It's not about you

One of Dale Carnegie's purposes for writing his books was to share ideas with people suffering from the effects of the Great Depression and to give them hope for their future. Much of what he wrote still holds true today. Much of that applies to personal trainers.
It's not about you.
For instance, he said, "You can make more friends in two months by becoming interested in other people than you can in two years by trying to get them interested in you." The fact is that if someone is going to buy something from you it will be because you are interested in them and not because you got them interested in you. They are buying your services to achieve their goals, not yours.
Infectious Enthusiasm
We have often heard that a dog is man's best friend. Have you ever thought about why that is? Perhaps it is because the dog never takes anything from you. Instead it gives you unconditional love by greeting you with infectious enthusiasm no matter what the circumstances are. You can come home from a rough day at work and your dog is just as happy to see you as if you had come home just after winning the lottery. The dog doesn't care!!! It just loves you for who you are. The dog views you as its master and it wants to belong to you. Believe it or not, people are that way too. They want to belong. They want validation.
Try greeting your clients in the way a puppy would greet you and watch what happens to the expression on their faces. They will light up and they won't even know why. That enthusiasm is infectious. Pretty soon everyone around you has it. YOU have put all of these people in a state of victory, power and unlimited possibility just by your act of infectious enthusiasm. Now take advantage of that and help them achieve their goals with it.
That kind of infectious enthusiasm has people at peak performance during training and leaving their training with a degree of certainty that is often difficult to measure or even define. THEY can rule the world because you let them know that anything is possible. THEY decide that this is the state they prefer to be in and when they see others around them who are unable to enjoy that state THEY know who can help get them there. THEY will refer these folks to you because they now have a preference and they don't want those around them to diminish the state of resourcefulness they are in.
Think of it like a good movie. How many times have you heard someone say, "You have GOT to go see this movie!" You won't believe how good it is." Your customers will say the same thing about you when you imbue them with infectious enthusiasm.
It is the little, simple things that will grow both the quality and quantity of your business. The key is small, incremental, constant improvement. That infectious enthusiasm is one of the higher values that we look for when we define goals and purpose.

Be like the dog
The way a trainer treats his or her clients will have a direct impact on client retention, number of referrals and therefore success.
Who do you know that almost everyone likes? A dog. Why? Because a dog is genuinely happy to see you and wants nothing from you. A dog enthusiastically is excited just to be in your presence.
I see a lot of trainers have no enthusiasm when they meet with their clients, there's no excitement in their voice, no smile on their face, I think this a huge mistake.
My clients love to see me. why? Because I love to see them and I let them know that by my body language, the tone in my voice and the smile on my face. I know a lot goes into making and keeping an appointment. The client has to take time out of their busy day, drive down to the gym, maybe bring extra clothes and take a shower after the workout. Plus out of all the trainers out there they chose me, they put their trust in me. I respect the fact that they came in to workout with me, I am grateful that they are and I let them know that by my words and actions. The client can feel the positive attitude I have towards them so they in return generally have a positive attitude towards me, and they are happy to see me.

Softening statements- I agree, that's cool with me, that makes sense, I understand, I agree

Don't speak too a whole lot about yourself or your training. Talk to your prospect in terms of the benefits that they are going get. Change the way you speak and you'll make a difference in how you are perceived by your prospect. Use statements with "you" and "yours" or "you'll" instead of "I" or "me"

I hope this helps. Brought to you by your Irvine Health Club trainer