Unit 7 Ch 19

Question 0

Precontemplation:

Answer 0

• No intention of change
• Education and dispelling myths

Question 1

Stages of Change:

Answer 1

• Precontemplation
• Contemplation
• Preparation
• Action
• Maintenance

Question 2

Contemplation:

Answer 2

• No exercise, but thinking about it •Education

Question 3

Preparation:

Answer 3

• Started exercising a little
• Structure client’s life as an exercises, establish goals, and set up a support network

Question 4

Action:

Answer 4

• Active, but has not exercised longer than 6 months
• How to deal with potential barriers

Question 5

Maintenance:

Answer 5

• Can regress
• Work to enhance their motivation and show their results

Question 6

Types of questions;

Answer 6

• Close ended

* Open ended

Question 7

Close-ended:

Answer 7

• Directive questions
• Require one word answers

Question 8

Open ended:

Answer 8

• Non-directive questions
• Require more than one word answers • Build rapport

Question 9

Types of support:

Answer 9

• Emotional
• Instrumental
• Companionship
• Informational

Question 10

Emotional:

Answer 10

Encouragement, caring, empathy, and concern

Question 11

Instrumental:

Answer 11

•Anything needed to complete activity – Transportation,equipment

Question 12

Companionship:

Answer 12

– Network of individuals that can provide emotional support needed to maintain motivation and accountability

Question 13

Informational:

Answer 13

-Reason clients seek out a personal trainer
– Information or education needed to reach goals

Question 14

4 p’s of marketing:

Answer 14

Product
Price
Place
Promotion

Question 15

Product:

Answer 15

• Clearly identify product you are selling
• The results you help the client achieve

Question 16

Price:

Answer 16

• Affected by multiple things
• Clientele, volume, location, group vs. individual

Question 17

Place:

Answer 17

• Where and how the sessions are delivered
• Online coaching, boot camps, corporate wellness, sports training centers, general fitness centers

Question 18

Promotion:

Answer 18

• Communication information to potential clients to spark interest
• Referral incentive, promotional sales, sponsorships, social media interaction
• Pull potential client towards you or push existing client to purchase more services through added incentives

Question 19

Professional development:

Answer 19

10 steps to success
– Reinforce sales techniques
– Implement once working as a fitness professional
– Corner stone of success – Follow a structured format

Question 20

10 steps to success

Step 1:

Answer 20

What is the desired annual income?
– How much to you want to make in the next year

Question 21

Step 2:

Answer 21

How much must be earned per week to achieve the annual goal?
– Divide how much you want to make by how many working weeks in a year
– Don’t forget to factor in vacation/holidays

Question 22

Step 3:

Answer 22

To earn the weekly goal, how many sessions need to be performed?
– Divide weekly income by number of training session you should complete

Question 23

Step 4:

Answer 23

What is the closing percentage?
– Keep track of how many people purchase training with you out of how many people you speak with

Question 24

Step 5:

Answer 24

In what timeframe will new clients be acquired?

Question 25

Step 6:

Answer 25

How many potential clients need to be interacted with overall to gain clients within the timeframe?
– How many people based on your closing percentage in order to achieve the client timeframe

Question 26

Step 7:

Answer 26

How many potential clients need to be contacted each day?

Question 27

Step 8:

Answer 27

How many potential clients need to be contacted each hour of the day?
– Break daily amount of client interactions to see how many people you need to speak with every hour

Question 28

Step 9:

Answer 28

Ask each member spoken to for his/her contact information?

Question 29

Step 10:

Answer 29

Follow Up
– Follow up with those potential clients contacted in order to maintain relationships