SALES

COURSE
LIFT THE BAR EDUCATION WORKBOOK
 SALES COURSE

SALES
COURSE
Stuart Aitken

Sales Course
In this course, Stuart aims to provide you with a simple
and effective framework for getting more personal
training sales. He covers prevalent myths, the LTB
four part sales framework, how to get into the correct
mindset for selling, how to handle objections, whether
or not you need to be pushy to be good at sales, how to
sell on the phone and more.
03 SALES COURSE

LESSONS

01 Introduction

02 The Sales Mindset

03 Sales Mistakes

04 Attract

05 Connect and Understand 1

06 Connect and Understand 2: Spin Questions

07 Match

08 Ask

09 Rejection

10 Objections

11 Follow Up

12 Phone Selling

13 Habits for Successful Selling

LIFT THE BAR EDUCATION

04 SALES COURSE

How to use
this workbook
This workbook will help you get the most out of the course. You will see the book
mirrors the courses lesson format. For each lesson there are a number of aims
that represent the key learning points for that section of the course. We have
provided space to write your notes as you go through and there is spare note space
at the end of the workbook in case you need more than we have provided for any
of the lessons.

The space for action points is where the magic happens. We all know that learning
is only useful if we do something with the knowledge so for each lesson make a
note of what you are going to do as a result of what you have learnt. Make the
action as specific as possible and set yourself a manageable timeframe. If you
have some kind of to do list or schedule of action points make sure you transfer
these actions to that and get them done.

Each lesson has 2-3 quiz questions that need to be completed on the members
site in order to proceed. We have provided space for you to make a note of your
answers to these questions as you go through the content so you are prepared for
the questions. Not only will this workbook help you as you complete the course
but, if used effectively, it will also provide you with a source of key information you
can refer back to.

Good Luck!

LIFT THE BAR EDUCATION

05 SALES COURSE

Aims
This section will highlight
05 THE JOURNEY: A GUIDE TO NUTRITIONAL COACHING the main learning focus for
the lesson
LESSON: ORIENTATE THE MAP

01 Client consultation and baselines

AIMS: ― Learn how to prepare for a client

― Decide what information you need to know to work with a client
― Consider how best to gather the information

Key Learning Points

Key Learning Points
Use this area to make
notes as you go through
the lesson

06 THE JOURNEY: A GUIDE TO NUTRITIONAL COACHING

Action Points

Quiz Questions

1. THE
LIFT NameBARtwo areas of information we might want to explore from a client’s past (where have they been)
EDUCATION

Action Points
Summarise your learning from
the lesson. What actions are you 2. What baseline information should we look to Gather?
going to take as a result of what
you’ve learnt? When are you
going to complete it?

Quiz Questions
Write your answers to the
questions here in preparation for LIFT THE BAR EDUCATION

completing the online quiz.

LIFT THE BAR EDUCATION

06 SALES COURSE

LESSON:

01 Introduction

AIMS: To introduce you to the sales course.

Key Learning Points

LIFT THE BAR EDUCATION

07 SALES COURSE

Task

What do you think about selling?

LIFT THE BAR EDUCATION

08 SALES COURSE

LESSON:

02 The Sales Mindset

AIMS: To discuss what mindset will help and hinder you when it comes to selling
personal training.

Key Learning Points

LIFT THE BAR EDUCATION

09 SALES COURSE

Task

List what value you have to offer your clients. This could range from qualifications to success stories to
experiences you’ve gained in other professions.

Quiz Questions

1. Where does the word sell come from?

2. What does the need a sale cycle teach you?

3. What do you need to separate to help you portray less neediness?

LIFT THE BAR EDUCATION

10 SALES COURSE

LESSON:

03 Sales Mistakes

AIMS: To identify and help you avoid common sales mistakes.

Key Learning Points

LIFT THE BAR EDUCATION

11 SALES COURSE

Action Points
Task

Create your own customer journey.

LIFT THE BAR EDUCATION

12 SALES COURSE

LESSON:

04 Attract

AIMS: To show why doing marketing and attracting the right clients is so important to the
sales process.

Key Learning Points

LIFT THE BAR EDUCATION

13 SALES COURSE

Action Points

LIFT THE BAR EDUCATION

14 SALES COURSE

LESSON:

05 Connect and Understand 1

AIMS: To demonstrate why you must first connect and understand the prospect before trying to
sell to them.

Key Learning Points

LIFT THE BAR EDUCATION

15 SALES COURSE

Action Points

Quiz Questions

1. What should your mindset be when walking into the sales conversation?

2. Which group outsold the others in the Grant, 2008 study?

3. What does SPIN questions stand for?

LIFT THE BAR EDUCATION

16 SALES COURSE

LESSON:

06 Connect and Understand 2: Spin Questions

AIMS: To discuss how to use SPIN questions.

Key Learning Points

LIFT THE BAR EDUCATION

17 SALES COURSE

Action Points

Quiz Questions

1. What is an example of a situation question?

2. What is an example of a problem question?

3. What is an example of a need-payoff question?

LIFT THE BAR EDUCATION

18 SALES COURSE

LESSON:

07 Match

AIMS: To show how to match the prospect to the correct service.

Key Learning Points

LIFT THE BAR EDUCATION

19 SALES COURSE

LESSON:

08 Ask

AIMS: To show how to ask the prospect to buy what you sell.

Key Learning Points

LIFT THE BAR EDUCATION

20 SALES COURSE

LESSON:

09 Rejection

AIMS: To normalize rejection and talk about how to reduce what it does to you in a sales context.

Key Learning Points

LIFT THE BAR EDUCATION

21 SALES COURSE

LESSON:

10 Objections

AIMS: To discuss how to handle common objections like price, spouse and need time to think.

Key Learning Points

Quiz Questions

1. What should we aim to do with objections?

2. How do we improve the value equation?

3. What is an example of a framework for handling objections?

LIFT THE BAR EDUCATION

22 SALES COURSE

LESSON:

11 Follow Up

AIMS: To show why following up with your prospects after you speak to them in-person is so
important and how to do this.

Key Learning Points

Quiz Questions

1. Why is the follow up so important?

2. How should you follow up with a prospect?

3. What is the difference between being persistent and being a nuisance?

LIFT THE BAR EDUCATION

23 SALES COURSE

LESSON:

12 Phone Selling

AIMS: To show how to go about selling on the phone.

Key Learning Points

Quiz Questions

1. What are the four stages of any sales call?

2. How should you start a sales call?

3. What will help you improve your sales calls?

LIFT THE BAR EDUCATION

24 SALES COURSE

LESSON:

13 Habits for Successful Selling

AIMS: To conclude the sales course and run over some habits for successful selling.

Key Learning Points

LIFT THE BAR EDUCATION

25 SALES COURSE

Action Points

LIFT THE BAR EDUCATION

26 SALES COURSE

Notes

LIFT THE BAR EDUCATION

27 SALES COURSE

Action Plan
Congratulations on completing the course. The key with any education is how you
intend to use what you’ve learnt. Take the time to consider the knowledge you
have gained during this course and how you are going to implement it or change
what you currently do. Use the space below to summarise or to plan and set goals
for the implementation or follow up phase.

Key Learning / Action Date for Completion

Complete the last task to earn the badge

LIFT THE BAR EDUCATION