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The Art of Selling High Intensity Training


Luke is the CEO of Discover Strength, a chain of HIT personal training studios he founded in 2006. He is a respected author and speaker, passionate about evidence-based fitness.

In this course, Luke presents a robust training programme that will teach you what steps you need to take to convert an enquiry to a client, as well as how to run a top-notch introductory appointment that closes the deal near every time. As part of the course you’ll get a master blueprint with all the recommended client interactions during their buying journey (see below), plus email templates and telephone scripts. This is the course that gives you the processes and tools to implement a successful sales funnel in your facility, from enquiry to prospect to client, based on the Discover Strength model.

At the end of the course, you will have the opportunity to have a video-call consultation with a member of the HITuni team and the option to submit a video of you role-playing an introductory appointment, for personalized feedback. If you do submit a video, you will be eligible to receive a HITuni Certificate of Completion.

Note that this is a single-user license for one person.

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Course Curriculum

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Welcome to your Sales training course 00:07:36
Introduction to sales
Sales practices 00:03:51
Four sales processes 00:03:03
From Enquiry to Prospect
Before the prospect comes in the gym 00:07:58
The Seven Stages of the Introductory Appointment
Stage #1: Welcoming the prospect to the facility 00:02:56
Stage #2: Discovery questions 00:04:31
Stage #3: The Proven Process 00:03:05
Stage #4: The introductory workout 00:05:57
Stage #5: Recapping the workout 00:02:57
Stage #6: Introducing your Unique Selling Proposition (USP) 00:02:08
Stage #7: Asking for the sale 00:03:27
Luke's Tips for Closing the Deal
Common FAQs 00:03:32
Common objections 00:02:32
Building rapport 00:03:13
Role-Playing the First Client Interaction
Demonstration: Pre-workout chat 00:09:46
Demonstration: Introductory workout 00:22:57
Demonstration: Post-workout chat 00:13:12
From Prospect to Client
When the prospect becomes a client 00:05:44
When the prospect doesn’t convert – the first 25 days 00:08:29
When the prospect doesn’t convert – after the first 25 days 00:02:49
Growing your Revenue
Getting better at sales 00:03:05
Up-serving the client 00:03:07
Next steps
Optional Sales Training Assignment 00:28:53
Next steps after your Sales Training course 00:01:00

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  • $129.00
  • Number of Sections9
  • Number of Lessons24
  • Number of Quizzes0
  • Lifetime access


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