to show you, give his ideas a chance, even if you think they won't work.
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1 of 1 people found the following review helpful By afa on October 3, 2011
Format: Paperback Verified Purchase
I am more than halfway through this book, i really like it actually, very easy read and I am learning from it! I am ordering a copy for my friend, who is a trainer in Chicago. Definitely not a waste of time!
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Format: Kindle Edition Verified Purchase
It's a very good read for personal training in a gym setting. A lot of stuff I knew from being in the industry for 10 years but a good review. I train all the new hires for a big corporate gym and use a lot of the information in our new hire trainings.
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