The 10-Step Consultation Framework

Our proven process closes clients at a 95% success rate. The secret? It doesn’t feel like sales at all.

The Problem with “Selling”

Most trainers hate sales because they’ve been taught to sell like a used car dealer: pressure tactics, artificial urgency, and closing tricks. That approach feels gross because it is gross.

Great sales is just helping people make good decisions. If training with you is genuinely the right choice for this person, your job is to help them realize it. If it’s not, your job is to tell them honestly.

The 10 Steps

1. Warm Welcome

Meet them at the door. Firm handshake, eye contact, genuine smile. First 7 seconds set the tone. ‘Great to meet you, thanks for coming in!’

2. Small Talk & Rapport

2-3 minutes of human connection. Ask about their day, their drive, anything non-fitness. You’re a person first, trainer second.

3. Set the Agenda

‘Here’s what I’d like to do today: learn about your goals, show you the facility, and if it feels like a fit, talk about next steps. Sound good?’ This eliminates uncertainty.

4. Deep Discovery

This is where 80% of trainers fail. Spend 15-20 minutes asking questions and LISTENING. ‘What made you reach out now?’ ‘What have you tried before?’ ‘What would success look like in 6 months?’

5. Reflect Their Pain

Summarize what you heard: ‘So if I’m understanding right, you’ve tried gyms before but struggled with consistency because [their reason]. And what you really want is [their goal]. Did I get that right?’

6. Facility Tour

Walk and talk. Show the space while connecting equipment to their goals: ‘You mentioned wanting to build strength—this is where we’d focus on that.’ Keep it conversational.

7. Present Your Approach

‘Based on what you shared, here’s how I’d work with you…’ Outline a rough plan. Make it specific to THEIR goals, not a generic pitch.

8. Address Concerns

‘What questions or concerns do you have?’ Listen fully. Don’t interrupt. Then address each one honestly, even if it means saying ‘I might not be the right fit.’

9. Present Options

Give 2-3 package options. Explain each clearly. Then: ‘Which of these feels like the best fit for you right now?’ Let them choose. No pressure.

10. Secure Commitment

If they choose, schedule the first session immediately. If they need time, that’s okay: ‘When would be a good time for me to follow up?’ Always end with a clear next step.

The 95% Secret

The magic isn’t in fancy closing techniques. It’s in Step 4: Deep Discovery. When you truly understand someone’s pain, their past failures, and their vision of success, presenting your services is just connecting dots they’ve already drawn.

Most trainers spend 5 minutes on discovery and 20 minutes pitching. Flip it. Spend 20 minutes listening and 5 minutes connecting their needs to your solution.

Practice at Fitness 48

The Business Academy includes live role-play practice of this framework. We’ll run mock consultations until these steps become second nature. No scripts to memorize—just a framework that guides authentic conversations.