Taken from the Ultimate PT Business Course.
Fact: people make decisions based on emotions and justify these decisions logically!
So, what does this mean to YOU?
All great personal trainers know how to ‘tap’ into a person’s emotional feelings. When speaking with a potential client, your conversation should always revolve around and focus on their goals.…..what THEY want!
When done correctly, the questions should be focused around ‘how the person felt’ or ‘feels now’.
How do you know what questions to ask?
The easiest way to achieve this is by using the following technique called ‘DOMINO questions’.
All you need to remember for this technique is – Who, What, Where, Why, When and How!
Or…..5 x W’s and 1 x H’s.
Let’s have a look at what these questions look like:
What goals are you looking to achieve?
- Which of these goals is the highest priority?
- How important is achieving this goal, on a scale of 1 – 10?
- When was the last time you were happy with _________?
- What was different back then?
- How did you feel back then?
- What are you willing to do to achieve this goal again?
- When do you want to achieve this by?
When asking NEEDS-based questions, always remember, if you get stuck on what to ask the client, use DOMINO questions. Questions that start with:
Who/What/Where/Why/When or How
The PT Academy Ultimate PT Business Course provides you the skills to take your PT business to the next level.
Author: Shane Byrne
Business Course Presenter – Operation Director at the Fitness Business Experts has been in the Fitness Industry for 20 years and has developed an intricate knowledge of all areas of the business. From humble beginnings as a Floor Instructor, Shane grew through the ranks mastering the roles of Personal Trainer, Membership Consultant, Sales Manager and Club Manager before progressing into Senior Management roles. This first hand experience in front line positions has been invaluable to the outstanding performance he enjoyed when progressed into Senior Management and consulting roles.