Using a personal training sales script is an effective way to maximise revenue. By learning to address objections, you can increase the number of enquiries that convert into sales.

In this article – learn how to improve your sales process by using a proven script to sell personal training (with downloadable PDF template).

There’s no point in prospecting for personal training clients if you struggle to convert them into customers. It’s like filling up a leaky bucket before fixing the holes. This article explains how to perfect your sales process.

FREE Personal Training Sales Script

Short on time? Download our free guide containing sales scripts that deal with objections about price, commitment, and time. After reading this, you’ll always know what to say to clients…

Objection Handling Script Template

Download the script here.

These scripts are taken from our online course that teaches you how to sell personal training successfully. It includes 30 bite-sized videos covering objection handling, negotiation, and closing the sale, plus lots more.

How To Sell PT Online Course

Personal Training Sales Success [Online Course]

Learn the exact steps to finding profitable, long-term clients (minus the old-school, sleazy sales tactics).

Why Use a Script When Selling PT?

If you’re wondering how to increase sales, then maximising your close rate should be top of the list. Many PTs are unsure what to say when people say no to their services. Some don’t feel comfortable or confident in trying to persuade them around.

If this is the case, then using a personal training sales script can help. It’ll give you the exact phrases to use, so you know how to close a personal training client with confidence.

If you’re unsure how to handle objections during the sales process, then you’re not alone. When you’re closing personal training sales, it’s natural for some prospective clients to have reservations about price, commitment, or lack of time.

But many PTs don’t know how to sell personal training in a way that addresses these objections

  • “I don’t have enough time”
  • “I don’t want to sign up for that long”
  • “It’s a bit too expensive”
  • “I’m too busy to fit that many sessions in”
  • “It’s more money than I can afford”

The key to successful selling is being prepared, so you know what approach to take when faced with objections. These PT sales scripts will give you exact phrases that you can use to overcome objections. They also serve as templates that you can adapt and customise into your own style.

It might seem forced or unnatural to follow a script but it’s not something you need to repeat word for word. The reason we love using this sales script is that it’s easy to tailor based on your own style. This makes it much more authentic instead of feeling false or robotic.

Personal Training Sales Script Examples

One of the most effective personal training sales techniques is the feel-felt-found method. It allows you to acknowledge their concerns as valid but then explain how other people have addressed them.

It’s a powerful method that can be easily incorporated into your usual sales pitch or presentation. When a prospective client raises an objection, here’s how to respond…

“I understand how you feel,

I’ve had other clients who felt the same way in the beginning and were concerned about (insert objection).

What they found was that (insert success story)”

This provides a framework that you can adapt based on the specific objection and success stories from your own clients. Here’s an example of how the personal training sales script could be used with someone who says that they haven’t got time to train…

“I understand how you feel.

I’ve trained with other working mums who felt the same way in the beginning and were concerned about finding time for workouts.

What they found was that because the sessions were pre-scheduled, it pushed them to pre-plan their day and make health a priority. I also tailored the workouts to be just 45mins long, so they could be done during a lunch break. They didn’t think they had enough time to train either, but together we worked out a plan that got them the results they wanted in the little time they had.”

You can also adapt this framework to address objections about price or committing to multi-session packages.

How To Sell PT Online Course

Personal Training Sales Success [Online Course]

Learn the exact steps to finding profitable, long-term clients (minus the old-school, sleazy sales tactics).

This approach is just one of the practical strategies that’s featured in How To Sell Personal Training – The Complete Online Course. It’ll teach you the exact steps to finding profitable, long-term clients (minus the old-school, sleazy sales tactics).

As well as 30 bite-size video lessons, you’ll receive a PDF ebook version of the course along with downloadable worksheets and templates. This online course condenses 15+ years of fitness sales and marketing knowledge into 8 easy modules. It contains all the info we wish we’d known when first starting out, including…

  • Why You ARE Cut Out For Selling (Even If You Think You Aren’t)
  • Essential Selling Skills For The Ethical Fitness Pro
  • Profitable Pricing Strategies
  • Identifying Your Ideal Client
  • Establishing A Client Base
  • Networking & How To Approach People In The Gym
  • Creating Effective Testimonials
  • Closing The Sale & Handling Objections

But if you want a sneak-peak, you can access the objection-handling templates by joining our email list. It includes more practical examples, all packaged into a handy PDF download…

PT Sales Script PDFs – Free Download

Enter your email address below to download more personal training sales scripts that deal with objections to price and commitment.

You’ll also get access to our resource bank of useful tools and templates to help you become a successful personal trainer.

Download the script here.

Personal Training Objection Handling Script

Caroline @ Wellness Creative Co

Qualified personal trainer (BSc Sports Science) & nutritionist (MSc Human Nutrition) with 15+ years of fitness & wellness marketing experience working with global brands.