Throughout this time I was
congratulated when I lost weight,
people complimented me only
based on my appearance and
my self-confidence was inevitably
wrapped up in my aesthetics.
Mothers
cannot go back
in time and their
bodies will never
be the same.
It’s time for change. It’s time for us,
the fitness industry, to change our
language and encourage women
– especially women who have now
become mothers – to no longer
strive to become something they
once were.
It’s time for us to stop complimenting
our clients only on the way they look
and the weight they have lost.
There is SO much more we could
say if only we put our mind to it and
understood the impact of this.
Mothers cannot go back in time
and their bodies will never be the
same. We are not doing our clients a
service by asking them to compare
their post-baby body with their
pre-baby body and to imply that
‘happiness’ comes with being the
goal to achieve what once was.
For many women becoming
pregnant and having a baby could
be the trigger she needs to learn to
love herself inside and out, in every
phase and stage of her journey.
To break the habit of self-criticism
and hate for her body and to learn
acceptance and love herself. And
then, from a place of love, she can
feel empowered to choose what she
wants for herself and her body.
Jen Dugard & her Body Beyond
Baby team recently launched
a #nomoreprebabybody
campaign – calling for women
to embrace their post-baby
body and to remove the pressure
many feel to get their body
back. Look it up & share your
#nomoreprebabybody message
2020 dates for Safe Return to
Exercise, pre and postnatal
education for Fitness Professionals
have now been released. You
can make an enquiry by visiting
the website to locate a trainer -
www.bodybeyondbaby.com.au
TRIGGERS
THAT INSPIRE
PEOPLE TO BUY
By Steve Jensen
So the next time you are sitting
down to talk about goals with your
mum-clients I encourage you to
consider the language you choose
to use. And know that your influence
has the power to change her
perspective of her whole life – and
also of the little person that is now
watching her.
I
n today’s highly
competitive
marketplace, sales hacks
are gold! Getting the edge
over your competitors
can mean the difference
between achieving your
sales targets and not, so
here is the first of our two-
part article to help you stop
burning leads and start
inspiring more sales.
People want to do business with
experts, not people who pretend
they know what they’re talking
about.
Gone are the days when all it takes
to make a sale is a pretty face,
a dazzling smile and a decent
product or service to spruik. These
days, people want to be inspired to
buy, and for this tooccur you need
to present yourself as an expert or
specialist. Prospects need to be
impressed by the fact you truly know
what you’re talking about and are
knowledgeable on the subject.
DECISION MAKING FACTS
There are two key motivators of
human behaviour. These are:
1. to avoid pain; and
2. to move towards pleasure.
Decision making facts:
18
WHAT’S NEW IN FITNESS - SUMMER 2019
is why cheat or teach sheets are
essential. You can read from these
sheets, and then talk about them
with the prospect. They are ideal for
using when on the phone or while
meeting with someone. They isolate
your USPs, and enable INKing. INKing
refers to creating moments of “I
Never Knew” that, for prospects.
Ideally, you should have a minimum
of 10 things you can teach people
about your service or product, and
you should use teaching softeners
(phrases), such as “you might not
know…” or “I found this out the other
day…” or “I recently discovered
that…” Teaching people things they
don’t know will confirm you as the
expert.
People won’t buy from people who
don’t know what they’re doing.
Your mindset matters.
If you don’t know what you’re
doing, you don’t know your sales
model, or you don’t know the
product/service inside out, then your
prospect will not feel confident that
you know what you’re doing. This
WHAT’S NEW IN FITNESS - SUMMER 2019
It is extremely beneficial to take on a
mindset where you believe you only
have one chance to inspire a sale;
because this means you’ll always
strive to do it right the first time. > >
19