Five Steps to Closing Clients Based on How They Want to Feel

Personal trainers need to do a better job of asking prospects how they want to feel if they want to close on new clients. Instead of asking if the goal is to lose fat, gain muscle or get stronger, trainers should ask them how they feel about themselves. One way to get to their feelings is to use motivational interviewing, which is a technique that elicits clients to identify behaviors they need and/or want to change, as well as assessing their readiness for change. The process has four steps, known as OARS: open-ended questions, affirmations, reflective listening and summaries. The five steps included in this gallery will help you select the right trainers and train your current trainers to close clients based on feelings. (All images by Thinkstock.)

Read the full article written by Christine Hannon, founder of The Art of Strength.

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