A millimeter-scale, wirelessly powered cardiac device

ScienceDaily (Aug. 31, 2012) ? A team of engineers at Stanford has demonstrated the feasibility of a super-small, implantable cardiac device that gets its power not from batteries, but from radio waves transmitted from outside the body. The implanted device is contained in a cube just eight-tenths of a millimeter in radius. It could fit on the head of pin.

The findings were published in the journal Applied Physics Letters. In their paper, the researchers demonstrated wireless power transfer to a millimeter-sized device implanted five centimeters inside the chest on the surface of the heart -- a depth once thought out of reach for wireless power transmission.

The paper's senior author was Ada Poon, a professor of electrical engineering at Stanford. Sanghoek Kim and John Ho, both doctoral candidates in Poon's lab, were first authors.

The engineers say the research is a major step toward a day when all implants are driven wirelessly. Beyond the heart, they believe such devices might include swallowable endoscopes -- so-called "pillcams" that travel the digestive tract -- permanent pacemakers and precision brain stimulators; virtually any medical applications where device size and power matter.

A revolution in the body

Implantable medical devices in the human body have revolutionized medicine. Hundreds of thousands if not millions of pacemakers, cochlear implants and drug pumps are today helping people live relatively normal lives, but these devices are not without engineering challenges.

First off, they require power, which means batteries, and batteries are bulky. In a device like a pacemaker, the battery alone accounts for as much as half the volume of the device it drives. Second, batteries have finite lives. New surgery is needed when they wane.

"Wireless power solves both challenges," said Poon.

Last year, Poon made headlines when she demonstrated a wirelessly powered, self-propelled device capable of swimming through the bloodstream. To get there she needed to overturn some long-held assumptions about delivery of wireless power through the human body.

Her device works by a combination inductive and radiative transmission of power. Both are types of electromagnetic transfer in which a transmitter sends radio waves to a coil of wire inside the body. The radio waves produce an electrical current in the coil sufficient to operate a small device.

There is an indirect relationship between the frequency of the transmitted radio waves and the size of the receive antenna. That is, to deliver a desired level of power, lower frequency waves require bigger coils. Higher frequency waves can work with smaller coils.

"For implantable medical devices, therefore, the goal is a high-frequency transmitter and a small receiver, but there is one big hurdle," explained Kim.

Ignoring consensus

Existing mathematical models have held that high frequency radio waves do not penetrate far enough into human tissue, necessitating the use of low-frequency transmitters and large antennas -- too large to be practical for implantable devices.

Ignoring the consensus, Poon proved the models wrong. Human tissue dissipates electric fields quickly, it is true, but radio waves can travel in a different way -- as alternating waves of electric and magnetic fields. With the correct equations in hand, she discovered that high-frequency signals travel much deeper than anyone suspected.

"In fact, to achieve greater power efficiency, it is actually advantageous that human tissue is a very poor electrical conductor," said Kim. "If it were a good conductor, it would absorb energy, create heating and prevent sufficient power from reaching the implant."

According to their revised models, the researchers found that the maximum power transfer through human tissue occurs at about 1.7 billion cycles per second.

"In this high-frequency range, we can increase power transfer by about ten times over earlier devices," said Ho, who honed the mathematical models.

The discovery meant that the team could shrink the receive antenna by a factor of ten as well, to a scale that makes wireless implantable devices feasible. At that the optimal frequency, a millimeter-radius coil is capable of harvesting more than 50 microwatts of power, well in excess of the needs of a recently demonstrated eight-microwatt pacemaker.

Additional challenges

With the dimensional challenges solved, the team found themselves bound in by other engineering constraints. First, electronic medical devices must meet stringent health standards established by the IEEE, particularly with regard to tissue heating. Second, the team found that receive and transmit antennas had to be optimally oriented to achieve maximum efficiency. Differences in alignment of just a few degrees could produce troubling drops in power.

"This can't happen medical devices," said Poon. "As the human heart and body are in constant motion, solving this issue was critical to the success of our research."

The team responded by designing an innovative slotted transmit antenna structure. It resembles a swastika, but delivers consistent power efficiency regardless of orientation of the two antennas.

The new design serves additionally to focus the radio waves precisely at the point inside the body where the implanted device rests on the surface of the heart, increasing the electric field where it is needed most, but canceling it elsewhere. This helps reduce overall tissue heating to levels well within the IEEE standards. Poon has applied for a patent for the antenna structure.

This research was made possible by funding from the C2S2 Focus Center, one of six research centers funded under the Focus Center Research Program (FCRP), a Semiconductor Research Corporation entity. Lisa Chen also contributed to this study.

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Story Source:

The above story is reprinted from materials provided by Stanford School of Engineering. The original article was written by Andrew Myers, associate director of communications for the Stanford University School of Engineering.

Note: Materials may be edited for content and length. For further information, please contact the source cited above.

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Journal Reference:

1. Sanghoek Kim, John S. Ho, Lisa Y. Chen, Ada S. Y. Poon. Wireless power transfer to a cardiac implant. Applied Physics Letters, 2012; 101 (7): 073701 DOI: 10.1063/1.4745600

Note: If no author is given, the source is cited instead.

Disclaimer: This article is not intended to provide medical advice, diagnosis or treatment. Views expressed here do not necessarily reflect those of ScienceDaily or its staff.

Source: http://feeds.sciencedaily.com/~r/sciencedaily/top_news/top_health/~3/IuIxLwneCI4/120831140822.htm

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Chris Lighty: From The Block To The Boardroom

Hip-hop mogul rose from carrying record crates for DJ Red Alert to guiding the careers of the biggest names in music.
By Rob Markman

LL Cool J and Chris Lighty
Photo: Jamie McCarthy/ Getty Images

Source: http://www.mtv.com/news/articles/1692969/chris-lighty-career.jhtml

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Low/no/reduced sodium NPD claims decline despite salt concerns ...

CHICAGO, Aug. 31, 2012 /PRNewswire/ --?Despite increased awareness about the risks of too much sodium in consumers' diets and pledges from governments around the world to reduce salt levels in food, products with low/no/reduced sodium claims have seen some decline over the past years according to new findings from Mintel. Globally, launches of foods with low/no/reduced sodium claims declined 5% over the 2010-2011 period, appearing on just 2% of total food launches in 2011.

(Logo: http://photos.prnewswire.com/prnh/20120222/CG58099LOGO)

Chris Brockman, global food and drink analyst at Mintel, said:

"A large percentage of the global food industry remains wary of the commercial impacts of reducing salt in their products. This anxiety is well-founded, with many products positioned as low sodium forced off the shelves prematurely in recent years due to poor sales. Manufacturers struggled to find workable salt substitutes, forcing many to rapidly pull them from the market. Efforts are being made to offer consumers alternatives to sodium. However, existing salt replacements have not caught the imagination of consumers. Consumers are concerned about salt intake, but are not willing to compromise on taste."

Indeed, according to Mintel's?Global New Products Database (GNPD) Europe remains the most active region in terms of product innovation, covering the same percentage in 2011 (35%) as the year before of new product launches carrying low/no/reduced sodium claims compared to 39% back in 2007. North America follows with 26% share of the global market in 2011 as opposed to 32% in 2010 and 28% in 2007. While APAC comes third covering 19% of new launches in 2011, vs. 18% in 2010 and 19% in 2007.

In Europe, 3% of all new food products introduced in 2011 in the UK carried a low/no reduced sodium claim, a higher percentage than other key European markets with the exception of Netherlands, where 9% of all new products had the same claim. For France the figure stood at 2% in 2011; for Spain 1.4%. Italy and Germany were somewhat lower, at just 1% each.

"The Netherlands was higher mainly because of the food industry's Ik Kies Bewust?("I choose consciously") campaign featuring on-pack logos to indicate new or reformulated products that are low in sugar, sodium and saturated fat," Chris Brockman explains.

Over in Asia Pacific, New Zealand took the lead, with 3% of all new food products in 2011 labeled as low/no/reduced sodium followed by Australia with 2%. Other market activity in the region included Thailand with 1.2%, South Korea (0.8%) and Singapore (0.8%). In Japan, 0.7% of new product launches carried the claims, in Taiwan 0.7%, in China 0.5% and in Vietnam 0.4%.

And when it comes to consumer attitudes, according to Mintel's research some 54% of US consumers say they limit their use of packaged snacks and other packaged foods because they think they have too much salt or sodium, and 53% are concerned about the amount of salt or sodium in their diets. However, it seems consumers will not give up salt easily. In general, 49% of British consumers agree that "taste is more important to me than calories in food," while in the US, 60% of restaurant diners typically order what they want instead of what is healthy. Moreover, when it comes to products flavored with a non-sodium or salt alternative, almost half (46%) of consumers in the US think that they don't taste as good as their traditional counterparts. Similarly in the UK, only a relatively small proportion (22%) of consumers have purchased low salt products, and just 4% of consumers have cut back on table sauces because of health concerns.

"Brands will need to dispel widely held perception about low sodium or salt alternatives to be successful. Fortunately, this is possible. Many food brands are already introducing step-by-step salt reduction programs that gradually reduce the salt content of their products, a strategy often called 'stealth health,' as the incremental removal of sodium can be carried out over a period of time to help the consumer to become accustomed to the changed flavor profile, without the need to flag that up prominently on-pack and thus deter consumers who may perceive 'less taste.' Other brands are also steering clear of the health issue by experimenting with different flavor profiles, such as strong spices and vinegars, to enhance taste while eliminating sodium," Chris Brockman concludes.

Globally in 2011, snacks (16%) and sauces & seasonings (14%) have emerged as the most active categories in low/no/reduced sodium claims. While in response to concerns from parents toward their young children, the baby food category accounted for 12% of new products carrying the claim globally. While breakfast cereals and bakery accounted for 10% and 11% respectively, with 8% in dairy.

In the overall "minus" claim category, products positioned with low/no/reduced formulations such as reduced calories, fat, sugar or cholesterol, Mintel's GNPD shows a global decline of 10% over the year 2010-2011, with low/no/reduced calorie (-19%) and low/no/reduced carb products (-41%) seeing the biggest drop, followed by low/no/reduced sugar (-9%), low/no/reduced cholesterol (-9%) and low/no/reduced fat (-8%).

The findings also tie in to the Mintel Inspire trend "Fauxthenticity," which explores how food alternatives can become preferable to real versions, because they are variously healthier, greener or more affordable.

Richard Cope, principal trend analyst at Mintel, explains:

"Sometimes a fake alternative carries less risk than its authentic cousin, especially when it comes to something like alcohol.?An option might be for manufacturers to explore tricking consumer taste buds and marketing foods that smell, as opposed to taste, salty. This is something we've seen food researchers investigate in our trend 'Fauxthenticity.' This has been the success story behind everything from B&Q's sales of fake grass, to sunless tanners and meat substitutes."

About Mintel
Mintel is a leading global supplier of consumer, product, and media intelligence. For 40 years, Mintel has provided insight into key worldwide trends, offering exclusive data and analysis that directly impacts client success. With offices in Chicago, New York, London, Sydney, Shanghai, Tokyo, and now India, Malaysia and Singapore, Mintel has forged a unique reputation as a world-renowned business brand. For more information on Mintel, please visit www.mintel.com.

Follow Mintel on Twitter and LinkedIn, or catch up with the latest news, views, and information from the team behind Mintel on The Mintel Blog.

?

SOURCE Mintel

Source: http://www.foodanddrinkdigital.com/press_releases/lownoreduced-sodium-npd-claims-decline-despite-salt-concerns-reports-mintel

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Romney: Time to leave disappointments behind

Republican presidential nominee Mitt Romney looks over the podium position during a sound check at the Republican National Convention in Tampa, Fla., on Thursday, Aug. 30, 2012. (AP Photo/J. Scott Applewhite)

Republican presidential nominee Mitt Romney looks over the podium position during a sound check at the Republican National Convention in Tampa, Fla., on Thursday, Aug. 30, 2012. (AP Photo/J. Scott Applewhite)

Republican presidential nominee Mitt Romney and Republican vice presidential nominee, Rep. Paul Ryan pose for a group picture with their campaign staff at the Republican National Convention in Tampa, Fla., on Thursday, Aug. 30, 2012. (AP Photo/Jae C. Hong)

FILE - In this Aug. 26, 2012 file photo, Republican presidential candidate, former Massachusetts Gov. Mitt Romney, and his wife Ann walk to church in Wolfeboro, N.H. On Thursday, Romney will accept his party's presidential nomination. (AP Photo/Evan Vucci, File)

TAMPA, Fla. (AP) ? Mitt Romney's mission in this election: connect with Americans on a personal level.

He sought to do so Thursday by appealing to feelings of anxiety ? if not disappointment ? that's rippling through the electorate as the nation faces stubbornly high unemployment and fears about its future place in the world.

"Hope and change had a powerful appeal. But tonight I'd ask a simple question: If you felt that excitement when you voted for Barack Obama, shouldn't you feel that way now that he's President Obama?" Romney will say as he formally accepts the Republican presidential nomination Thursday night, according to prepared remarks. "You know there's something wrong with the kind of job he's done as president when the best feeling you had, was the day you voted for him."

Aides said the speech was the most important of Romney's political career and will forever change his family's legacy. In winning his party's presidential nomination, the former Massachusetts governor has succeeded where his father failed a generation ago. But facing a two-month sprint to an Election Day matchup against President Barack Obama, Romney is now trying to broaden his appeal and connect with women and with middle-of-the road voters who will ultimately decide his fate.

To do so, he is trying to strike a soft tone laced with deeply personal themes. He will draw from his Mormon faith and the influence of his mother and father ? both dead for more than a decade ?when he faces the Republican National Convention and a prime-time audience.

"My mom and dad gave their kids the greatest gift of all ? the gift of unconditional love. They cared deeply about who we would be, and much less about what we would do," Romney will say, according to prepared remarks released by the campaign.

George Romney, a Michigan governor, ran for the Republican presidential nomination in 1968 when Romney was a young man. His mother, Lenore, ran unsuccessfully for the U.S. Senate in Michigan in 1970.

"My mom and dad were true partners, a life lesson that shaped me by everyday example. When my mom ran for the Senate, my dad was there for her every step of the way," Romney said.

The remarks will be delivered on a stage that puts him a little bit closer to the crowd inside the convention hall. His campaign hopes the evening ends with Americans feeling a little bit closer to the Republican presidential candidate, too.

On this night, they are telling Romney's story

The entire evening ? from the physical staging to the speakers' program to the planned whole-family entrance after Romney's big speech ? is aimed at introducing the sometimes stiff and distant politician as a businessman, Olympic savior and deeply religious family man. His pitch to his party, as well as to the many undecided voters who are disappointed in the country's direction, will be that he's the candidate better able to shoulder the country's economic burdens.

"To the majority of Americans who now believe that the future will not be better than the past, I can guarantee you this: If Barack Obama is re-elected, you will be right," Romney will say.

Romney's speech is the centerpiece of the evening, and will touch on themes that are both personal and political. He'll tell stories, aides say, that haven't been part of his campaign trail pitch. He'll discuss his Mormon faith, particularly his time helping struggling families when he served as a church leader in Boston.

"Like a lot of families in a new place with no family, we found kinship with a wide circle of friends through our church," he will say. "We prayed together, our kids played together and we always stood ready to help each other out in different ways."

To prepare for the big night, Romney has spent months making meticulous notes about his experiences campaigning. He's read numerous previous convention speeches and talked to a number of close friends and confidants about how to approach his address. He and his wife, Ann, spent part of last weekend rehearsing their speeches in an auditorium at Brewster Academy in Wolfeboro, N.H., near the family's lakeside summer home.

When the big moment comes, he'll be standing in the Tampa Bay Times Forum on a stage that organizers rebuilt overnight. They replaced what had been a standard stage at the front of the hall with a section that pushes the podium toward the center of the floor, so Romney will physically stand among the crowd as he speaks.

"It brings him a little bit closer," campaign manager Matt Rhoades said of the new arrangement.

Before Romney speaks, a parade of people from his past will take to the podium to walk through different phases of his life: his time running the private equity firm Bain Capital, his years running the 2002 Winter Olympics in Salt Lake City and his experiences as governor of Massachusetts. Referred to inside the campaign as "character witnesses," the speeches are designed to showcase the man who friends say inspires fierce loyalty. Much of the list was drawn up by Romney's son Tagg, who found acquaintances from their Mormon church in Massachusetts to talk about how his father helped them get by.

Among those set to address the crowd are Bob White, a longtime friend and colleague from Bain Capital, and Tom Stemberg, the founder of Staples, the office supply store; Olympic speed skater Derek Parra and hockey player Mike Eruzione; and former Massachusetts Lt. Gov. Kerry Healey, who is still a closer adviser.

Shortly before 10 p.m. Eastern time, organizers will run a film showcasing Romney's life. A handful of young video staffers have spent weeks working 16-hour days inside a suite at the Marriott hotel where Romney is now staying, editing the piece through the wee hours of the morning.

Then, it will be Romney's turn. When the speech is over, he'll walk back up the stage to where his entire family ? wife, five sons and their wives, and 15 of his 18 grandchildren ? will be waiting. Thousands of balloons nestled in netting high above the convention floor will drop, carefully positioned so that none fall on the family.

It will create the image his campaign is looking for. At that Marriott hotel the morning of the speech, Rhoades saw a copy of Thursday's Tampa Bay Times, where, on the front page, running mate Paul Ryan and his family are pictured waving after his Wednesday night address, the vice presidential nominee's arm wrapped around the waist of his wife, Janna.

Rhoades pointed at the photo.

"We need that," he said.

___

Associated Press writer Julie Mazziotta contributed to this report.

Associated Press

Source: http://hosted2.ap.org/APDEFAULT/89ae8247abe8493fae24405546e9a1aa/Article_2012-08-30-Romney/id-2ca48da2d19141f7a6f95d012ff238a3

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Reading, Writing & Ruminating: On Speaking Truth

Today we remember the martyrdom of St. John the Baptist. Read the Gospel reading for an account.?He died because he preached the truth about Herodias?s adultery and she couldn?t stand it. Yes, he was judgmental. But he called her to repent. She wanted him silenced, and so?used not her own womanly wiles but the charms of her daughter, Salome. You all know the story. Herod is so pleased by the sultry, sexy dance, he offers her anything, and she demands the head of the Baptist at her mother?s request.

Although we have nothing so dramatic today silencing the prophets of today, I notice that those who speak against abortion or gay marriage are labeled bigots. The people who want to sin are intolerant of the people who speak against it, in the name of freedom. Yes, we have free will. But as I tell my children, you are better off when you choose to do the *right* thing. It may be harder to be chaste, but it comes with great blessings. Even married couples are called to be chaste, for example, when a spouse is ill.

Sometimes it can look as though the religious are overly concerned over sexual misdemeanors. I think these are some of the easiest sins to conquer. They form the lower level of Dante?s Inferno.?Much more difficult sins to conquer are the sins of pride. The father of lies ? satan ? lets us believe that we are like God. We should decide what?s good and bad. That?s pride. Much harder to conquer than any habitual sin.

I love the line: Abandon all hope, ye who enter here. It is very perceptive because?hope in the Lord Jesus Christ?is what?saves us.

I came across something wonderful a couple of years ago: Divine Mercy. I?ll direct you to a brief biography of St. Faustina here, but the essence of Divine Mercy is that even if you have a smidgen of goodwill towards God, a speck of hope, God will allow His mercy to work. If the soul rejects this last grace, then God allows eternal separation. In St. Faustina?s Diary: Divine Mercy in My Soul, she describes the interaction of a despairing soul, falling farther into the abyss and how the?Divine Mercy saves this soul. We pray the Chaplet of Divine Mercy often for those who are sick, suffering, and dying.

Our Savior Jesus Christ suffered and died for us. In His name, My God, have mercy.

So, do not despair. Always have hope.

And speaking of hope, did anybody watch the Republican National Convention? I do not watch TV, but this was too good to pass up. So instead of finishing a new chapter, I was glued to the TV with my family for a couple of hours. Oy. I was struck by the humble beginnings of so many of the leaders, their accomplishments, and their drive to succeed. I can?t wait for Mitt Romney to lead this country to prosperity in a prudent manner. He has a balanced budget in MA. Whoa! That alone impresses me. Historically, governors make good presidents, for the simple fact they know how to govern! I especially loved listening to Chris Christie (governor of VA) and?Nikki Haley (governor of SC, yeah!). I waited for Bobby Jindal (governor of LA), but I think he had more pressing matters, like dealing with Isaac.

So, there you go. A post in which I talk about religion and politics. Can you feel the heat?
*

Source: http://vijayabodach.blogspot.com/2012/08/on-speaking-truth.html

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Mortgage rates falling again, just above record lows

By MARCY GORDON, Associated Press

Average U.S. rates on fixed mortgages fell this week and are just slightly above record lows reached earlier this year. The low rates have contributed to a modest housing recovery.

Mortgage buyer Freddie Mac said Thursday that the rate on the 30-year loan declined to 3.59 percent, down from 3.66 percent last week. Five weeks ago, the rate fell to 3.49 percent, the lowest since long-term mortgages began in the 1950s.

The average on the 15-year fixed mortgage, a popular refinancing option, slipped to 2.86 percent. That's down from 2.89 percent last week and from the record low of 2.80 percent five weeks ago.

Cheap mortgages are a key reason the housing market is finally started to rebound five years after the bubble burst.

Sales of newly built and previously occupied homes are well above last year's levels. Prices have increased consistently, largely because the supply of homes has shrunk while sales have risen. And builder confidence is at its highest level in five years.

Still, the housing market has a long way back to full health. Some economists forecast that sales of previously occupied homes will rise 8 percent this year to about 4.6 million. That's well below the 5.5 million annual sales considered healthy. Many people are still having difficulty qualifying for home loans or can't afford larger down payments required by banks.

Mortgage rates are low because they tend to track the yield on the 10-year Treasury note. A weaker U.S. economy and uncertainty about how Europe will resolve its debt crisis have led investors to buy more Treasury securities, which are considered safe investments. As demand for Treasurys increase, the yield falls.

To calculate average rates, Freddie Mac surveys lenders across the country on Monday through Wednesday of each week.

The average does not include extra fees, known as points, which most borrowers must pay to get the lowest rates. One point equals 1 percent of the loan amount.

The average fee for 30-year loans was 0.6 point, down from 0.7 point last week. The fee for 15-year loans also slipped to 0.6 point from 0.7.

The average rate on one-year adjustable rate mortgages fell to 2.63 percent from 2.66 percent last week. The fee for one-year adjustable rate loans was unchanged at 0.4 point.

The average rate on five-year adjustable rate mortgages declined to 2.78 percent from 2.80 percent. The fee held steady at 0.6 point.

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? 2011 The Associated Press. All rights reserved. This material may not be published, broadcast, rewritten or redistributed.

Source: http://bottomline.nbcnews.com/_news/2012/08/30/13573288-mortgage-rates-falling-again-just-above-record-lows?lite

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Miners occupy Sardinia coal mine to protest rumored closing

EPA

Union spokesman Stefano Meletti is being helped by fellow miners after having slashed one of his wrists during a press conference of 100 Sardinian striking miners barricaded inside a coal mine in Sardinia, Italy, on Aug. 29, 2012.

By Claudio Lavanga, NBC News

The miners laugh at the sight of worried journalists, who are used to elevators stopping on the ground floor. This one, instead, is descending about 400 yards underground, to the site of the last coal mine in Italy.

The gate opens to an underworld where conditions are almost unbearable. It's hot and humid, and it doesn't take long before we chew on the bitter taste of coal dust.

Just a few miles away, thousands of tourists sunbathe on the Italian island?s pristine beaches, but the miners' skin has been darkened by ash and soot. They joke that they are the only Sardinians who got a tan in the dark.

The mine looks like hell, but to the miners, this is a second home.

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Some have been working in these mines for decades, much like their fathers and grandfathers before them. In this impoverished region, there's no other option. The coal mines have given work to generations of migrants from all over Italy since the 1930s. No wonder the biggest town in the area is called Carbonia.

Now, the company running the mine is planning to take the carbon out of Carbonia.

Coal is now considered outdated and unprofitable, and it is rumored that the mine could close by the end of the year.

The miners' reaction was quick and simple: if you want to kick us out, we won?t come up to the surface.

At least 30 workers have been occupying the mine as they await reassurances that they can keep their jobs, and the other 417 are taking turns to show their support. Living conditions in the mine are hard, they say, but they?d rather live in the familiar darkness than try to look for other jobs.

Lorenzo Congia is on his fourth consecutive day underground. He says he has no options but to cling to the only job available to him: ?We will stay here until we have the certainty that we can bring the bread back home to our families. We work underground to feed our families. Outside of this mine, we are doomed,? he said.

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His colleague, Andrea Pinna, agrees: ?Our children are all unemployed and with no job prospects. If this mine closes, we won?t have anywhere to go. There?s nothing out there for us.??

On Wednesday, another miner, Stefano Meletti, slashed his wrists in front of television cameras shouting: ?Is this what we have to do?? before he was wrestled to the floor by his startled colleagues. While they didn?t expect his sudden act of desperation, they say they, too, are ready to resort to ?extreme measures? to keep their jobs.

They put up a white sheet with a warning, written in red letters in the Sardinian dialect: ?This is the time for gunpowder." And the threat might not be entirely metaphorical.

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A few feet away from where they are stationed, an iron gate is plastered with yellow warning signs. That?s the storage room for almost 1,600 pounds of explosives, and more than a thousand detonators. They are there for mining purposes, but authorities fear that in the hands of miners who pledged to fight for their cause to the bitter end, the explosives could turn into a dangerous weapon.

Union leader Gianfranco Sau says the miners don?t want to resort to violence, but he is finding it hard to restrain them.

?It?s difficult to retrain 447 workers. We keep guard of the explosives day and night, we don?t want an exasperated worker to do something crazy," Sau said.

A miners' delegation will meet government representatives in Rome on Friday to try to give the mine a new lease on life as a storage site for carbon dioxide in order to mitigate global warming and produce clean energy.

The miners are hoping for some good news. In the permanent darkness, any ray of light will do.?

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Source: http://worldnews.nbcnews.com/_news/2012/08/30/13571051-miners-occupy-sardinia-coal-mine-to-protest-rumored-closing?lite

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Business cash management | Times of Zambia

TODAY? in our weekly column I will continue to look at how entrepreneurs manage their businesses and specifically I will look at business cash management.

In the definition of cash I will restrict it to the currency in this context and to some extent I will look at money held in a business current account.

Cash is an asset and liquid for that matter. Its availability in business is essential in day-to-day operations.

And because of this, its management in a business requires more attention and its total control is very much desirable.

A loose usage of this essential asset in business will not translate well in business managing.

? A tight noose around this desirable assetin a business will do well.? As you must be aware every small business must maintain a business current account at a preferred bank.

Business current account is very essential to any small business because of the flexible conditions attached to it.

A current account allows unlimited deposits and withdraws in a day and the operation of a cheque book is necessarily for business transactions.

? However, today we look at how a small business manages its cash more especially in the absence of an accountant.

? As you must also be aware, a small business cannot afford to employ a qualified accountant because its financial standing cannot allow it, in short a small business cannot meet the salary obligations of a qualified accountant although this can be argued.

? Managing cash in a small business with no proper cash control procedures in place, exposes it to being misused.

? In my research conducted over several small businesses, financial indiscipline in a way cash was misused, was found to be rampant.

The golden rule method of taking money received in a business whether cash or cheques regardless of its source to a bank and equally using cheques for payments is not fully followed by small businesses.

? Most of them, when cash is received it is applied to other several uses? even? before it is taken to the bank.

Sometimes the expenses analysis is written on the piece of paper not supported by vouchers very? difficult to?? trace? the records.

And in this case, it becomes very difficult for a business to account for the usage of such cash.

The proper maintenance of cash records will give a business a clear cash flow procedure? and enables a business owner to make proper informed decisions.

? The essence of maintaining businesses current accounts at the bank isto ensure that the business funds are properly safeguarded and this way a business is given chance to properly account for its resources prudently? Cash is universally desirable and therefore it must be safe guarded prudently to enable its usage? is restricted to business operations.

? Sometimes the cash is misapplied because of the power that is invested in business owners; if discipline is instilled in them things can change for the better.

A small business should assign responsibilities to a trusted employee who should receive cash or cheques and prepares them for depositing at the bank.

However, on the other hand, control of cash disbursements is accomplished by ensuring that, substantially, all cash payments are made by cheques.

Voucher system is an additional safe guard over disbursement.

A business should ensure that when cash is withdrawn from a business current account, the cash disbursed is fully supported by vouchers fully approved by responsible official in a business set up.

In my research,? I discovered that most SMEs do not use a petty cash fund to disburse payments for small payments, instead, cash is used to make all kinds of payments whether big or small.

In this case a business is compelled to withdraw a substantial amount of money in a day to make such type of payments.

The important thing to do here is to ensure that every cash payment made is supported by an approved voucher and this must be taken very seriously by powers that be.

And these vouchers must be filed away properly as source documents.

This will enable a consultant to prepare books of accounts.

Mind you, even a small business must file tax returns to the Government supported by yearly financial statements.

Therefore,? proper financial records must be kept at the business premises.

However , a business that properly follows? a golden method rule can use a petty cash fund to disburse small payments, while? at the same time making big payments through cheques.

Petty cash must be establised? and one trusted employee be assigned to operate this cash.

When management establishes the amount to be used, that money is turned over to the appointed person and operates by way of vouchers, each voucher, when approved removes the money from the petty cash until the balance is depleted and the amount is replenished by total vouchers approved.

A petty cash account analyses the expenses incurred through it. Comments/questions call: 0979212235 or email: wklpublications699@gmail.com

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Source: http://www.times.co.zm/?p=10222

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As Republicans nominate Romney, Ron Paul is a distant second

Alternate delegates celebrate after Mitt Romney secures the votes needed to get the Republican Party?s nomination.??

Mitt Romney was born in Michigan, served as governor of Massachusetts, vacations in New Hampshire (and France), saved the Olympics in Utah?but on Tuesday at the Republican National Convention, it was Chris Christie's New Jersey that gave him the number of delegates to formally nominate him to take on President Barack Obama.

The Garden State cast all 50 of its votes for Romney, putting him over the 1,144 needed to secure the nomination that had already essentially been his for months. The crowd gathered in Tampa cheered and called out "Mitt! Mitt! Mitt!" as giant television screens over the convention stage showed photos of Romney.

Romney won't formally be the nominee until he accepts the call in a prime-time speech on Thursday, but the state-by-state roll call vote gave him 2,061 delegates. Other Republicans picked up the remaining 202 delegates, with veteran Texas Rep. Ron Paul taking most of those not lining up behind the party establishment's pick.?More than a dozen delegates abstained. Texas offered the greatest diversity: one abstaining, one each for independent presidential candidate Buddy Roemer, former Utah Gov. Jon Huntsman and Rep. Michele Bachmann (their sole votes), one for former Sen. Rick Santorum, 20 for Ron Paul and 130 for Romney.

Each state indulged in a little bit of home-style boasting. The person announcing the tally from Illinois joked that it would soon be home to former President Obama. Alabama's speaker bragged about football championships and a new airplane manufacturing plant. Republican Senate Minority Leader Mitch McConnell underlined that his home state of Kentucky hosts what he called the most important horse race in the world, the Kentucky Derby (he also seemed to cast the state's votes for "Mitch Romney.") Some states offered their thoughts and prayers for Louisiana, in the path of Hurricane Isaac seven years after the devastation wrought by Katrina. Louisiana offered its thanks.

Source: http://news.yahoo.com/blogs/ticket/republicans-nominate-romney-ron-paul-second-place-223943581.html

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Advocates condemn some Sheriffs' profound distortion of - Arc of '72

August 28, 2012 ? Today, a broad coalition of human rights advocates and legal experts condemned a statement made by the office of Los Angeles County Sheriff Lee Baca Friday that the sheriff would defy the TRUST Act (AB 1081-Ammiano) if enacted, despite the fact that the bill is legally sound, and the Immigration and Customs Enforcement (ICE) ?hold? requests the bill limits are voluntary. Other Sheriffs, including Sheriff Freitas of Sonoma, Sheriff Gore of San Diego, and Sheriff Sniff of Riverside also suggested in comments to the Los Angeles times that they may take similar actions.

Today?s response comes after about 500 Californians from across the state rallied in Sacramento in support of the bill. It also comes as fresh statistics revealed the number of deportations under the controversial ?Secure? Communities program in the state has now reached 80,000 ? about 7 in 10 of whom either had no convictions or minor offenses.

In a joint statement, the groups, ACLU of California, Asian Law Caucus, California Immigrant Policy Center, Coalition for Humane Immigrant Rights of Los Angeles, DREAM Alliance of Sonoma County, Immigrant Legal Resource Center, MALDEF, San Francisco Organizing Project, and National Day Laborer Organizing Network, remarked:

?To be blunt, Sheriff Baca?s?statement?has zero relationship to reality. ? It is crystal clear that ICE hold requests are just that ? requests. ?In one stunning statement, Sheriff Baca revealed both his fundamental misunderstanding of federal immigration law and his unwillingness to join the rest of us in a good faith policy discussion to reform our broken system. ?In short, Sheriff Baca?s irresponsible statement ?has proven the need for the TRUST Act. The fact is, it is entirely within the legal authority of the state of California to limit how it responds to burdensome ICE hold requests. The sheriffs? recent statements are further proof that immigration enforcement should remain the purview of the federal government.

And it is urgent for California to take action. Each month, thousands of parents, workers, and other Californians who aspire to be citizens are torn from their families due to the most trivial of arrests. They are trapped in our local jails for days, weeks or months after they would otherwise be released. This rogue group of Sheriffs- a vocal minority within the law enforcement community- falsely claims they have no discretion to stop these painful and costly practices. ? They are wrong, and we are only left to speculate why they have pledged to defy California lawmakers.

There is too much at stake for California to allow them to poison the waters. ?This illogical opposition proves the need for Governor Brown to sign the TRUST Act and return the state?s participation in the ?Secure Communities? program back to its original intent.

Additional comments from prominent experts:

Thomas A. Saenz, President and General Counsel, MALDEF:??Any sheriff who fails to exercise discretion with respect to matters that are discretionary under the law engages in an ongoing dereliction of duty. ?Treating ICE detainer requests as mandates is simply a failure to engage in the discretionary decisionmaking that is expected of government leaders. ?It is far better for the state to establish policy on that discretion through the TRUST Act than for local law enforcement to be embroiled in individual immigration enforcement decisions. ?Thus, while avoiding decisionmaking in this area may be desirable for sheriffs, that is only possible with state legislation. ?Under current law without the TRUST Act, these sheriffs are harming the community and neglecting their responsibilities by treating as mandatory what is legally discretionary. ?They are also exposing themselves to possible legal action and liability.?

Hector Villagra,?Executive Director,?ACLU of Southern California???Secure Communities has shattered the relationship between law enforcement and the communities it?s supposed to protect. The TRUST Act restores that bond by stating clearly when local law enforcement should help with immigration enforcement ? in cases of serious crimes ? and when it shouldn?t. Sheriff Baca?s statements show ignorance both of how the TRUST Act works, and the limits of his own power.?

Background: The TRUST Act has captured national attention as a legally permissible alternative to neighboring Arizona?s extreme anti-immigrant measure, SB 1070. The bill would save local resources and rebuild community confidence in law enforcement by limiting limit unfair detentions for deportation purposes in local jails. Specifically, local law enforcement could only submit to burdensome ? and optional ? requests from Immigration and Customs Enforcement (ICE) to detain individuals for extra time, at local expense, for deportation, if the individual has been charged or convicted of a serious or violent felony. That such requests are NOT mandatory is well established by the courts and federal regulations themselves.

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Source: http://arcof72.com/2012/08/28/advocates-condemn-some-sheriffs-profound-distortion-of-immigration-law-ca-cant-afford-to-let-minority-of-officials-go-rogue-on-trust-act/

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Good Advice For A Successful Home Improvement Project ...

Does a tree in front of your house look unkempt? Why not give your home a nice breath of fresh air by getting this tree shaped properly. If you do this, your front yard will change forever. There is no comparison between a trimmed tree and an unkempt one.

If you are in need of financing for your home improvement project, you want to find the best loan. However, you want to determine the amount you need that will secure the appropriate funds for any costs you incur to determine what is the best loan to choose. A mortgage or personal loan could be optimal for different budgets.

To keep your toilets clean, pour bleach inside the bowl. Bleaching your toilets may smell bad for a while, but it will decrease your chance of getting sick and spreading germs as well as making your toilet nice and shiny. Scented bleach can also help keep the odor at bay.

Always keep your work area clean when doing home improvements. Many accidents occur when an area is cluttered with debris and you cannot move and work properly. Take some time from your project and clean the debris from the area. This will help keep you safe from trips, falls, and tangled cords.

Sometimes traditional and economical methods of dealing with squeaky doors may work for you. Here is a cheap alternative that you can try: Remove the hinge pin as normal, and rub it with regular bar soap. Then replace the pin and open and close the door to let the soap disperse on the hinge parts.

Rotting decks, chipping paint and ceilings that have water damage are things that you can easily see when looking through the home you are considering buying. There are things like electrical problems, structural damage, roof defects, poor ventilation and many others that can only be found by a professional inspector. Invest some money prior to purchasing a home and save a lot of money in the future on repairs.

When cracks appear in your interior walls or your ceilings, have them inspected by a construction professional as soon as possible. While the most likely cause of such cracks is a simple failure in the finished surface, they can indicate deeper, much more serious causes. You don?t want to blithely paint over a crack and forget about it when it is actually indicating foundation settlement!

The shingles on your roof will at some point need to be replaced. As asphalt shingles get older, they start to lose the bound granules and curl up on the corners of the sheets. If you are experiencing leaks that have gone through the ceiling, then it is definitely time to lay down a new roof. Otherwise, if your roof has lost several shingles, this is a less drastic but firm indication that it?s time to replace the roof.

If you have water leaking from the top of the tap of your faucet, there are two ways you can solve this problem. First try tightening the gland nut. The gland nut keeps the spindle of the tap in place. If this doesn?t work, try replace the rubber seal on the spindle, also known as the O-ring.

If you have a deck, check its water resistance by pouring some water on it after a few dry and sunny days. If you deck soaks up the water, it is time to add more water repellent. Make sure to seal your deck before the winter to prevent long term damage.

Before deciding on renovations for your home, go to several open houses in new subdivisions. You?ll see the latest styles and colors and get a better idea of how your home could look with those options than you would by just going through the hardware store. Many model homes even hire a decorator to include window coverings and furniture to complete the effect, so you can copy the ones you like best and skip a lot of trial and error when updating your own home.

A great tip for those of you with home improvement projects around the kitchen or bathroom is to make sure you remember to shut off the water. Whenever you are working near pipes or any other water supply it is absolutely imperative that you shut the water off in order to avoid a potential mess.

As you have read in this article, with just a little planning and some investigation, you can take on basic home improvement projects and make your home a happy, healthy place for your family. By knowing what projects you can do and what projects you should leave to the experts, you can even save a significant amount of money. So pick up that hammer and those nails, and have fun with your next home improvement project!

Bart Hacker blogs and forums about Roof Repair Jacksonville

Source: http://blog.1stfind.com/?p=497587&utm_source=rss&utm_medium=rss&utm_campaign=good-advice-for-a-successful-home-improvement-project

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HBT: Astros were impressed by Clemens' start

Astros owner Jim Crane told the FOX affiliate in Houston late last week that he would be ?open? to discussing a contract with Roger Clemens if the veteran right-hander proved capable of getting outs.

Which is why it should come as no surprise that the Astros were watching closely as Clemens tossed 3 1/3 scoreless innings Saturday night for the Sugar Land Skeeters of the independent Atlantic League.

Here is Astros general manager Jeff Luhnow, discussing the?brief?but effective outing Sunday in a chat with Zachary Levine of the Houston Chronicle:

?He looked good,? said Luhnow. ?He certainly can compete at that independent ball level. We?ll see how he feels after doing that yesterday, but he certainly is impressive given the fact that he hasn?t pitched in so many years and with his age.?I don?t know what he intends to do. I think a lot of that will have to do with how he feels after (Saturday). Recovery time is probably a little different for somebody who hasn?t pitched in so long.?

Clemens hasn?t appeared in a major league game since the 2007 season. He told reporters after his start Saturday in southeast Texas that he will ice up for a few days before deciding what he?d like to do next.

Source: http://hardballtalk.nbcsports.com/2012/08/26/astros-were-impressed-by-roger-clemens-start-saturday-night-in-independent-ball/related

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A Simple Minded Kat: Pregnancy and the Nasty Cold

I lasted more than seven months.

Seven lovely months of not being sick - well not with a virus or a infection anyway. I've had my share of morning sickness and tiredness, but nothing contagious. Last week I broke one of the great Mom Rules and I got sick. Moms aren't really allowed to get sick, we are the ones that keep the house and family running smoothly. So when Mom gets sick, the family has a few different reactions: outright panic (you mean I have to do what?), denial (you're not that sick, are you?), or, if you are lucky, pity (here mom, you go to bed and we'll make supper and do the dishes).

Early last week I woke up with a full fledged cold. A sinus headache, sore throat, achy muscles and a scratchy cough were the symptoms, and I felt awful. I had a doctor's appointment for that day, but - to my husband's bewilderment - I cancelled it and stayed home. I am a believer that drugs are just not necessary to "cure" a cold. Rest, fluids and time are all that is needed to cure a cold as far as I am concerned. So what would I have gained by going and sitting in a waiting room full of healthy pregnant women and women with newborns? Likely a lot of enemies!

With my two previous pregnancies, and now with this one, I have avoided taking medications. I have been fortunate not to ever become seriously ill, so I've never needed to take antibiotics or other more serious medications. I have been told by my doctor that Tylenol is fine to take while pregnant, but I just don't feel right taking it when I know I'm not the only one going to feel the effects.

So what do I do when I catch a cold when I'm pregnant? I stick to a few simple tricks.

Firstly - lots of fluids. I try to drink lots of water, and I also find hot drinks more soothing to?a sore throat than most cold syrups even when I'm not pregnant. Coffee, tea, hot chocolate, anything warm and wet is my friend. Very warm water (not too hot) with half a lemon squeezed in and?glop of honey is a natural alternative to medicated drinks like NeoCitran and gives a good boost of vitamin C with the throat soothing benefits of honey.

Vicks Vaporub. To help me sleep with a sinus headache I spread Vicks on my feet, put on socks and go to bed.?I'm not too sure why it works, but I have used it on my little ones as well and it seems to help. Once, when I was at a hotel and could not sleep because of severe sinus pressure, I soaked a pair of my socks with icy cold water, put them on, and then put a pair of my husband's dry socks over top and went to bed. While that doesn't sound pleasant, it works! I was able to sleep the rest of the night.

Steam. Another thing that is soothing for a stuffed up head is to pour boiled water into a bowl, throw a towel over the bowl and stick your?head under the towel and breathe in the steam. (Be careful not to tip the hot water onto yourself!) Its got all the advantages of a steamy shower for the sinuses without increasing your overall body temperature.

Sleep! This one is tricky when you have little ones, but try and sleep as much as you can. Even if you have to plunk your kids in front of that infamous sitter (the TV) and lay on the couch and doze, do it. Send your kids to play at someone else's house, or have Grandma come over and watch them while you sleep. (If you're lucky perhaps your laundry will get folded too!) Go to bed the second the kids are in bed, even if that is 7:30 at night. If your kids are older this is a good time to teach them to have consideration for others and they can play quietly while you rest.

And that's about it. Time will take care of the rest. The worst of my cold lasted three days, and I have been slowly but steadily getting better ever since. The house fell apart, and the family might have eaten convenience food for supper three nights in a row, but colds don't last forever!

This post was linked up at A Wise Woman Builds Her Home

Source: http://simplemindedkat.blogspot.com/2012/08/pregnancy-and-nasty-cold.html

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ROYAL FAMILY CHRISTMAS CARD | Weekly World News

BREAKING NEWS:? After Prince Harry?s Las Vegas fling, the Royal Family decided to pose for their annual Christmas card.

Contrary to reports out of London, the Royal Family ?got a thrill? out of seeing Prince Harry naked in Las Vegas.? They loved it so much that they decided to shoot their 2012 Christmas Card early.

Here?s a picture from the photo shoot:

Harry loves being naked now and wants to be naked in as many Royal Family pictures as he can.

Harry posed with some of his ?friends? from Las Vegas as well:

Not to be outdone, Pippa Middleton decided to pose naked for her Christmas shot:

The Royals are feeling frisky? and today they even celebrated Topless Day at Buckingham Palace!

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Source: http://weeklyworldnews.com/headlines/50922/royal-famly-christmas-card/

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Fitness Sales Guide | Fit Business Insider - Personal Training ...

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A Post On Fitness Sales By Pat Rigsby

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Sometimes becoming better at fitness sales is not about the presentation.? Sometimes it?s not about the offer.? Sometimes it?s about you.

When I first left coaching and took over running a personal training department, I didn?t instantly start closing deals at a high rate.

Actually, I was pretty pathetic at closing and only generated any sales at all by being willing to get in front of more people than anyone else did.

I remember that during my first pay period, my closing percentage was 12%.? Yep ? 12%.

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The Psychology Of Selling Personal Training

Honestly, it was just a mental thing with me.? My own personal hang ups about money.? I?d never made more than $30,000 in a year and the thought of someone investing $300 or $400 a month on personal training seemed pretty extreme to me.

I tried to sell in spite of this hang up ? but I?m sure that it showed in the way that I presented our programs and in my lack of confidence.

But then after reading a couple sales books and going back through Think and Grow Rich, it finally hit me: selling should be easy.? You?re just helping people get what they want.??? I was getting caught up on dollars, but I?d spent the previous 7 years convincing parents to spend tens of thousands of dollars to come play baseball under my guidance at a school they?d never even heard of before I started recruiting them.

If people really want something they?ll find a way to make it happen.

As soon as I got that through my head, fitness sales became easy.? I instantly went from a 12% closer to a 60-70% closer. Once I lost the head trash I was able to sell to anyone.? In fact, though I wouldn?t recommend them as your target market, I?ve sold training to people that were unemployed, cashiers at McDonalds and any number of other people that I?d have never guessed could or would be willing to invest in training.

But if people want something bad enough, they?ll often find a way.? So don?t let your hang ups about money prevent them from getting what they want.

Once you?ve gotten out of your own way when it comes to selling personal training, you need to understand the mechanics of effective fitness sales.

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Foundational Concepts Of Selling Fitness

This simple system is not rocket science, but it has allowed us to take fitness professionals that absolutely detested selling personal training while closing fewer than 10% of their fitness sales opportunities and help them progress to closing more than 50% of their sales opportunities while increasing their average package value by over 200%.?

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Try To Sell Personal Training To Only Those People Predisposed To Doing Business With You

One of the biggest mistakes we see fitness professionals make is assuming everyone is a prospect.? You can avoid this by doing several things:

1. Using Direct Response Marketing ? Offer a free report or something similar on your site, in your ads or even on your business card to get people who are interested to ?raise their hands? and let you know they at least have mild interest in what you offer.

2. Find A Niche ? By doing this you are already targeting a specific market and positioning yourself as the fitness resource for their specific wants and needs.

3. Focus on Referrals ? Referrals are pre-sold on what you have to offer and usually provide little if any sales resistance.

4. Sell More to Your Existing Clients ? If someone has already said yes once, they are far more likely to say yes again provided you haven?t given them a reason to do otherwise.

5. Become an Expert ? I really doubt that Alwyn Cosgrove, Eric Cressey, Bill Hartman or Mike Robertson would get a lot of resistance from a prospect ? regardless of their fees.? You can position yourself as an expert by doing more public speaking, writing more articles, releasing a book (even if it?s self published) and doing more publicity work.?

6. Use Testimonials ? If you ever had a doubt about the value of testimonials, the success of Nutri-Systems should have eliminated it.? Every piece of marketing material should use them.? You should have a ?wall of fame? at your facility.? You should have testimonials on your website and you should make before and after pictures a condition of doing business with you.? Why try and beat your self up trying to convince someone that you can get them where they want to go when you have a ton of clients that can do it for you? It is clich? but "A picture is worth a thousand words."

7. Know Your Numbers. One of the biggest mistakes that I see fitness professionals make is paying little if any attention to their closing percentage. They work hard on getting their website up and running. They send out postcards and hold seminars ? all in the hopes of generating leads. But the real name of the game is turning those leads into high paying clients.

Do you know what percentage of prospects you convert into clients?

Don?t guess.

Do you know the exact number?

If you don?t ? start tracking that TODAY! Only then can you test other approaches in your quest to close more prospects and know if the changes you made are paying off.

8. Define Your Uniqueness. You have to let prospects know EXACTLY why they should do business with you instead of the trainer at the big box club, do P90X, enroll in Weight Watchers or buy the Ab Circle. Saying you get results isn?t enough. Do you think your competitors say they don?t'?

9. Care About Your Prospects? Goals. Remember ? if someone takes the time to come in to an introductory session or do a trial at your bootcamp, they probably have at least some interest in buying.

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Building Value With Your Prospective Client

What is value? If your goal as a fitness professional is to overdeliver to your clients, you must first have an understanding of how value is measured and what constitutes good and poor value in the eyes of the potential client, right?

How, exactly, is value perceived and measured? Having researched this question for a while, I think I have a definition: Value: in the eyes of the potential client, is simply the difference between the anticipated price of your training programs and the actual price.
???????????
If the price of the programs anticipated in the potential client?s mind is higher than the price of the service or product, they perceive it to be a good value:
"I would have thought you would charge more? " Yet if the asking price is higher than the anticipated price, the potential client perceives the value to be poor: "This is too expensive!"
???????????
The secret in selling fitness is to control the anticipated price.

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The Initial Session, Orientation or Assessment

There is a division of thought in the fitness industry on whether trainers should provide complimentary introductory sessions or assessments; some fitness ?experts??feel that it undermines the perception of the trainer as a professional.? These experts want trainers to be perceived in the same light as doctors, lawyers, etc.?

Unfortunately, less than 1% of the population has any experience working with a trainer, so it is an unknown to them.? Offering a session or assessment alleviates the perceived risk for the client. Plus, if you can get them in the door, you?re likelihood of getting them to buy for a reason other than price go up dramatically.

So remember ? the idea of an initial session, orientation or assessment is to help you build rapport and develop the relationship between you and your prospective client.

Basically, any of these options:

• Kill the risk for the prospect.
• Attract a larger number of potential clients.
• Give you longer to build rapport.
• Provide you a greater opportunity to build value.

Remember ? you?re solving someone?s problems.? That?s not a tough sell.

It is important to also remember ? selling fitness is not something you do TO a person; it?s something you do FOR a person.

What makes this concept so important is because people will typically buy from someone they like and someone they believe is trying to help them.

This also means that you need good people skills to be effective at fitness sales.

What are good people skills?

• Positive attitude
• Finding a common element/bond
• Good listening
• Eye contact while one is talking
• Asking the right questions
• Empathy

We can sum these skills up with the phrase ? rapport building.

?

Your Attitude ? a Key To Selling Personal Training

The first thing that you can do to separate yourself from the average personal trainer is to control your attitude. The attitude you project, both verbal and non-verbal, is a direct result of your beliefs and perceptions about you and the people you serve.

If you believe you?re the best in your market at what you do and can truly help the prospective client ? and that you want to help that person, it will show in your attitude.

Also, because you earn your income from the fees a client pays, over time you may stop thinking of prospects as human beings with needs, wants and goals and start seeing them in terms of how much they?re worth to you.

This is a guaranteed way to be ineffective at selling fitness.

One way to avoid this pitfall is to ask yourself two simple questions before talking to any new prospective client:

1. I wonder what common ground I can find with this person to build a relationship?

2. How can I help this person get what he/she wants?

By asking yourself these simple questions, you will put yourself into a frame of mind that will project a positive, sincere attitude. Remember, people are more likely to become clients of someone they like.

Having the right attitude and exceeding expectations has to be the way you do business 365 days a year, not just something you do until the sale is made.

Many times, to justify a lost sale, fitness professionals often put the blame on the prospect: "he wasn?t serious", "she had an attitude", "he was looking for reasons not to buy", or "she was just wasting our time".

However, most people who take the time to come in and meet with you have some interest in buying, but leave because you didn?t build the necessary value they needed to become a client.

You need to motivate them to take action.

What motivates human behavior? It is actually quite basic ? The desire to gain pleasure or avoid pain. As we continue through the sales process, please remember that we are not selling training, we are selling the outcome the prospective client wants and the belief that we are their ?bridge? to get there.

Determine what changes in the prospect?s life would make them feel good and show them how your offerings can help them accomplish this.? Provide solutions.

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Greeting the Prospective Client

It is extremely important to make your prospective client feel comfortable when they enter your facility. Set a positive tone by greeting them enthusiastically. Use eye contact, a smile and a handshake to reinforce your greeting.

The way you greet your prospective client can create an environment that makes them feel important, impacting everything moving forward.?

It?s your first impression.

It often makes the difference between a sale and a "be back" client (a client who tells you they will think about it and come back later). Positive attitude, confidence and a positive approach are quite important. Remember, the first impression also includes the look of the facility and your appearance.

Be prepared to make the right impression.

After the initial greeting, you must now begin to establish rapport with your client.
The ability to form a powerful common human bond and a connection is vital to getting a prospective client to open up to you and let you know how you can help them most.

In order to build rapport, start by politely asking questions about the other person in hope that you will come across something you have in common (a sport, hobby or some other mutual interest). Basically, you are trying to find out how this person is like you. If a connection is found, the rapport process begins. Once a common bond is found, the potential client?s attitude towards you changes and the conversation becomes more comfortable. Remember, rapport is nothing but a feeling of commonality ? a common bond.

The greeting is also the point where you "take control". Almost all prospects are in a foreign environment and will be more comfortable if they feel as though you are going to lead them through the process.

People want to be led.?

After you have greeted your prospect, ask them for their permission to start learning more about their fitness goals.

Example: "Do you mind if we go through a few questions, which will help me find exactly how I can best help you?"

Remember, the purpose of the greeting is:

Take control, create a warm, friendly environment and create a good first impression.

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If You Want To Sell Personal Training You Need To Know Why People Buy

As we outlined, your goal is to build a quality relationship with your prospective client, one where they not only like you, but also trust you to open up.

The Questionnaire is perhaps the most important tool to continue building such a relationship. The time spent going through a Questionnaire with your prospect allows you to find out about them, what they have done in the past in terms of exercise and what they want now ? not only with regards to exercise, but what makes them "tick".

It is here that you must use quality questions to probe for their emotional wants and needs.

Remember, the prospective client is driven to purchase by the emotions that your service is going to give them, not just by the service itself.

Before you can help a prospective client with their wants and needs, you must keep in mind what motivates people to buy. People do things for a reason. As we have outlined earlier, behavior can be broken down into two groups: The desire to gain pleasure and the need to avoid to pain.

For example: Some people want to get in shape to look better, a form of pleasure they want to gain. Others want to get in shape so that they won?t feel ashamed, embarrassed and possibly ridiculed ? all forms of pain they wish to avoid.

Many times, behavior is the result of a combination of one wanting to gain pleasure and avoid pain. Human beings will do much more to avoid pain than they will ever do to gain pleasure.

Once you understand your prospective client?s behavior, you need to take the next step, selling them training.

To do this, you have to get them to a place of dissatisfaction: a feeling that they are not getting the results they want because they are not reaping the benefits of what your training program has to offer.

Getting someone to a "place" where they feel an inner pressure to buy is true motivation. When a prospective client has "inner pressure", they feel compelled to buy because it is what they wants to do, not because you have locked them up in a room and used one hundred and one closes until they finally gave-in and bought.

Inner pressure is the most powerful tool for creating a shift in behavior and must be done to bring a prospective client from a "prospect" to a "client".

The prospective client?s best interest must be kept in mind at all times, thus, having the prospective client feel as though you are simply the assistant buyer rather than the seller.

Remember, people buy wants, and wants are emotional, not logical or rational.
Emotional wants (inner pressure) happen at the unconscious level. Potential clients do not walk into the facility and say, "I really want to feel more self confident and I think I can accomplish that by getting into shape."

Instead, they come in focused on the features and will tell you, "I want a 3 day per week bootcamp? " In order to make your service appeal to a potential client at a deeper level ? to get them motivated to buy ? you will have to "uncover" what their emotional wants are.

Therefore, when they tell you the want a 3 day per week bootcamp? you need to find out why.

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Selling Fitness Is All About Questioning

Now it is time to explore the emotional wants and needs of the prospective client.

The Questionnaire will serve as the key resource to provoke a dialogue between you and the prospective client regarding their fitness goals and how you can best help them.

You will start with background questions to fully qualify the prospective client and to gain an understanding of their ability to make a decision.

During this process, you will need to listen as well as ask the right questions.

By asking the right questions, you will uncover a prospective client?s real wants. Then, by carefully listening to what they say, you will obtain valuable information, which can be used throughout your introductory session.

FYI ? Failure to qualify a prospect is one of the largest reasons for unsuccessful sales efforts. Failure to qualify the prospect wastes your time by building a sale for non-existent needs or for a prospect who has no real intention of buying.

1. Listening

A fitness professional that is also a successful salesperson talks half as much as he/she listens. This is because if you say it, they can doubt it ? if they say it, it is true. An effective salesperson doesn?t tell people things ? they ask questions. You need to develop a comfortable questioning style that allows you to maintain CONTROL while the prospective client makes the decision. Also, remember that it is not what you say ? it is how you say it. You may think you are saying it one way but the important thing is: How is the prospect interpreting what you are saying?

Aids to Listening

• Look at the speaker
• Take brief notes
• Picture the prospect?s situation
• Be patient ? Don?t interrupt
• Question to clarify
• Watch your non-verbal signals (body language)

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2. Questioning

Types of Questions:

• Open Ended Questions: Use when a prospective client is talkative and to start needs analysis. Try to use as many open-ended questions as possible. These questions allow you to listen and the prospect to do all of the talking.

  Example: "Ms. Jones, tell me how weighing 30 lbs. more than you want to is affecting you?"

• Close Ended Questions: Use when a prospective client is unresponsive, when you wish to direct the conversation to a specific topic, when you need a specific answer or when you are looking for confirmation.

  Example: "So Ms. Jones, how much weight do you want to lose?"

When selling fitness, one of the most gratifying parts of the sale is having the Questionnaire section go smoothly. Ironically, when that happens, and the level of rapport is high, you will be tempted to make one of the biggest mistakes; trying to sell a program before building value.

Think of yourself like a "Fitness Doctor". Don?t ?prescribe a treatment? until you?ve done your ?exam?.

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Making Selling Personal Training Easier By Building Value

The best way to stay in rapport, continue to be in control and move into value building part of your session is to give your prospective client a brief overview of what his/her session will consist of.

Example:? "Ms. Jones, before we get started today, I just want to let you know exactly what we will be doing. First, I will be taking you through a brief assessment to identify any areas or limitations that we should address in your program as well as provide us with a ?starting point? to allow us to more effectively measure your progress.?

Then we will move into a demonstration of some of the movements that we?ll be integrating into your program so you can see what types of things you should be doing to achieve your desired result.?

Afterwards, I will review the session with you and address any questions that you may have before we go over the different types of training programs that we offer to see what will be the best fit for you. How does that sound?"

As simple as this sounds, it can be very comforting for your prospective client.

Many people become nervous and uncomfortable when they do not know what is expected of them ? again, they will feel as though you are in control ? helping them through the process.

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Making Sure All Bases Are Covered

Now that you clearly understand what your prospective client is looking for in a program (future fitness goals and motivation) you can meet his/her needs by demonstrating exactly how you will be able to help.

This can be done by taking the prospect?s information from the Questioning segment of the session and tying what you do to address the most important benefits that are most important to your prospect.

Whether you?re going through a One-on-One Assessment or Screen and then demonstrating some of the movements you?re going to integrate into their program or a Group Orientation where you are teaching basic movements and progressions ? the key is tying everything to do back to the prospects person goals.

Remember, your prospective client is not buying the features of your services; she is buying the emotional benefits she will receive from those features.

Because she already has so much information to take in and process, you cannot assume that she will make the connection between features and benefits on her own. Therefore, you must verbally tie the features directly to the benefits that they want.

Example:

"Mr. Jones, you get all of your workouts personally designed for you, even the ones you perform on your own. What that means to you is that you will get in the shape you want without wasting any time. Does the ability to have no guesswork when it comes to your workout appeal to you?"

If you?re in a group environment tie each movement back to the benefit and when you are working with each personal individually, spend time correcting their technique and connecting what they?re doing back to their goals.

After the value building part of the session, ask your prospective client if she has any questions and answer any concerns. An excellent closing question is, "Now, what do you feel is the most beneficial part of what we did today?

Once they have answered this question, then you can move to the program presentation.

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Selling Fitness With A Simple Presentation

Here?s a simple presentation of the programs you have available that has worked to sell tens of millions (yes, millions) of dollars worth of personal training.

Step One ? Obtain A Positive Confirmation: "Mrs. Jones, do you see how us working together will get you to your fitness goals?" (Wait for the prospect to affirm your statement with a "yes")

Step Two ? Present Your Programs: Then let me to show you the programs that I think would be a fit for you. The first program I have is our 1session per week program, which is only an investment of $149 per month. The second program I have for you is the twice a week program, which is only an investment of $279 per month, and finally we have our three times per week program which is only an investment of $399 per month.

Step Three ? The Assistant Buyer Offers Options: Based on your goals and experience level I suggest we start with either the two times per week program or the three time per week program.

Step Four ? Call To Action: "Which one of these programs can we get you started on today?"

Step Five ? Let Them Decide: Let your prospective client decide which is the best fit for them. Wait for the prospect to give their response.

They?ll either pick one of your options or ask a question that will help you better clarify the right solution for them.

By getting the positive confirmation or commitment, you have mentally prepared the prospect for the purchase.

By offering options, you have eliminated the choice between a ?yes?, or ?no?, and are, asking them to choose between three different programs instead. Any program that they choose is a sale.

By directly asking them to select a program, and take action today, you have effectively led them toward achieving their goals ? exactly what you should do as a professional.

Here are several other variations of the script that you can use:

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Semi-Private Sales Script

Step One ? Obtain A Positive Confirmation: "Mrs. Jones, after going through a session, I?m sure you see the benefits of working with one of our coaches, getting your program personally designed for you and of having a consistent source of motivation and accountability to ensure you reach your goals, right?" (Wait for the prospect to affirm your statement with a "yes")

Step Two ? Present Your Programs: "Then let me to show you the options that I have available for you. The first program I have is the three session per week program, which allows you to work with one of our coaches during each of your 3 weekly training sessions.

It is only an investment of $399 per month.

The second program I have is the two session per week program, which allows you to work with one of our coaches during two sessions per week and them you?ll execute the program we design for you on your own during your 3rd weekly session.

This program is only an investment of $299 per month.
Finally, we have our one session per week option, which is perfect for people with hectic schedules. You?ll personally work with a coach one day each week and then use the program we design for you to execute your other sessions each week. This program is an investment of only $199 per month".

Step Three ? The Assistant Buyer Offers Options: "Based on your goals and experience level I suggest we start with either the two times per week program or the three time per week program."

Step Four - Call To Action: "Which one of these programs can we get you started on today?"

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Bootcamp Sales Script

Step One ? Obtain A Positive Confirmation: "Mrs. Jones, after going through a session, I?m sure you see the benefits of being part of our fitness bootcamp and having a consistent source of motivation and accountability to ensure you reach your goals, right?" (Wait for the prospect to affirm your statement with a "yes")

Step Two ? Present Your Programs: "Then let me to show you the options that I have available for you. The first program I have is the four session per week program, which allows you to attend all of our 4 weekly camp sessions.

It is only an investment of $199 per month.

The second program I have is the three session per week program, it?s our most popular program which allows you to choose 3 weekly sessions per week.

This program is only an investment of $169 per month.
Finally, we have our two sessions per week option, which is perfect for people with hectic schedules. You?ll choose two sessions that are convenient to you to attend to reach your goals.
This program is only an investment of $149 per month".

Step Three ? The Assistant Buyer Offers Options: "Based on your goals and experience level I suggest we start with either the two times per week program or the three time per week program."

Step Four - Call To Action: "Which one of these programs can we get you started on today?"

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Group Sales Closing Script

Step One ? Obtain A Positive Confirmation: "OK everyone ? let?s bring it in. You guys did a great job today.? You worked hard and hopefully you clearly you see the benefits of being part of our fitness bootcamp, right?" (Wait for the group to affirm your statement with a "yes")

Step Two ? Present Your Programs: "Then let me tell you about a special offer I have for you today as thanks for your coming in and trying out our camp. If after today you know that this is the right place for you to achieve your goals, you can enroll in any of our 6 month programs today and get your 1st month entirely free. We have a four session per week program, which is only an investment of $199 per month. The second program is the three session per week program, which is only an investment of $169 per month, and finally we have our two session per week program which is only an investment of $149 per month".

Step Three ? The Assistant Buyer Offers Suggestions: "Most of our clients choose the 3 session per week program as it?s the best balance of flexibility and results."

Step Four ? Call To Action: "If you?d like to take advantage of this Special Offer and receive your next month free, just come and let me know which of these program options you?d like to get started with."

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Takeaway Selling

The underlying principle behind the concept of takeaway selling is the law of supply and demand. Simply put the less accessible someone is the more value is placed on them. This is a hard concept for some fitness professionals to accept but it is crucial in becoming the "expert" in your area.

If you can grasp this way of thinking and put it into practice you will be amazed at your results. You will see that the busier you are the more people want your services. The less accessible you are the more appreciated you are. If you put this into practice you will see that the less supply of you creates great demand and the virtual absence of resistance.

You can simply say that your services are not for everyone and you?re only willing to accept clients that are truly committed to achieving their goals.? They go a step further and tell the prospect that you require clients to be "walking billboards" for you.

This is the exact opposite of most sales tactics you see fitness pros use.

The feeling of urgency has proven to get people to take action. By using the techniques in this book you will find that more prospects are eager to make the buying decision, and train with you!

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An Example of The Takeaway Approach To Selling Fitness

Step One ? Setting The Stage: "Mrs. Jones, before I show you the program that we have available, I need to tell you that working with one of our fitness professionals isn?t for everyone.?

I know that you mentioned that you were committed to losing that weight and keeping it off this time ? but since we are 100% committed to our clients? success, we require the same commitment from our clients.?

Unless you?re truly dedicated to achieving your goals and unless you?re ready to be a "walking billboard" for us ? then this may not be for you.? So are you committed Mrs. Jones?" (Upon positive confirmation show programs)

Step Two ? Present Your Programs: Then let me to show you the programs that I think would be a fit for you. The first program I have is our 1session per week program, which is only an investment of $149 per month. The second program I have for you is the twice a week program, which is only an investment of $279 per month, and finally we have our three times per week program which is only an investment of $399 per month.

Step Three ? The Assistant Buyer Offers Options: Based on your goals and experience level I suggest we start with either the two times per week program or the three time per week program.

Step Four ? Call To Action: "Which one of these programs can we get you started on today?"

Step Five ? Let Them Decide: Let your prospective client decide which is the best fit for them. Wait for the prospect to give their response.
Step Two ? Present Your Programs: Then let me to show you the fitness programs that I have available for you. The first program I have is our 1session per week program, which is only an investment of $150 per month. The second program I have for you is the twice a week program, which is only an investment of $300 per month, and finally we have our three times per week program which is only an investment of $450 per month.

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Every Fitness Pros Problem With Selling Personal Training: Objections

Every fitness professional I know that hates selling training hates it because they hate objections.? They hate the feeling of rejection.

As an experienced trainer or coach, you should expect to hear objections. An objection is a natural impulse for the prospect but it does not mean that they don?t like what you have to offer.

Once a prospect has given you an objection, the first thing you want to do is relax. Don?t get defensive.

Take your time and find out what the prospect?s real concerns are.

Objections are really nothing more than a prospect?s request for additional information. They are a perceived barrier between the prospect and the solution. Lack of understanding, disbelief, lack of value and hidden reasons cause a prospect to state an objection.

The lack of value (the price you have quoted is not worth the benefits they perceive) is the number one reason for an objection.

When addressing the prospect?s concerns:

• Don?t argue
• Get a specific objection ? narrow it down to one
• Keep it interactive
• Focus on the benefits
• Keep it a win-win situation
• Listen-Listen-Listen

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Selling More Training With Downsells

If the prospective client wants to join but they can?t afford your main program ? and you?ve isolated this as the concern, then use a downsell.? A downsell is simply a less expensive option that can still help your prospect achieve their goals and help you get them involved now.?

Here?s an example downsell script:

Example Downsell Script

If You Receive An Objection: "Ms. Jones, do you feel as if you?d benefit from our camps?"

If yes: "Then what is holding you back from joining?"

If it?s money, spouse, time or any other objection, present this: "OK, we?ll how about we do this. You can start with our camp for only one session per week for an investment of only $99 per month. That will allow you to begin benefitting from what we have to offer without as much of a financial or time commitment. Would you like to start with that today?"

Remember:

Prices and packages can be substituted.
Always have 2-3 options. No more. No less.
Always assume the sale.

If you can?t narrow the concern down to one thing or you can?t alleviate their concern easily, this is where having a Free Trial is valuable.

If your prospect came in to take advantage of a Trial you can simply say: "Ms. Jones, no sweat.? That?s exactly why we offer the Free Trial of our programs? so you can see if this is a good fit for you."

Then you use the trial period to build the value needed to get the prospect to commit to your program.

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Closing Personal Training Sales By Gaining Commitment

Once the new client selects a program, show excitement and be complimentary of their choice to make a commitment to reach their health and fitness goals.

At this point, ask the new client to retrieve financial information for payment while you retrieve the appropriate paperwork.

Recommended Payment Options/Agreement Completion

Once the new client decides on a package, and they have filled out the top portion of the agreement, it is now time to take care of the payment.

Clients have two options for paying their membership dues. They can pay for all of their membership today, referred to as paid-in-full (PIF), or they can agree to make a down payment with an EFT payment drafted out of their account on a monthly basis for the length of their chosen program.

If client chooses EFT, you need to outline the options for paying monthly.

Example:

"Ok, the program that you?ve chosen is $200 down and a monthly investment of only of $200, which will be billed on the 5th of each month.? What credit card will you be using for that?"

Finally, before you ask the new client to sign the agreement, make sure everything is filled out completely and correctly.? Once the agreement has been signed, be sure the client receives a copy.

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Post Sale

After you have closed the sale, compliment the new client once again. Make them feel good about their purchase and let them know that they are now on their way to achieving their goals. Make them comfortable, knowing exactly what to expect.? If they need to know anything ? explain it.? If they need to schedule anything ? schedule it.?

This is a process of assimilation? getting the new client to feel comfortable and a part of your company?s family. You may even want to quickly walk through the facility again quickly and just help them start to feel more comfortable in the environment.

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Increasing The Value Of The Sale

Either immediately before signing the contract, while signing the contract or immediately after (depending on whether the upsell would be written on that contract) is the perfect time to provide a more complete solution to the new client through an upsell.

Remember, they came to you to get a result, not to just buy personal training or a bootcamp.? So if you can offer them something additional that will enhance their results ? a Nutrition Coaching program, a supplement package, additional sessions early in the program to accelerate their progress or anything else that will compliment your core offerings. Here?s an example Upsell script:

Example Upsell Script

"I truly appreciate you choosing _________________ to help you reach your goals.? Now that you are a member of the ________________ family, we?d like to extend a special offer to you.

You achieving your goal is going to be a result of combining the effective workouts we?ll be doing here in class with eating supportively, so we offer a 12 Week Nutrition Coaching Program that many of our successful clients take part in.? This program teaches you everything you need to know about eating in a way that will support your workouts, accelerate your progress and improve your overall health.

Normally this program is $299, but as a new client, I?d like to give you $100 off the program so we can make sure you get started off on the right foot.

Would you rather join the morning or the evening class?"

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Selling Personal Training Through Referrals

Another way that that you can increase the value of the relationship with your new client is to ask for referrals at the point of sale.? Prospects are never more excited that when they initially decide to join your program and finally know they?re on their way to achieving their goals. Here?s an example Point of Sale Referral Request Script:

Example Point Of Sale Referral Script

"I truly appreciate you choosing _________________ to help you reach your goals.? Now that you are a member of the ________________ family, we?d like to offer you the opportunity to share your __________________ experience with your friends!?

Because of this, I?d like to extend a special offer to you.? If you have anyone in your family, or friends that you think would also benefit from our programs, list them here and we?ll call them and offer them a 14 Day Trial Membership as a gift from you.

Plus, as an added bonus, if you provide us with four people that we can invite in, you will receive a free ____________ as a gift from us."

So let?s go ahead and fill in this card, and then we will call the people you recommend and invite them in as your guest."

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Putting Your Fitness Sales System Into Action

Here?s a simple 8 Step Process you can use to move a prospect through your entire sales system.

Step #1: Initial Contact

The initial live contact could be face to face or over the phone.? It could even be via email, but ideally it involves a conversation.? Your goal is to start building rapport, start the questioning process and initiate the value build during this initial contact.

This is a mistake most fitness pros make ? they forget to start building the relationship at this Step? but remember, you?re not guaranteed Step 2 or 3 so you need to build a relationship with the prospect at Step 1 to increase the likelihood of the follow Steps happening.

Your goals during the Initial Value Build:

• Build Rapport
• Questioning
• Initial Value Build
• Schedule their Initial Session, Orientation or Assessment

Step #2 ? The Confirmation

Confirmation calls, emails and texts are critical if you want to maximize the likelihood of your prospects showing up for their initial visit.? This is probably an uncomfortable event for them so they may try to avoid it due to fear or anxiety.

Your job is to make it more comfortable for the ? because "You Can?t Sell If They Don?t Show." So make sure that you reach out to the prospect the day prior to their visit and provide them with directions to your facility.? Tell them what to wear and what to bring.? Alleviate all their fear and anxiety.

Step #3 ? Initial Session, Orientation or Assessment

The objective of this session is to learn more about the prospect, strengthen your relationship with them and display the value your programs have to offer as it specifically relates to their personal goals.

So sit down with the prospect and start the rapport building process we covered earlier.? Utilize your questionnaire to learn more about their specific needs and goals.? Discuss how you feel you?ll be able to help them and then start displaying that through your assessment and demonstration of how your program will move them to their goals.

Use social proof if possible.? If there are other successful clients in the facility, introduce them.? Show the prospective client your Wall of Fame or any success stories you can share to build their confidence that this is the right solution for them.

Step #4 ? Present Your Programs

Use the presentation scripts above (choose the one that fits your situation) and help the prospective buyer find the right program for them.? Consider using a Level to help incentivize them to join today.? A level could be a discount off of their first month, an added bonus of a few additional session or a nutrition program or it could simply be a waived enrollment fee if you use one.

If you don?t close on day one?

Step #5 ? Confirming The Second Session

This is critical if you?re doing trials.? Closing rates for trials double if they maker it to the second session so be sure to follow up with a personal call or text to tell them they did a great job on day one and you look forward to seeing them at the next session.

Step #6? ? Soft Follow Up

Your objective during the remainder of the trial is continued value building.? Make sure that you are giving them plenty of personal attention, talking to them face to face, calling, sending emails and texts.? My goal is a personal contact every 3 days during the remainder of the trial.

Remember ? if they?re still around they like what you have to offer.

Step #7 ? 2nd Offer

If someone didn?t buy during your first offer, make a second offer 2-3 sessions prior to trial ending.? If you used an incentive or lever during the first offer, use one again ? just a lesser one.? If they?re still around they want to be part of your program so be assumptive and just work to find the right fit.

Step #8 ? Follow Up

If they don?t buy during your 2nd offer, keep marketing to them.? It might have just been the wrong time. Send them future promos, special offers and your newsletter.? You can?t always dictate when someone will buy but you can increase the likelihood that they do.

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Fitness Sales: Wrapping It Up

Fitness Sales really shouldn?t be something you dislike.? It should actually be something you enjoy because it allows you to help more people and it allows you to grow your business.

Because of that, I?ve decided to put together everything I know about effective selling into a resource that is surely the most complete resource the fitness industry has ever seen when it comes to fitness sales.

I?ve compiled all of the following into one package called Fitness Sales Formula:

Fitness Sales Formula Module #1: The BIG 5 Closing System

In Module #1you?ll be taken through the 5 Step Fitness Sales Formula Closing System.? This simple 5 step system will allow you to instantly build rapport with your prospects ? then systematically determine their needs ? those critical hot buttons that turn prospects into paying clients.? Then you?ll discover EXACTLY how to build MAXIMUM VALUE in your program so that when it comes time to ask for the sale every objection has been eliminated and your prospect is eager to say ?YES.?

The BIG 5 Closing System will guide you every step of the way, guaranteeing that you never stumble and ensuring that every Sales Presentation is YOUR BEST PRESENTATION. And to make absolutely certain that you?re able to master the BIG 5 Closing System, I?ve broken each of the 5 steps down into separate presentations so you can grasp every little profit producing nuance.

Fitness Sales Formula Module #2: Eliminating Objections

In Module #2 you?ll discover the truth about objections and how you can eliminate them 98% of the time.? And in those rare instances you?re do encounter an objection, this module with teach you the Step-By-Step System for turning the occasional ?I need to think about it? or ? I need to speak with my spouse? into an opportunity to build more value in your programs and connect with the prospect in a way that readies them to buy.

Fitness Sales Formula Module #3: Maximizing Sales

In Module #3 you?ll learn how to make the most from every selling opportunity.? You?ll discover things like:

• A simple technique that will instantly make you a 200% better closer ? and you can start using it immediately!
• The right presentation format for maximizing every minute you spend meeting with prospects.
• The secret to selling bigger programs ? and it?s easier than you think.
• One simple tactic that you can integrate into your presentations that will allow you to easily close 30% more sales.? This one thing allowed us to add $10,000 a month to our bottom line in our training business.
• And much, much more?

Fitness Sales Formula Module #4: Selling Through The Trial

Module #4 might just be the most valuable sales resource every presented to the fitness industry.? Right now, with so many bootcamps and group training based programs utilizing marketing tools like Free Trials, Low Cost Trials and Deal Of The Day sites, selling personal training has changed.?

Getting prospects in the door with tactics like these might have gotten easier, but almost all fitness professionals are struggling to turn a respectable percentage of these Free or Low Cost Trials into long-term paying clients.

In this Module you?ll discover the first ever comprehensive system designed to close a MAXIMUM number of these Trials.? The 7 Step Trial Conversion System will be your blueprint for turning things like Deal of the Day promos into Game Changers for your business instead of just being what they are for most trainers ? a overwhelming influx of low paying people that are gone within a couple of weeks leaving nothing other than anger from your current paying clients for watering down their experience with tire kickers.

Fitness Sales Formula Module #5: Sales Presentation Video Library

In Module #5 you get video examples of EVERY sales presentation you?ll ever need to build a multiple six or even seven figure fitness business. All you need to do is model the presentation you want to use and you?re ready to start closing sales. These videos will guide you every step of the way, so you never need to struggle again.

Just check out the 7 example presentations you will have at your disposal:

• Example One-On-One Sales Presentation
• Example Semi-Private Sales Presentation
• Example Bootcamp Sales Presentation
• Example Group Selling Presentation
• Example Referral Request Presentation
• Example Up Sell At The Point Of Sale Presentation
• Example Back End Sale Presentation

All you need to do is practice the presentation you plan to use a few times and you?re ready to start closing more sales!

Fitness Sales Formula Module #6: The Fitness Sales Toolbox

In Module #6 you?ll receive all the scripts and tools you need to execute the Fitness Sales Formula System.? Here are the tools you?ll receive:

Ready To Use Sales Scripts:

• One-On-One Sales Script
• Semi-Private Sales Script
• Bootcamp Sales Script
• Group Selling Script
• Referral Request Script
• Up Sell At The Point Of Sale Script
• Back End Sale Script

Ready To Use Sales Tools:

• FSF Prospect Questionnaire
• FSF Example Personal Training Agreement
• FSF Program Presentation Sheet
• FSF Sales Tracking Sheet

Normally Fitness Sales Formula sells for $197 and is a bargain at that price.

But as a friend of Fit Business Insider you can get Fitness Sales Formula for $97? $100 the normal price.

You?ll learn how to convert Groupon & Living Social leads.? You?ll get exact scripts to use to close every type of leads from 1 on 1 to bootcamps.? You pretty much get everything you?ll ever need to know about selling training.

So if you want more knowledge and expertise on how to improve your personal training sales grab your copy of Fitness Sales Formula and take advantage of the huge $100 discount.

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Dedicated to Your Success,

Pat

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Related posts:

1. Fitness Pro Guide To EFT
2. Do This, Not That ? The Personal Trainer Survival Guide Part 2
3. Do This, Not That: The Personal Trainer Survival Guide ? Part 1
4. Fitness Professional Sales- The 6 Stage Sales Cycle

Source: http://fitbusinessinsider.com/fitness-sales-guide/

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