Best Functional Trainer | The Keiser Story | Keiser Fitness

As a motivational speaker on sales and social media, I am fortunate to get to present to and work with some of the best companies in the world.

I love working in the health and fitness industry and there are certain clubs and equipment that really stand out and make a difference.

My favorite club in the world is Gainesville Health and Fitness that was started by the legendary Joe Cirilli.

Having worked with this club, I discovered that they have a dedicated social media team to attract and retain members and standards that I have never seen in other club.

They have an 80 page training manual that everyone adheres to that includes dress codes, standards and how to create wonderful member experiences.

I work out in the gym regularly and my favorite equipment is Keiser. 

I wanted to find out more about this company and the great equipment and discovered that the Keiser story began over 35 years ago when Dennis Keiser was hired to design the first variable resistance machines for a leading manufacturer.

They were unhappy with the limits of iron based training, so he and his brother Randy created an alternative that used compressed air and was much smoother and way more controlled.

It is amazing that now the world's top sports teams and Olympians all use Keiser as it is considered the best functional trainer.

It’s awesome that when you design incredible equipment, that best compliment that can be paid is that it is the equipment of choice for the world’s top sports teams and Olympians.

I love this equipment and suggest that the next time you go to the gym, you try it yourself and let me know about your experience.

Frank Furness CSP CFP is a professional speaker specializing in sales and social media. He has educated, entertained and inspired audiences in 59 countries. Book Frank to speak at your next conference email frank@frankfurness.com or telephone+ 44 (0) 1923 248200. http://www.frankfurness.com

NOTE: You are welcome to "reprint" this article online as long as it remains complete and unaltered (including the "about the author" info at the end), and you send a copy of your reprint to frank@frankfurness.com

How to Cut and trim videos | Social Media Speaker | Sales & Marketing Sp...

Client Based Selling | Sales & Marketing Speaker | Keynote Presenter

Do you sell to clients the way they buy, or the way you want to sell?

We know that people like to do business with people that they like, trust and feel comfortable with. People like to buy from people similar to themselves.

One of the most powerful courses I attended many years ago was one about dealing with different personalities and being able to adapt your selling style to suit the client’s way of buying.

It made me realise that everyone is different; there is no wrong or right personality style, people are just different and as great salespeople we have to have great versatility to recognise their style immediately and adapt ourselves to make it easy for the e clients to want to do business with us.

There are many styles and sub styles, but I am just going to highlight the four major styles, see if you can recognise your clients that fit the profile or indeed which style you are.

Task Focused buyers

STRENGTHS          

Determined

Assertive                                

Efficient                                    

Decisive                                     

Thorough

WEAKNESSES

Pushy

Severe

Tough-minded

Dominating

Harsh

BUSINESS ATMOSPHERE

Wants to reach a decision quickly

No small talk

No time wasting

WHERE YOU FIND THEM

Decision Makers

Directors

Management

Politicians

Self-employed business owners

Solicitors

OFFICE

Efficient                    

Picture to fit office, Awards (no   posters or slogans)

Desk may be packed with work materials

Desk used as a barrier

ATMOSPHERE                   

Businesslike

PRIORITIES                

Disciplined - Wants effectiveness and  efficiency

PACE                            

Fast/Quick - gets to the point

ABOUT YOU              

Wants to know your qualifications/ company record (strengths/past performance) / how good is your product

WINNING ACCEPTANCE              

Documentation stressing results                 

YOUR PRODUCT                  

What your product can do                                                         

PROBLEM SOLVING                         

Support their ideas 

How to win them over

Impress them by:                           Getting to the point

Ask questions that:                        Are relevant

Support their:                                  Actions

Demonstrate your:                         Experience

Make benefits:                                Tangible & concrete

Show commitment by:                 Getting things done

Be impressed by their:                 Strength

Best close:                                       Be direct

 Relationship focused buyers - Enthusiasts

           

STRENGTHS          

Personable             

Stimulating  

Enthusiast

Dramatic                                   

Inspiring

WEAKNESSES

Opinionated            

Excitable                  

Undisciplined

Reacting

Self Promotional

BUSINESS ATMOSPHERE

Open, friendly and enthusiastic

Wants proof of your success  

WHERE YOU FIND THEM

Trainers

Salespeople

Sales Managers

Creative, Advertising & Media people

                                                                               

OFFICE                                                          

Motivation is the theme

Walls contain recognition certificates slogans, posters

Open friendly atmosphere

Office appears disorganised

                                                         

ATMOSPHERE                                        

Open and enthusiastic

PRIORITIES                                                

Develop the relationship

PACE                                                               

Quick

ABOUT YOU                                               

Who are you/ your thoughts /who you know/ who uses  your product

WINNING ACCEPTANCE       

Give recognition and praise

YOUR PRODUCT                                      

Who has used it

PROBLEM SOLVING              

Support their dream, ideas and ambitions

DECISION MAKING               

Testimony and incentive

How to win them over

Impress them by:                                       Your flexibility

Ask questions that:                                   Support their dreams

Support their:                                              Ideas

Demonstrate your:                                     Originality & creativity

Make benefits:                                            Innovative

Show commitment by:                            Giving fresh ideas

Be impressed by their:                            Achievements

Best close:                                                  Be direct

Security Focused Buyers

STRENGTHS                                

Supportive                                      

Respectful                                       

Willing                                              

Dependable                                  

Personal

WEAKNESSES

Conforming

Retiring

Non-committal

Undisciplined

Emotional

OFFICE                                                              

Friendly and open                                          

Family pictures on desk

Desk is neat and functional

Open contact; round desk or couch

                                                         

ATMOSPHERE                                

Open and sincere

PRIORITIES                                    

Develop the relationship

PACE                                                            

Cautious and deliberate

ABOUT YOU                                   

You must be friendly/honest/ non- threatening or pushy

WINNING ACCEPTANCE          

Show personal interest                                                           

YOUR PRODUCT                                        

Why your product is best

PROBLEM SOLVING                

Support their feelings and interests

DECISION MAKING                                     

Provide guarantees and offer opinions

How to win them over

Impress them by:                                       Friendliness

Ask questions that:                                   Are non-threatening

Support their:                                              Feelings

Demonstrate your:                                     Warmth

Make benefits:                                            Personal

Show commitment by:                             Working with them

Be impressed by their:                             Loyalty

Best close:                                                   Assumptive

           

Frank Furness is an international speaker & author who has presented in 58 countries. He is a specialist in sales & marketing, technology, social media and goal setting and how they work in tandem to produce great results for organizations.

He has helped organisations understand how to manage disruptive change and what they should be doing to embrace it.

Apart from being a partner in an insurance brokerage in London, Frank consults and works in-house with companies and marketing teams around the globe.

For more information on Frank, check out his website at www.frankfurness.com or email him at frank@frankfurness.com