• July 20th, 2019 The Value Equation / Navigating The Complex Sales Process

July 20th, 2019 The Value Equation / Navigating The Complex Sales Process


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Trainer Nation presents two sessions at CompleteBody FiDi in July! 


Session One: 

The Value Equation

The characteristics and degree of ‘value’ lives in the mind of the prospect.

Personal trainers must strategically position their services to align with the psychological elements of value in order to capture an initial purchase and continued consumer loyalty.


Learning Objectives:

- Capture new and renewal revenue by addressing the four components of value

- Identify strategies to manage the subdivisions of the value equation

- Abandon features, benefits, and price driven presentations to increase overall sales


Session Two:

Navigating The Complex Sales Process

Mapping the retail sales process to align with the psychology of a prospective client is critical to increase membership sales and personal training client count. 

Extend the membership lifespan – through service integration - by properly managing the purchaser’s journey from pre-qualification, to consideration, and beyond subscription. 


Learning Objectives:

- Understanding The Prospect Buying Cycle

- Supplemental Sales Strategies For The Retail Sales Process

- Engagement Levers Within The Qualifying Interview

- Manage Post Purchase Consumer Behavior

Who Should Attend This Event?


- Personal Trainers

- Membership Sales Consultants

- Regional and Club Level Management

- Single and Multi-Unit Ownership and Operator


Continuing Education Credits:


ISSA:   8.0

NCSF: 2.50

NFPT:  2.25 

NAFC: .80

Petitions accepted by all other agencies.


Host Site:

CompleteBody FiDi

10 Hanover Square 

New York, NY 10005



10:00am-3:00pm includes lecture, practical experience, and intermissions.



$150 until 12am EST on July 4th. $225 After.

Ticketing close 12am EST July 14th. 

Presenter:  Edward L. Gober


From personal trainer to fitness manager, health club owner to high level executive, Edward has been a proactive leader supporting individual personal trainers, small business operators, and large corporate contacts to create performance driven and service oriented organizations.

In addition to teaming with global brands such as Equinox- Edward served as Vice President of Personal Training for the New York Health and Racquet Club in New York City.

A keynote presenter at events such as IHRSA, Club Industry, Forum Club, and executive innovation think tank Rex Roundtables- Edward's insight on strategic sales management and organizational framework design have made him a sought after advisor to resurrect financially challenged operations as well as those attempting to enter a growth phase with their business.

Edward provides private equity firms, hedge funds and strategy consultants with the information necessary to understand the value of their investment opportunities- within the health and wellness space. 

Edward has been appointed as Advisor Council to the President at the International Sports Science Association for 2018-2023.


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