76. What is the third step in the five step sales process?

1. Solutions
2. Optimize the relationship
3. Discovery
4. Build Value
5. Engagement

77. As a way to increase revenue, the extra programs or services a personal trainer can offer within their main business are called what?

1. Side services
2. Profit centers
3. Extra services
4. Bonus products
5. Top tier services

78. According to the sales script for a Success Session, what is the third step in the process?

1. Welcome the client
2. Present your programs
3. Obtain a positive confirmation
4. Call to action
5. Incentivize

79. Which of the following is NOT a common category of employee in a personal training business?

1. Receptionist
2. Program designer
3. Cleaning staff
4. Sales staff
5. Marketing personnel

80. Which of the following is a common sales roadblock in the fitness industry?

1. Money hang-ups
2. Fear of success
3. Not asking enough questions
4. A lack of sales education
5. A lack of enthusiasm

81. What is the most important aspect of training program design?

1. It must be safe.
2. It must progress the client.
3. It must be challenging.
4. It should utilize a variety of equipment.
5. It should be easy to read.

82. When engaging potential clients, what is the ideal ratio of client to trainer talking?

1. 50-50
2. 70-30
3. 80-20
4. 30-70
5. 60-40

83. True or False: Employers have more control over independent contractors than employees.

• True
• False

84. Sales goals should be __________ and ____________.

1. Overzealous and big
2. Achievable and believable
3. Conservative and value-based
4. Specific and lofty
5. Repeatable and Unrealistic